Territory Sales Representative

Location: Wood Dale, IL Posted Date: October 7, 2017
Employer: To view company name. See instructions below
Employer Job Id: 2766 CareerMine Job Id: 1383617


  •  [Company] family with a proud heritage of excellence and global superiority in equipment design and manufacturing.
  • You know our name,[Company] . As you have driven past construction sites or highway road work you most probably have seen our name and equipment hard at work building a better tomorrow.

Position Purpose:

  • Manage an assigned geographical territory and or assigned key customer accounts, to promote and sell all our products and services. (New and Used Equipment, Service, Parts, Rental and allied products). Ensure our customers are retained by consistent sales calls, checking on the customers satisfaction, help them with any of their material handling needs, develop relationships at all levels of the customer organization, make sure our products and services are working well and perform and propose solutions of both products and services. Develop and earn the business at target accounts in the assigned market, learn their needs, find solutions, present the solutions, try to position our company as the best choice, ask for the business, follow-up consistently, help them purchase all our products and services, make a profit on the sales and manage the relationship.

Key Responsibilities:

  • Organized list of customers and target accounts to call on. Break territory into four zones for productive use of time; divide customer/prospects into each geographical zone. Determine how often the customer/prospect should be touched/called on, make a call matrix so they are consistently touched, called on, followed up with. Build key info on the account such as contacts, contact info, type of buyer, products used and potential user of, when they purchase, how they purchase, current supplier, what is important to their operation, what the customer is focused on. Expected Result: Customers/Prospects know our company, we are dependable, consistent and have key info on the market place.
  • Daily and Weekly call plan, stay in zone for productive us of time. (How am I going to make money today and this week) Customer satisfaction, honesty, integrity, care for the customer, care about their success and the company’s success, all must win in any relationship for long term success. Expected Result: 40 to 50 customer/prospects touches a week
  • Competitive and goal oriented, General selling skills experience, good listener, energetic and professional, relationship manager at all levels of an organization (Presidents office, accounting management, to Technicians shop), knowledge of material handling and distribution, how the product and services apply, good presentation skills oral and written, financial merchandising knowledge – ways to help the customer buy (Leasing/Financing), industry knowledge, competitor strengths and weakness, positioning skills after understanding need, creative at problem solving and understands what is important. Expected Result: Sales and profit goals are met for the assigned territory, market share growth in all departments of our company, satisfied customers that continue to do business with us.


  • Material Handling Equipment Experience or education in this field
  • Selling Experience, likes calling on new people
  • Goal oriented, competitive by nature, likes to win, yet professional, calm, caring attitude, service oriented
  • Good personal financial goals, have more to achieve, bigger goals
  • Good written and oral presentation skills

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