The Opportunity :
The role of the Territory Sales Manager is to be a trusted advisor to our customers, offering end-to-end solutions for buying and selling used equipment, trucks and other assets.
Reporting to the Regional Sales Manager, the Territory Manager will be an individual and regional team contributor for achieving the annual Gross Transactional Value (GTV) and Commission Revenue through pro-active prospecting and cold-calling of new customers within the assigned territory as well as strong account management of the existing customer base.
In this role you'll :
Be responsible for selling all of the Ritchie Bros. multi-channel solutions within the assigned territory.
Source and grow sales with new business by building strong / lasting, personal, and professional relationships with customers;
develop a strategy and plan for securing potential customers in the assigned territory.
Develop assigned territory by utilizing their Playbook and executing on your Core Activity & Behaviour Script (CABS) : Building, maintaining and updating Playbook on a frequent basis,Identify geographies & sectors that are under-penetrated,Maintain an accurate pipeline within the CRM tool (Salesforce)
Achieve quarterly and annual production and performance targets
Prepare customized presentations using sales materials and systems for new and existing customers to achieve future business
Support and develop new and existing relationships with customers to continue the sales growth by ensuring proper execution of sale through coordination with Win Team to fully service accounts including : sales support, operations, administrative, valuations, and field marketing.
Actively support the RB Unreserved Commitment to Safety : to send everyone home, every day, the way they came to work, by taking personal responsibility for your safety and safety of your team, co-workers and customers.
Our Territory Sales Managers find success when they possess the following key competencies in these areas of expertise :
Territory Management : Prospecting & Developing Business, Planning, Pipeline Management.
Selling Skills : Call Preparation, Relationship Building, Building Rapport, Identifying Needs / Decision Maker, Identifying Needs / Listening, Delivering Value / Solutioning, Gaining Commitment / Setting the Table , Gaining Commitment / Closing, Gaining Commitment / Negotiating
Procedures & Processes : Delivering Value / Deal Presentation, Deal Management, Customer Service
Equipment & Sector Knowledge : Heavy Equipment Knowledge, Maximizing Equipment Values, Market Knowledge
Here’s what you bring :
5 to 10 years in a structured outside / field sales role, and a consistent track-record of meeting / exceeding quotas.
The ability to travel 1 to 2 days per week to cover the territory, as well as up to a week a few times per year to attend auctions and training.
You’ll have to maintain a valid, clean driver’s license.
It helps if you have experience around construction equipment.
Strong communication skills, especially when it comes to listening.
A head for numbers, and the ability to make sound decisions quickly in a fast-paced setting.
Strong presentation, strategic thinking, negotiation and closing skills.
You’re relentlessly driven to seek new business. For you, time behind a desk is time lost.
You’re competitive, but you never sacrifice integrity to win business.
A natural ability at building authentic customer relationships.
A strong work ethic without sacrificing your sense of humor or ability to have fun on the job.
This job will require you to
Meet or exceed core sales activities, such as :
16 customer meetings per week,A total of 100 customer interactions beyond meetings per week,100% Salesforce (CRM Tool) Compliance, 10 hours of documented professional sales training per quarter,
Participation in 4 professional organization networking and prospecting events. Attend 4 to 6 auction sales, 1 to 2 days each in duration within the region, where you'll meet with your customers and your colleagues.
Travel overnight approximately 5 to 7 days per month to cover the territory and 1 to 2 days prior to each auction sale.
Work primarily from a home office and on the road.
What we offer : Our success is built on the drive and dedication of our people. As we grow around the globe, there will be many opportunities to advance your career we’ve proven this throughout our 60+ years in business.
And, we'll take care of you along the way. Here’s how :
Base salary + uncapped performance-based bonus.
Comprehensive medical and dental benefits.
RRSP and Employee Share Plan, both with company matching.
Company car, laptop, smart phone, expense account.
Ongoing training, professional development and a tuition reimbursement program.