Territory Manager
Brady Corporation
Markham, ON
2d ago

Job Description

Position Reports To : National Sales Manager Canada

Position Summary : Responsible for developing and maintaining core Brady and SPC product lines at regional or national accounts including ADM, Labs, OEM's and DND along with key distributors throughout region.

Increases business and promote the development of new clients in order to meet strategic business objectives. Relies on extensive experience and judgment to plan and accomplish goals by replicating past accomplishments.

A wide degree of leadership, creativity and initiative is expected. Works in a consultative selling capacity with key customers to ensure Brady products are written into customer application specifications.

Essential Duties and Responsibilities :

  • Service existing select accounts, while closing new business through their opportunity pipeline.
  • Develop assigned target accounts into long term customers.
  • Negotiate business agreements.
  • Advises Country Manager of significant competitive actions, evaluation of market conditions and estimates of sales potential.
  • Participates in National Sales Meetings and Trade Shows.
  • Advises customers on product applications, proposed application solutions, and new product introductions.
  • Uncover industry trends and develop programs for assigned industries.
  • Develop an account plan and overview for their focused accounts.
  • Build and maintain relationships with Key Strategic Account personnel.
  • Develop, implement, and manage a focused sales program at target accounts.
  • Take the lead position, along with the local TM's at specified distributors or end users
  • Provide relevant feedback to Product Managers regarding Brady's strengths, weaknesses, opportunities and threats within the designated industry. (SWOT Analysis)
  • Assist in developing Sales and Marketing Communications (MarComm) strategies to ensure penetration and market share growth for designated industries and focused accounts.
  • Responsible for industry specific trade shows, literature, and product development for focused strategic accounts.
  • Identify and participate in relevant global industry groups and organizations to help develop and implement strategy.
  • Complete annual evaluation of selected accounts and associated opportunities. Work with the Country Manager to make selection and deletion decisions.
  • Build and maintain an accurate up to date CRM database including all account, contact & opportunity data.
  • Maintain consistent communication and opportunity sharing with regional Territory Managers.
  • Required Knowledge, Skills & Abilities

  • Bachelor's degree (B.A.) from four-year College or University.
  • Minimum five years selling experience with an industrial or technical product line.
  • University or College Marketing

  • Experience with Safety products and application of these same products
  • Ability to travel overnight (several times per month) and up to 50% - 75% overall travel
  • Desired Knowledge, Skills & Abilities

  • Minimum three years developing and selling experience with national or global accounts.
  • An advanced degree in business or a related technical field
  • Product identification / custom label experience preferred.
  • Ability to specify spill control products a must
  • Strong knowledge base around spill control companies and product lines.
  • Experience using Salesforce.com.
  • Ability to run reports using Qlikview or other reporting tools and convert to .xls analytics to support SWOT.
  • Prior experience selling for an industrial manufacturer or industrial distributor.
  • Industrial training or safety certifications including WHIMIS, National Fire Code, OSHA & GHS, etc.
  • Experience using consultative selling approach.
  • Experience using Salesforce.com. or similar CRM database software
  • Microsoft Office (Excel, PowerPoint, Word)
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