The Sales Territory Manager supports existing customers, and pursuing new sales opportunities in ND, SD, MN, WI, NE, IA, IL, KS, MO, TX, OK, AR, and LA directly or through all distributor organizations. You will identify decision makers in the customer organizations, building relationships and applying the Edwards support organization to deliver the best support and position Edwards as supplier of choice. You will report to the Industrial National Sales Manager. You will be a remote employee, but will travel to the states listed. You will establish Edwards as the preferred supplier of vacuum components and systems to the Industrial market sectors customers in the ND, SD, MN, WI, NE, IA, IL, KS, MO, TX, OK, AR, and LA area. You will also achieve revenue and contribution growth goals and build relationships with customers and maximize Edwards visibility and increase sales to the sector. Main Responsibilities 1. Achieve orders, sales and contribution budgets as agreed for each year, while also maintaining and building our long-term relationship as preferred vendor. 2. Manage and hire distributors and sales representatives to meet growth goals. 3. Increase Edwards route to market/customer through management of existing distributor organizations and hiring of new direct or indirect sales channels. 4. Develop expert understanding of product applications in the Industrial sectors and communicates this information to the Edwards organization. 5. Design and implement key account reach plans. Identify important new opportunities in each sector and work with sales/marketing team to break into those opportunities. 6. Work with Product Manager and Business Development Manager to increase Edwards position and visibility in the ND, SD, MN, WI, NE, IA, IL, KS, MO, TX, OK, AR, and LA Territory 7. Provide vacuum systems engineering expertise while within designated accounts working with all Edwards Internal support teams to provide highest quality solutions to our customers. 8. Provide problem resolution support coordinating with Product, Aftermarket and Applications support groups. 9. Develop an understanding of important customer requirements and establish product benefits over the competition, to lead in the development of markets and growth of profitable sales. Lead with the focus on winning solution best suited to important customers unique set of decision criteria. 10. Pursues and participates in monitoring of financial position of customers. Support credit manager and credit specialist to ensure cash collection targets are achieved. 11. Communication with other departments including manufacturing, R&D, credit and aftermarket to resolve problems associated with product line. 12. Provide forecast of both product units and revenue. Provide longer term trends or forecasts (part of account profiles). 13. Maintain awareness of competitive products, pricing, market statistics and trends. Work with Regional Market Sector Manager to ensure strategy from both ends. 14. Together with Industrial Division, promote the formulation and implementation of after-sales support policy and services, including local authorized service centers 15. Other tasks as delegated by the Sales Manager. Education level Bachelor of Science in Engineering or technical discipline preferred, but not necessary. Relevant Previous experience Five or more years sales management experience in the Industrial and/or Chemical processing industry or related area. Knowledge areas/Skills Must have demonstrated ability to hire and manage distributors, representatives and direct sales engineers. Must demonstrate sound technical and commercial skills and be able to work in an empowered team framework. Experience responding to prospect emails, phone calls, and other requests required. Experience establishing communication and engagement with prospects quickly with a clear focus on customer service. Other requirements Must be willing to travel up to 60% of the time in the territory and potentially work from home. Microsoft Product skills are required. Experience working with and managing a CRM, such as SalesForce, C4C, Microsoft Dynamics/360. What you expect from us: Excellent working conditions and benefits, such as health, vision and dental for individual or individual plus family coverage, 401k plus match, family leave, disability insurance and life insurance options. Part of the Atlas Copco Group with a wide-reaching internal job market Work in a global diverse and dynamic environment You can grow with us: we always look for internal candidates before checking the market and have training and development programs Edwards Company considers for employment and hires qualified candidates without regard to race, religion, color, sex, sexual orientation, genetic information, gender, gender identity, gender expression, age, national origin, ancestry, citizenship, protected veteran or disability status or any factor prohibited by law, and as such affirms in policy and practice to support and promote the concept of equal employment opportunity and affirmative action, in accordance with all applicable federal, state, provincial and municipal laws. Edwards is a global leader of vacuum and abatement systems. We are proud to lead the industry, pushing the boundaries of science to deliver innovative products which are intrinsic to everyday life, working in partnership with our customers and continually setting new standards. With over 150 years of rich heritage, Edwards is the partner of choice for tens of thousands of customers in critical applications around the world. Vacuum is required in diverse sectors, from the generation of power to the production of steel, to the challenging environments of space simulation and high energy physics research. About Edwards Edwards is a leading developer and manufacturer of sophisticated vacuum products, exhaust management systems and related value-added services. Edwards solutions are integral to manufacturing processes for semiconductors, flat panel displays, LEDs and solar cells. They are also used within an increasingly diverse range of industrial processes including power, glass and other coating applications; steel and other metallurgy; pharmaceutical and chemical; and for scientific instruments in a wide range of R&D applications. Edwards has over 4,000 employees worldwide engaged in the design, manufacture and support of high technology vacuum and exhaust management equipment. Edwards has state-of-the-art manufacturing facilities in Europe, Asia and North America. Edwards Vacuum is an equal opportunity employer and does not discriminate in hiring or employment related decisions because of race, color, sex, religion, national origin, age, disability, sexual preference, genetic information, protected veteran status or any other protected class.
