Summary
The position of Territory Manager (TM) is responsible for the sales and rental of Parts, Tools, and Accessories (PTA) from Custom Truck One Source’s (CTOS) offerings; through relationship building/maintaining with current customers and cold calling on potential/new customers. The TM reaches their business targets through effective management of designated territories and physical visits to customer locations, either in an office or in the field. Maintenance of current customer accounts and obtainment of new accounts is an integral function of this position. The ability to plan and prioritize your day is essential. The TM will work with Inside Rental Representatives (IRR) as well as other business partners to manage all accounts efficiently and effectively.
Individuals who hold this position will develop ongoing, profitable relationships with customers and continually maintain a professional image of the company. The individual will be responsible for having, or quickly acquiring the knowledge of and expertise in all CTOS PTA current/new product lines and must maintain the ability to effectively pitch these to customer's in-person.
Essential Duties and Responsibilities
• Be the sales "team leader" for the assigned territory and maintain the right tempo within the group
• Conduct the necessary number of in-person sales presentations to meet sales goals and ensure customer satisfaction
• Emphasize the features and benefits of CTOS OEM PTA, as well as numerous other vendors’ PTA products
• Plan your visits/appointments, daily/weekly/monthly, ask open ended questions, listen carefully, provide solutions through CTOS product offerings, ask for the sale, and follow up with all CTOS employees involved in delivering sold PTA to our customers
• Conduct quarterly business reviews with larger higher volume, higher touch customers
• Attend scheduled Pre-Flight sessions with applicable IRRs
• Overcome the objections of prospective customers
• Quote prices and discuss terms with customers
• Produce rental and sales revenue to meet goals in assigned territory
• Build and foster a network of referrals to create new opportunities for territory growth
• Ensure follow-up activities occur by passing leads to other assigned Sales Team members
• Actively manage call and time schedule to efficiently maintain territory accounts
• Any and all other duties as assigned by management
• All other duties as assigned by management
Required Skills and Qualifications
• Ability to learn technical material
• Ability to learn sales, rental, and inventory software systems i.e.: MS Office suite, Salesforce
• The person in this position frequently communicates with others who have inquiries about CTOS PTA
o Must be able to exchange accurate information in these situations
• Must be able to observe and identify PTA features, benefits, and opportunities
• Ability to perform responsibilities at the designated site for designated hours as assigned, including storms, disasters, power outages
• Customers work extended hours; this position must be available to answer questions or provide information at any time
• Produce sales activity reports as requested
• Ability to convert prospects into closed sales
• Ability to work with, schedule, and keep accurate records in Customer Relationship Management software
• 5+ Years of PTA, Utilities Tooling, or related industry sales experience is a plus
Working Conditions
• The person in this position needs to constantly move about their designated geographic region visiting client and prospect sites as well as, inside the office to access file cabinets, office equipment, etc.
• Constantly operates a computer and other office equipment, such as a phone, copy machine, laptop, mobile device, and computer printer
• Ability to travel with overnight stays during training, meetings, shows and other events as needed
• Frequent travel to customer locations is required, with many hours of drive-time/flights as necessary depending on size of territory is to be expected
• Travel to and attendance of industry relevant trade shows as necessary
• Ability to work without direct supervision
• Professional demeanor and excellent communication capabilities
• Strong knowledge of sales principles, methods, practices, and techniques
BENEFITS
• 401(k) with Employer Match
• Competitive Health Care
• Dental, Vision, and Life Insurance
• Paid Vacation, Sick and Holidays
• STD/ LTD
• Partner Discounts
• Investment in Employee Development
Equal Employment Opportunity Employer
Custom Truck One Source provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
Skills Required
- Ability to learn technical material
- Ability to learn and use sales, rental, and inventory software systems, including Microsoft Office and Salesforce
- Ability to communicate accurately with customers and colleagues
- Ability to identify product features, benefits, and sales opportunities
- Ability to work designated hours and respond to customer inquiries during extended hours, including storms, disasters, and power outages
- Ability to produce sales activity reports
- Ability to convert prospects into closed sales
- Ability to schedule activities and maintain accurate records in customer relationship management software
- Strong knowledge of sales principles, methods, practices, and techniques
- Professional demeanor and excellent communication capabilities
- Ability to work independently without direct supervision
- Five or more years of Parts, Tools, Accessories, utility tooling, or related industry sales experience
- Ability to travel frequently, including overnight stays, extensive driving or flights, and industry trade shows
What We Do
Custom Truck One Source is the first true single-source provider of specialized truck and heavy equipment solutions. With sales, rentals, aftermarket parts and service, equipment customization, remanufacturing, financing solutions, and asset disposal, our team of experts, vast equipment breadth and integrated network of locations across North America offer superior service and unmatched efficiency for our customers.
