Territory Manager

at  BRADY WORLDWIDE INC

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. This position requires residence in southern Ontario between Hamilton and Trenton, south of Newmarket.

REQUIRED KNOWLEDGE, SKILLS & ABILITIES

• Post-secondary education and completion from recognized program.
• Minimum five years selling experience with an industrial or electrical/technical product line.
• Experience with in safety/industrial and/or electrical distribution.
• Ability to travel overnight (several times per month) and up to +/- 75% overall travel (within Ontario for sales and the United States/training).

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.
• Bachelor’s degree (B.A.) from four-year College or University.
• Strong knowledge base around spill control companies and product lines.
• Experience using Salesforce.com.
• Ability to run reports using 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 CSA,/OSHA & GHS, etc.
• Experience using consultative selling approach.
• Experience using Salesforce.com. or similar CRM database software
• Microsoft Office (Excel, PowerPoint, Word)

• Service existing select accounts, while closing new business through their opportunity pipeline.
• Develop assigned target accounts into long term customers.
• Negotiate business agreements.
• Advises Sales 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 Sales 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.