Job Description

Territory Manager - Coatings - Irvine, CA

DESCRIPTION:

We’re looking for a result-focused, self-driven Territory Manager-Coatings to meet sales targets that grow revenue and develop market share by evaluating accounts, and market and business opportunities, developing leads, acquiring new customers, and by winning and maintaining key accounts and customer commitment.

RESPONSIBILITIES:

• Deliver on Territory Strategy by developing, implementing, and executing a Territory Strategy plan that defines potential applications, market segments that need to be targeted and developed to growth sales metrics in their territory assigned.
• Meet continuous, professional sales-skills objectives through market growth, market funneling, maintaining robust pipeline development, key account planning and management, and by using extraordinary interpersonal selling skills.
• Achieve adhesives and equipment revenue objectives by engaging existing and targeted potential customers, within the territory, through direct interpersonal sales and via sales partnering.
• Build business through targeted new potential audiences by planning and coordinating informative events that provide compelling information on technologies, products and lines, and services.
• Develop and execute the sales process and build a pipeline by auditing potential account operations, considering alternatives, preparing professional proposals and quotes, delivering wow presentations, and by following up to gain trust and commitment.
• Deliver on strategic sales objectives by developing, implementing, and executing a territory account sales plan that realistically aligns with targeted opportunities and budgeted revenues.
• Drive sales and new business from the ground up by cold-calling potential account customers, generating sales leads, responding to sales inquiries, and researching and analyzing prospective sales opportunities.
• Capture sales through market expansion and sales penetration by coordinating, with the global key account teams, opportunities to capture in-territory accounts, and by assigning non-key leads to internal sales and sales partners.
• Create product developmental opportunities by identifying and defining needs that arise at key target accounts then liaising with Business Development and R&D to find pathways to deliver solutions to these needs.
• Exhibit leadership inside the company by communicating the voice of the customer inside the Corporation, and creating a more customer focused organization; by coordinating and leading direct and indirect company resources to achieve the territory goals.

BACKGROUND PROFILE:

• BS/BA degree in Chemistry, Chemical Engineering, Mechanical Engineering or related. MBA preferred.
• 3+ years of experience of related sales experience, preferably from a custom adhesive, chemical, coatings/paint, medical/pharmaceutical/food manufacturing or packaging/dispensing environment.
• Proficiency with Microsoft Office and Windows-based software essential.
• Ability to handle and operate equipment.
• Able to travel up to 80% of the time.

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