Manage a territory by selling products through distribution channels by performing the following duties: Other duties may be assigned.
Execute the TAT sales plan
Work within company policies & programs
Meet annual sales performance goals expectations
Plan Pre-call sales
Establish customer relationships
Identify sales opportunities
Present & demonstrate product /programs
Develop annual Business Plan
Submit annual territory review
Monitor customer inventory levels
Partner with customers to improve metrics
Identify & capitalize on opportunities
Complete post-call activities & follow-up
Manage accounts – key, existing, new
Supervise distributor activities
Evaluate distributor performance
Train distribution personnel
Control sales expense
Manage time efficiently
Develop monthly sales forecast
Address & resolve problems
Improve Product knowledge
Improve Selling skills
Improve Business skills & acumen
Required Competencies & Skills
Product Knowledge & Confidence
Product Offering: types, styles, colors, speeds
Function, use & application (where & when to use)
How to use (dry time, substrate, etc.)
Feature, benefits, FABs
Comparison to competition; Advantages
Product distribution & delivery
Product/shelf life, Warranty, Maintenance
Common problems & Trouble shooting
Selling Skills & Abilities
Gain recognition & attention with customers
Identify, qualify & develop prospects
Understand customer needs & wants
Present & demonstrate product FABs
Recognize buying signs
Close - Ask for the order!
Follow-through & be persuasiveness
Business Literacy - "knowledge & understanding of the financial, accounting, marketing and operational functions of an organization.”
3 Aspects of Business Acumen –
Financial Acumen: a comprehensive understanding of what drives profitability & cash flow
Market Orientation: a deep understanding of the external environment
Strategic Perspective: an overall, big picture understanding of the business, not just deep expertise in an individual silo
Bottom line: Help your customer improve their financial performance & you will be successful in selling!
Territory Planning & Management
The skills, abilities & drive to …
Assess territory, accounts, opportunities
Analyze numbers & sales potential
Develop strategy & tactics to leverage opportunities for profitable growth
Manage existing accounts
Identify & develop new accounts
Develop action plans for growthSoft Skills
The cluster of personality traits, social graces, communication, language, personal habits, friendliness & optimism that characterize relationships with other people
Critical TM Soft Skills:
Attitude & Belief
Ability to communicate professionally face-to-face and to create and present relevant data to customers.
Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of business finance including gross margin, markup, EBITDA and GMROI.
Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to present or interpret a variety of technical data in mathematical or diagram form and deal with several abstract and concrete variables of the business.
CERTIFICATES, LICENSES, REGISTRATIONS
Current drivers license.
PHYSICAL DEMANDS The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Employee is regularly required to drive a car to and from sales locations within a sales territory, from 20,000 to 40,000 miles per year. The employee must be able to wear a respirator and pass an annual pulmonary function test. The employee frequently is required to stand and walk and carry to demonstrate products and deliver sales presentations Employee is regularly required to stoop and kneel during product demonstration. Employee must have average range of motion of body to perform this job. The employee must regularly lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
WORK ENVIRONMENT The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of the job, the employee is occasionally exposed to moving mechanical parts, fumes or airborne particles, toxic or caustic chemicals, and outside weather conditions. The noise level in the work environment is usually moderate.
Bachelor's degree (B. A.) from four-year college or university; or one to ten years related successful experience and/or training. Management experience or desire/ability to lead a sales team is desired but not necessary.
Transtar Autobody Technologies, Inc. is a coatings manufacturing company in the automotive refinish business. Our headquarters is located in Brighton, Michigan. We have a national sales force and are currently looking to fill several positions throughout the United States and Canada.