Territory Manager

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Date: Jan 5, 2017

Location: Atlanta, GA, US, 30301

Company: Worthington Industries, Inc

Worthington Industries operates under a long-standing corporate philosophy rooted in the Golden Rule, with earning money for its shareholders as the first corporate goal. As a market leader in metals manufacturing for nearly 60 years, we put people first, whether they’re our employees, shareholders, customers or suppliers. We’re looking for individuals who share our people-first philosophy and can help us continually innovate and grow through their insights, leadership and unique talents.

Worthington Industries (NYSE: WOR) is a global metals manufacturer serving growing end markets including automotive, construction, energy, agriculture, alternative fuel and many other markets. Our family of 10,000 employees in over 80 facilities throughout 10 countries has helped us earn the respect of our customers, our communities and our industry. With sales of approximately $ 3 billion annually, our company has been recognized by FORTUNE magazine as a “Most Admired Company” and four times as a “100 Best Companies to Work For.”

Worthington’s Engineered Cabs division is looking for a Territory Manager(TM) to support our growing business in the southern region. The person in this position will report to the Manager of Sales for Worthington who is based at the corporate headquarters in Columbus, OH. This position will primarily be responsible for managing the sales of Worthington’s complete Engineered Cabs products and value proposition to:

 

  • Mining
  • Agriculture
  • Construction
  • Forestry
  • Utility

 

Position Responsibilities:

  • Work with the each of our Strategic Sales Team to develop and execute Engineered Cabs strategy with key customers within the territory.
  • Work directly with the customer to communicate and drive Worthington’s strategy, pricing, product offering, etc.
  • Collect, interpret and communicate market intelligence.
  • Develop annual forecasts and monthly sales plans.
  • Conduct regular (quarterly, semi-annual) meetings with key accounts to review relevant metrics including quality, on-time delivery, pricing, new products, forecasts, etc.
  • Demonstrates technical selling skills and product knowledge in all areas that allows TM to give effective sales presentation of Worthington’s product offering and value proposition.
  • Develops annual business plan in conjunction with Strategic Business Unit Manager, detailing activities to follow during the fiscal year which focus on exceeding sales goal objectives.
  • Demonstrates the ability to carry on a business conversation with business owners, executives and decision makers at all levels.
  • Assists in the implementation of company marketing plans as needed.
  • Responsible for sourcing and developing client relationships and referrals.
  • Demonstrates the ability to gather and submit detailed business information and problem solving specific to pricing, market conditions and new product development.
  • Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within their assigned territory, adheres to all company policies, procedures and business ethics, code of conduct and ensures that they are implemented within the territory.
  • Demonstrate ability to interact and cooperate with all company employees.
  • Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems creatively and demonstrate high integrity.
  • Maintain professional internal and external relationships that meet company core values.
  • Proactively establish and maintain effective working team relationships with all support departments.

 

Position Requirements:

  • Bachelor/University degree, preferably with a focus on sales/marketing.
  • 3-5 years work experience, preferably in an industrial business to business sales/marketing position.
  • Demonstrated expertise in successful negotiations and persuasion of key decision-makers.
  • Demonstrated ability to work independently from an offsite / in-home office environment must be a self-starter.
  • Strong understanding of customer and market dynamics and requirements.
  • Proven ability to achieve sales goals.
  • Excellent interpersonal communication skills.
  • Team / relationship building and employee development.
  • Self-motivated, well-organized, goal-driven and pro-active personality with good interpersonal skills and team interaction.
  • Efficient with computer skills such as MS Office, Word, Excel and Power Point.
  • Willingness to travel 75%.

Worthington Industries Inc., and its subsidiaries, is an equal employment opportunity employer. Qualified applicants are considered regardless of race, color, religion, age, national origin, sex, disability or veteran’s status.


Nearest Major Market: Atlanta

Job Segment: Field Sales, Marketing Manager, Manager, Sales, Marketing, Management

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