Manage sales activities across Ontario West and/or the Greater Toronto Area. Develop territory strategies, build pipelines, prospect for customers, conduct demonstrations and negotiations, and grow profitable sales. Maintain relationships with customers, distributors, and partners; analyze market and competitor trends; prepare forecasts and performance reports; collaborate cross-functionally; and optimize travel and territory resources. Approximately 40% domestic travel is required, along with occasional physical work at manufacturing and plant locations.
Job Description:
Founded in 1904, ESAB Corporation is a premier narrowly diversified global leader in connected fabrication technology and gas control solutions. Our rich history of innovative products, workflow solutions, and business system, ESAB Business Excellence, enables our purpose of Shaping the World We Imagine™. We’re looking to hire a talented Territory Sales Manager based in Ontario West and/or Greater Toronto Area.
Reporting to a Regional Sales Director, the Territory Sales Manager is responsible for driving sales activities within the territory. The successful TSM is accountable for achieving sales targets, building strong customer relationships, and driving business growth within the assigned area to meet profitable sales and earnings objectives. This role involves a combination of strategic planning, sales administration, and customer engagement to ensure the company's products or services are effectively marketed and sold to new and existing customers.
Primary Duties
- Develop a comprehensive sales strategy and plan for the assigned territory leading to market share growth.
- Identify market trends, customer needs, and competitive landscape to formulate effective strategies.
- Actively engage in sales activities, including prospecting, lead generation, and networking to build a robust sales pipeline.
- Conducts root cause analysis and develops counter measures to understand the pipeline and build a robust funnel.
- Conduct sales presentations, product demonstrations, and negotiations with potential clients.
- Establish and maintain strong relationships with key customers, distributors, and partners within the territory.
- Address customer inquiries and concerns in a proactive manner.
- Collaborate with cross-functional teams such as marketing, product development, and customer support to align strategies and meet customer expectations.
- Stay abreast of industry trends and cycles, ad provide feedback to internal teams on market trends, customer feedback and product enhancements.
- Prepare regular sales reports, forecasts, growth bridges, funnel reviews and performance metrics for management review.
- Analyze data to identify trends, opportunities, and areas for improvement.
- Manage and allocate resources effectively to maximize sales results within the territory.
- Plan travel schedules to ensure optimal coverage and customer engagement.
- Collaborate with team members and cross functional colleagues to enhance sales, selling skills and/or product knowledge.
- Monitor competitor activities and industry trends to adapt the sales strategy accordingly.
- Identify new market opportunities and potential customer segments.
- Other duties as assigned or required.
Qualifications
- Bachelor’s degree or equivalent; 3-5 years of sales experience.
- Maintain a valid driver’s license.
- Proven track record driving profitable sales growth and achieving or exceeding targets.
- Results driven with ability to manage multiple priorities with highly effective follow through skills.
- Demonstrated ability to work autonomously with little direction in a remote capacity.
- Demonstrated knowledge of wholesale gas and welding distribution.
- Welding product knowledge (welding, fabrication, gas equipment and solutions).
- Strong financial acumen and understanding of sales methodologies, customer relationship management, and sales analytics.
- Strategic thinker with the ability to translate market insights into actionable sales strategies.
- Strong interpersonal, verbal, and written communication skills.
- Demonstrated negotiation, problem-solving, and critical-thinking abilities.
- Ability to work and make good decisions with minimal supervision.
- Positive, customer-centric approach with the capacity to build and maintain long-lasting client relationships.
- Thrives in a fast-paced, dynamic environment.
- Adaptable and willing to embrace change with technology and processes.
Working Conditions
- Remains in a stationary position 50% of the time and involves additional physical demands such as ascending/descending stairs, walking stooping and standing.
- Must wear Personal Protective Equipment ‘PPE’ when working/visiting manufacturing and plant locations.
- Constantly operates a computer and other office productivity machinery including but not limited to printer, tablets, cell phones.
- Moves transports, puts, or removes equipment weighing up to 50 lbs.; pushes, pulls products weighing up to 200 lbs. using provided safety tools.
- May be exposed to varying weather during travel.
- Domestic travel required approximately 40%.
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