Territory Manager - Hawaii, Alaska, Washington, Oregon

Portland, OR, United States

Position: Territory Manager for Hawaii, Alaska, Washington, & Oregon

Reports to: National Sales Manager

Updated: June 19, 2024

I. Position Objective This role is responsible for 3point attachment and Skid Steer Loader Attachment Sales, Parts Sales, and Service Support for Dealers in Hawaii, Alaska, Washington, and Oregon. The incumbent is responsible for quarterly sales forecasts, close sales opportunities, and grow the sales territory. The incumbent will be expected to proactively consider their region and make targeted sales calls on new and existing dealers, utilization of sales data to optimize the territory, and build a strong network of Iron Craft Dealers in the Southwestern Region. Conducts market research, in house or outsourced, to gain knowledge and understanding necessary to quantify and qualify growth opportunities. Analyzes data and provides summaries, recommendations, trends, etc. to sales and operations staff for the purpose of facilitating strategy development.

Works effectively, cooperatively, and synergistically with management and support staff to assure continually increasing customer share and enhanced sales and profitability.

Assist in the development of programs directed to increase attachment and parts sales.

Utilizes a consistent, systematic planning structure and process to target the entire region with a proactive plan to grow sales in the region. Blends strategies, action plans, goals, ad/pro support, and other ingredients to complete a comprehensive, well documented, marketing plan for the region.

Must have a fundamental understanding of Microsoft Office Products, CRM, and SmartSheet solutions.

III. Position Requirements May require an associate degree in a related area and/or 3-5 years of experience in the field or in a related area.

In-depth knowledge of commonly used concepts, practices, and sales processes.

Relies on minimal supervision and instruction on pre-established guidelines to perform the functions of the job.

A high degree of independent judgment in resolving issues.

Excellent planning, project managements and problem resolution skills along with superior communication and interpersonal abilities.

Conversant and knowledgeable with standard industry terms and related topics.

Team player.

IV. Difficulty of Work and Responsibility Incumbent works independently and performs duties broad in scope, including executing projects, and interacting with customers in support of the overall business objectives. Incumbent will be responsible for many aspects of sales growth in their region, ensuring that personnel understand the product they are working with, resources they have access to, and the ability to deploy those resources. The position requires creativity and the ability to support ideas and assumptions with logic and facts. The incumbent will work within budget and approval level guidelines when executing his/her responsibilities. An error in judgment might impact revenue, expense, company reputation or public support. It is possible that an error might go undetected by a superior until the progress review, but it is unlikely that it would go undetected for an extended period.

V. Work Relationships, Physical Effort and Work Environment

The incumbent is required to communicate and establish a cooperative working relationship to ensure customer and employee satisfaction. The work environment is generally on the road; however, the incumbent may be exposed at various times to noise, outside temperatures and workshop environments. The performance of the duties may require the incumbent to drive a car. Safety glasses are required in the service and shop areas. The workspace will be kept in an orderly fashion. The dress code will remain professional and appropriate for the task at hand that day.

Competencies – Skilled Level

Business Results:

Motivated, interested, and effective at achieving targets and group tasks

Sets multiple personal and/or work group objectives each with clear intent, metrics, action steps timeframes and responsibility Is familiar with customer and employee satisfaction efforts and metrics and works to improve them

Helps others achieve their objectives

Generally, accomplishes most personal and/or work group objectives

Communicates objectives to others involved and metrics to others involved and reviews progress regularly

Assures objectives are supportive of and aligned with personal, corporate and work group objectives

Supportive of and helpful in achieving corporate and divisional initiatives

Aggressively pursues safe working conditions and behaviors for and with all employees

Able to achieve results using the DMAIC and/or RIW processes within personal span of control

Effective at problem solving Basic analysis

Collecting data

Implementing solutions

Measuring results

Adjusting as required

Go to guy for his work area in looking for solutions

Is willing to look outside the work area to “borrow” solutions and ideas from others

Identifies and eliminates root causes of problems to improve processes and/or results

Sees the potential, wants to make things better

Able to analyze and interpret data, use benchmarks, and take corrective action for the purpose of improving performance

Customer Service: Understands the principles of Price, Quality and Turnaround and practices them consistently and well Always maintains mutual expectations with customers on what products or services will cost; never surprises a customer with an invoice

Ensures price charged represents good value, and able to justify why that price is fair and reasonable

When committing to a price always sticks to the commitment

Ensures the customer maintains control over decisions that affect the price he ultimately pays

Understands the level of quality provided by tracking key metrics, benchmarks, and continuously improves processes to improve quality performance

Consistently meets promise dates, tracks performance, strives to improve

Works hard to respond quickly to customer requests calling on the entire enterprise’s resources if required

Is familiar with customer satisfaction efforts and metrics and works to improve them

Coaches, corrects, role models to others appropriate customer service behavior Exhibits empathy for customers and strives for win-win solutions

Able to deal effectively with angry, frustrated, and difficult customers

Able to solve customer problems using creativity and resourcefulness

Acts in the best long-term interest of the customer

Leadership: Able to set a course of action and provide direction for the people in the work group

Able to deliver and receive constructive feedback well Does not make it personal

Sticks to the facts and avoids emotion

Paints a picture of success

Defines mutual expectations

Sets timeframe for improvement

Provides support

Follows up

Uses very good communication skills both verbal, non-verbal and written Keeps co-workers informed about performance, direction, external environment, helpful information etc.

Is mindful of body language and uses it effectively

Is a good listener, listens actively, verifies understanding, checks for comprehension, respects the speaker etc.

Responds promptly, thoroughly, and professionally to requests, suggestions, and complaints

Able to communicate effectively in groups

Able to make a presentation before a group of peers or management

Has good written communication skills accurately/professionally completing documents required for the job serving both internal and external needs

Good at prioritizing and addresses top priorities first

Careful, effective, and timely at making decisions Collects data

Gets information from those involved

Weighs facts

Is decisive

Balances short and long-term goals

Considers all stakeholders

Identifies the key skills and behaviors needed in his work area and builds a work group that supplies these attributes through hiring and development Assures PDPs are developed considering input from employees, needs of the business, a plan for accomplishing the PDP and the PDPs are reviewed two to three times annually and are incorporated in the annual evaluation

Is a good coach and mentor for individuals in the local workplace, proactively taking the time to educate, inform, reinforce, or correct behavior in a positive, constructive manner, is genuinely interested in the success of the individual

Walks the walk and demonstrates the desired skills and behavior on a regular basis, is a good role model

Works for the mutual benefit of the team seeking agreement and new solutions when possible

Practices the Golden Rule. Is empathetic, has integrity, is fair and honest, does what he says he will do

Able to develop strong long-term relationships with people inside and outside the company

Technical: Strong working knowledge of PC based software such as Microsoft Office, CRM, Smartsheet, and other PC operating systems and Adobe products.

Must have strong communications and trainer skills.

Must be organized and have strong record keeping skills.

Needs minimum guidance and supervision in completing the tasks of problem resolution.

Familiar with communications technology for cellular, VPN, telephony, PDA’s, Internet, Intranet

Test and evaluate new PC software and hardware before deployment. Recommend implementation support policies.

Be able to work remotely and support users using communications technology.

Support of help desk software and ensure all tickets are managed and closed for Product Support projects.

Stay current on new hardware and software deployed at IronCraft.

Understand IronCraft systems and processes. Assist with support as required.

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