Territory Sales Manager
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AI Summary
As a part of the global industrial organization Marmon Holdings—which is backed by Berkshire Hathaway—you’ll be doing things that matter, leading at every level, and winning a better way. We’re committed to making a positive impact on the world, providing you with diverse learning and working opportunities, and fostering a culture where everyone’s empowered to be their best.
Job Title: Territory Sales Manager – Marmon Fastener Company (Atlas Building Products Brand)
Reports to: VP of Sales (OEM)
Location: Remote, field-based
Assigned territory: Arkansas, Oklahoma, Missouri, Iowa, South Dakota, North Dakota, Wisconsin, Minnesota, & Nebraska
Travel: Up to 85%
Position Summary
The Territory Sales Manager is responsible and accountable for executing the business segment sales strategy through face-to-face engagement with identified customers to build durable business-to-business partnerships. Primary responsibility includes new customer growth while protecting and growing current customer revenue and contribution margin.
This role actively participates in segment strategy and supports voice-of-the-customer discovery to help identify end-user outcomes that inform innovative, differentiated product and service solutions.
Key Responsibilities
New Business Development and Growth
Increase sales by identifying opportunities and forming business partnerships with new and existing customers.
Build prospect lists and develop a targeted pipeline using industry sources (directories, trade shows, web sources, referrals, etc.).
Develop strategies to achieve sales plan through disciplined 80/20 sales processes.
Account Management and Customer Partnership
Travel throughout assigned territory to call on regular and prospective customers to build relationships and solicit orders.
Develop and maintain relationships with customer contacts including owners, executives, purchasing, accounts payable, and other stakeholders as needed.
Coordinate customer training and support adoption of products/programs.
Identify and communicate customer ownership, personnel, and location changes to company leadership.
Commercial Execution
Display/demonstrate products using samples or catalogs and communicate value and differentiators.
Quote pricing and credit terms within guidelines and prepare sales contracts for orders obtained.
Prepare reports of business transactions and manage expense accounts in accordance with policy.
Market Insight and Cross-Functional Coordination
Conduct market research and stay current on market trends, competition, and customer expectations.
Partner with branch locations to keep account activities, challenges, and needs current and visible.
Participate in trade shows/association expos as required to support growth and relationship development.
Qualifications
Bachelor’s degree from a four-year college or university OR 3–5 years of related experience/training; equivalent combination accepted.
Ability to read and interpret safety rules, operating/maintenance instructions, and procedure manuals; write routine reports and correspondence; speak effectively with customers and employees.
Working math skills including arithmetic and the ability to compute rate, ratio, and percent and interpret bar graphs.
Proficiency with contact management/CRM systems and Microsoft Word and Excel.
Understanding and application of 80/20 business principles.
Current driver’s license.
Ability to travel up to 85% of the time.
Preferred Skills and Attributes
Strong customer-facing presence with the ability to build trust and influence across customer organizations.
Proven track record of new customer acquisition and profitable account growth.
High execution discipline: pipeline management, follow-through, and accurate forecasting/reporting.
Comfort operating independently in a large territory while partnering effectively with internal stakeholders.
Competencies
Strategic and analytical thinking (market insight, opportunity identification, sound judgment)
Customer partnership and service orientation (responsiveness, credibility, relationship depth)
Commercial execution (pricing/terms, contracts, results orientation, profitability focus)
Communication (clear written and verbal communication; effective presentations)
Project and territory management (planning, prioritization, on-time delivery)
Professionalism, ethics, and accountability
Collaboration and organizational alignment (branches, leadership, internal coordination)
Physical Abilities
Regularly required to talk or hear.
Frequently required to stand, walk, sit, use hands/fingers to handle or feel, and reach with hands and arms.
Occasionally required to lift and/or move up to 50 lbs.
Frequently required to visit job sites; may be required to climb ladders and walk on roofs or similar surfaces as applicable.
Following receipt of a conditional offer of employment, candidates will be required to complete additional job-related screening processes as permitted or required by applicable law.
We are an equal opportunity employer, and all applicants will be considered for employment without attention to their membership in any protected class. If you require any reasonable accommodation to complete your application or any part of the recruiting process, please email your request to careers@marmon.com, and please be sure to include the title and the location of the position for which you are applying.
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