Territory Manager

Job Description

Description:

The Territory Manager position plays a fundamental role in achieving ASU’s sales and business development goals, including customer-acquisition and revenue growth. The Territory Manager requires a deep knowledge of sales processes and a familiarity with the aviation night vision industry; from prospecting through negotiation to order closure. Account and relationship management are key components of this position. The ideal team member should focus heavily on working with and managing international representatives and resellers. The candidate will be comfortable and adept in working with senior level decision-makers as well as end-users.

Responsibilities

Qualify potential customers by understanding their needs, rating their interests and determining purchasing potential and timing. Qualify, outline and communicate customer requirements internally to generate high-value proposals; professionally present proposals to potential clients.

Train dealer organizations in the ASU’s value propositions, products and systems. Consistently work with, advise and support dealer personnel to close and grow their business. Coordinate and follow through on dealer request and need act as primary liaison for dealers.

Develop market segment and account/dealer strategies. Research and understand potential customer’s organization, key players, needed, opportunities and pain-points.

Participate in industry-specific trade show in territory. Integrate with marketing to create plans and campaigns.

Manage the entire sales process for each opportunity. Source and develop new sales opportunities through research, prospecting, lead follow-up, and targeted telephone and email communications.

Provide routine sales forecasts; assist in budget creation. Assist in margin, expense and profitability management.

Manage accounts and relationships for long-term business development. Submit short and long-range sales plans and prepares sales strategies utilizing available marketing programs to reach targets.

Accurately and timely utilize Salesforce CRM tools.

Provide feedback/input into the sales process, marketing opportunities, and product design and quality. Communicate with leadership throughout ASU on emerging trends, competitor analysis and product inquiries.

Responsible for visits to current and potential clients. Ensure clients receive high-quality customer service. Requirements:

Bachelor's Degree in related field or demonstrated relevant experience

At least 3 years successful Sales/Business Development experience within the Night Vision/Aerospace Market to include working with Distributors or Sales Representatives.

50% travel required within designated territory

Must be able to communicate effectively (reading, writing, speaking) the English language. Multi-lingual skills are a plus.

Must know and understand terminology related to the aviation and night vision industry.

Must possess strong writing skills and be able to present ideas clearly.

Must be proficient in Microsoft Suite products to include Windows, Outlook and Excel. Proficiency in Salesforce and Microsoft Dynamics preferred.

Pipeline/ Funnel Management experience a must.

Preferred experience includes: ITAR, program management, military sales, proposal/contract writing and long sales cycle management.

Full-time