Elgen is a market-leading designer and manufacturer of HVAC parts and components, ductwork and structural framing primarily used in commercial buildings throughout North America. As a Territory Manager, you will be responsible for driving revenue growth by identifying, prospecting, and closing new business opportunities within a defined territory. This role involves building and maintaining strong customer relationships, understanding customer needs, and effectively presenting the company's manufactured products and solutions. The ideal candidate will be a highly motivated, results-oriented individual with a proven track record in outside sales, particularly within a manufacturing or industrial environment. This position covers Kentucky, Ohio, and Michigan and the ideal candidate will be based within that region. Key Responsibilities Sales & Development: • Identify and target new potential customers (e.g., distributors, OEMs, end-users, contractors) within the assigned territory through cold calling, networking, industry events, and market research. • Develop and execute strategic sales plans to achieve and exceed sales quotas and revenue targets. • Conduct thorough needs assessments to understand customer requirements, pain points, and business objectives. • Present compelling sales proposals, product demonstrations, and technical specifications to prospective and existing clients. • Negotiate pricing, terms, and conditions to secure profitable sales agreements. • Proactively follow up on leads and sales opportunities to move them through the sales pipeline. • Collaborate with inside sales, engineering, and production teams to ensure customer satisfaction and successful order fulfillment. • Maintain a strong understanding of the company's product portfolio, manufacturing processes, and competitive landscape. Account Management & Relationship Building: • Cultivate and maintain strong, long-lasting relationships with existing customers to foster loyalty and identify opportunities for repeat business and upselling. • Serve as the primary point of contact for assigned accounts, addressing inquiries, resolving issues, and providing exceptional customer service. • Regularly visit customer sites to build rapport, assess ongoing needs, and identify potential challenges or opportunities. • Conduct regular business reviews with key accounts to ensure customer satisfaction and alignment with business goals. Market & Product Knowledge: • Stay informed about industry trends, market conditions, and competitor activities to identify new opportunities and threats. • Provide valuable market feedback to the product development and marketing teams to inform future strategies. • Continuously enhance product knowledge, application expertise, and technical understanding of manufactured goods. Travel & Territory Management: • Travel extensively, up to 75% of the time, within the assigned territory to meet with prospective and existing clients, attend industry events, and manage sales activities. • Manage travel schedule efficiently and cost-effectively within the assigned territory. Reporting & Administration: • Accurately maintain customer records, sales activities, and pipeline updates within the CRM system (e.g., Salesforce, HubSpot). • Prepare and submit regular sales forecasts, activity reports, and expense reports in a timely manner. • Participate in sales meetings, training sessions, and company events as required. Qualifications: • Bachelor's degree in Business Administration, Marketing, Engineering, or a related field preferred. Relevant professional experience may be considered in lieu of a degree. Experience: • A proven track record of exceeding sales targets. • Prior experience selling manufactured products (e.g., industrial components, machinery, building materials, custom fabrication) is highly preferred. • Experience working with distributors, OEMs, or specific industrial sectors relevant to the company's products is a strong asset. • Demonstrated ability to prospect, qualify, present, and close complex sales cycles. Skills & Competencies: • Exceptional Communication Skills: Excellent verbal and written communication, presentation, and negotiation skills. • Strong Interpersonal Skills: Ability to build rapport and trust quickly with diverse personalities. • Results-Oriented: Highly self-motivated, driven, and able to work independently to achieve targets. • Problem-Solving: Strong analytical and problem-solving abilities, capable of understanding technical challenges and offering solutions. • Technical Aptitude: Ability to quickly grasp technical product specifications and articulate their value proposition to customers. • CRM Proficiency: Proficient in using CRM software (e.g., Salesforce, HubSpot, Microsoft Dynamics) for sales pipeline management and reporting. • Time Management & Organization: Excellent organizational skills with the ability to manage multiple priorities and territories effectively. • Adaptability: Ability to thrive in a dynamic and fast-paced sales environments Other Requirements: • Valid driver's license and a clean driving record. • Ability and willingness to travel up to 75% of the time, including overnight stays, within the assigned territory.