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Terex Corporation Territory/Regional Sales Manager - AZ, NM, UT, TX in Phoenix, Washington

Job ID: 16023

Location: US-AZ Phoenix HR

Department: Sales

Establishes and maintains customer base for full line of Terex and Genie products. Creates and implements plans to increase sales in assigned territory. Builds customer base by identifying the best companies in the area to rent, sell and service Terex and Genie products.

Essential Functions

  • Establishes and maintains distribution for full line of Terex and Genie Aerial Work Platform products.

  • Develops plans to ensure continued sales growth in assigned area or territory.

  • Establishes sales forecasts and secures sales orders according to goals.

  • Conducts research of local market and business activity. Identifies potential new customers.

  • Ensures that customers understand the Genie value proposition. Educates customers on products, service, warranties, and technical support.

  • Provides accurate information to customers regarding product specifications, price, availability terms and conditions..

  • Coordinates sales efforts with other departments, such as engineering and finance, to meet the customers’ needs.

  • Manages territory based on plan for the year. Visits customers on a regular basis as determined by the plan.

  • Works with accounts of local, regional and national scope.

  • Has the ability to work and manage head offices of regional companies and regional offices of national rental companies.

  • Manages discount levels and strives to improve company margins.

  • Controls expenses per agreed-upon budget.

  • Works with advanced deal structures including items such as product releases, payment terms, and freight allowances.

  • Manages multi-unit rollouts of regional accounts.

  • Responsible for multi-month equipment roll-out contracts.

  • Assists customers with business planning and development of sales forecasts for Terex and Genie products.

  • Elicits feedback from customers on existing products and service, as well as changes, enhancements, and new products that customers would like. Conveys information to Genie Team Members as appropriate.

  • Presides at trade shows, coordinating business development and educational activities with assigned customers and contacts.

  • Acts as a significant resource for product and safety training.

  • Has a moderate knowledge of lean manufacturing principles and incorporates the principles in dealings with customers and fellow Team Members.

  • Meets or exceeds the training requirements for self development during the year.

  • Performs other duties as assigned that support the overall objective of the position.

Basic Qualifications:

  • High School Diploma or GED

  • 4+ years of experience in commercial or industrial sales

Preferred Qualifications:

  • Bachelor's degree in Business, Finance, Marketing or Engineering

  • Currently located in AZ, NM, UT, or TX

  • 6-10 years relevant sales experience

  • Experience with aerial products or equipment rental industry

  • Advanced knowledge of the principles and practices involved in new business development, product marketing, and sales

  • Excellent interpersonal and communication skills to build relationships, prepare and deliver formal presentations, and to negotiate sales contracts

  • Advanced written communication skills to prepare proposals and business correspondence

  • Strong negotiation skills, particularly in the areas of negotiating rebates, terms and freight allowance.

  • Strong knowledge of equipment financing programs.

  • Advanced understanding of the manufacturing, engineering and product support process

  • Well-developed problem solving skills

  • Proficient in Word, Excel, Outlook, etc.

  • Strong time management skills

  • In-depth knowledge of Genie and Terex products

  • Ability to demonstrates proper techniques of prospecting, telemarketing, wholesale and rental closing techniques, and quotation and specification writing

  • Ability to initiate sales contacts and complete sales contracts. Requires the ability to design, develop, and deliver sales communication in writing and in person. Requires the ability to conduct price, product, and delivery negotiations.

TRAVEL:

  • Ability to travel up to 70% of normal work hours. Occasional extended overnight trips will be required. Must be comfortable demonstrating the complete line of Genie and Terex products working at full-extension heights.

Location: US-AZ Phoenix HR

Department: Sales

Job ID: 16023

Terex Overview:

Terex Corporation is a $4.5 billion, publicly traded global manufacturer of lifting and material processing products and services. The company is passionate about producing equipment that improves the lives of people around the world. Terex operations are global, yet each office or factory is a close-knit community. Terex provides team members with a rewarding career and the opportunity to make an impact. The company values diversity and inclusion, safety, integrity, respect, servant leadership, courage and citizenship. It encourages continuous improvement and offers free courses available through Terex University. Women@Terex provides a supportive network for Terex women in their jobs and careers. It’s an exciting time to be part of the expanding manufacturing sector. Terex is a place where you can work and grow. Come talk to us!

Additional Information:

It is the policy of the company to attract and retain the best qualified employees. We are committed to providing employment opportunities to the most qualified internal or external candidate based on work-related factors and without regard to non work-related factors including race, color, religion, national origin, gender, sexual orientation, gender identity, age, disability, or veteran status as a special disabled veteran, Vietnam Era Veteran, or other qualifying veteran.

The Company offers competitive salaries, advancement opportunities, and a full range of benefits, including paid vacation, 401(k), medical, dental, and vision.

Terex Corporation is an Equal Opportunity Employer and Affirmative Action Employer M/F/D/V.

An Equal Opportunity Employer/Affirmative Action Employer M/F/D/V It is the policy of Terex to attract and retain the best qualified employees. We are committed to providing employment opportunities to the most qualified internal and external candidates based on work-related factors and to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, veteran status, or any other characteristic protected by federal, state or local law. In addition, Terex will provide reasonable accommodations for qualified individuals with disabilities. Terex will provide reasonable accommodations when requested to enable completion of the on-line employment inquiry form, or, if desired, an alternative method of inquiry. If you need reasonable accommodation, please email GlobalTalentAcquisitions@terex.com for assistance.

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