Territory Manager

The Company:

SWS Equipment (“SWS”) is one of the largest heavy equipment dealerships in the Pacific Northwest selling and servicing waste, recycling, sewer and street sweeping equipment.  SWS was founded over 30 years ago and prides itself on providing a safe and stable work environment for its employees and outstanding service to its customers, which include municipalities, private contractors, major retailers, property managers, public utilities, and state and other government agencies. The Company is growing and profitable and serves Washington, Oregon, Idaho and Montana from three regional branches and its headquarters in Spokane, WA.

Scope and Responsibilities:

Reporting to the VP of Sales & Marketing, this role is responsible for the acquisition of new accounts that primarily fall within Northwestern Washington to achieve the company’s monthly and quarterly revenue and profit margin objectives.  This Territory Manager position is the face and soul of SWS in the territory and will develop a strong vision of the SWS Brand, Quality service and Customer Oriented Culture. 

Primary job duties include account identification and planning, prospecting strategy, and executing the sales process into regional prospects and opportunity.   A successful Territory Manager will be excellent at their daily activities/time management, pipeline acceleration, customer adoption and customer support. The Territory Manager will rapidly revive and re-energize our existing customer base within Northwestern Washington and expand into the target markets in Northwestern Washington which are Municipal, State and Large Commercial accounts who are users of the SWS product offerings.

SWS requires a Territory Manager that can identify and prioritize potential customers and develop the tactics and resources needed to bring them to fruition. The Territory Manager will need to actively lead this function in an effective, hands-on, aggressive manner. At the same time, Territory Managers are also expected to contribute to the sales and marketing management team through constant communication of opportunities, competition, and win/loss analysis.

 Responsibilities

• Serve as a key member of the sales team that drives the primary customer activities for a large and expanding base of customers aligned with the core direction and strategy of SWS.
• Successfully achieve sales goals.
• Research and target accounts that fall within the Municipal, State and Commercial target accounts.
• Refine the target list and develop account plans for each account relative to their equipment needs, budgets and decision cycles.
• Identify and source the contact information for key decision makers and influencers.
• Follow-up on all assigned and marketing qualified leads generated from inbound or other teams.
• Research the unique aspects of the prospect that align with SWS’s value proposition and design / customize an account plan and outreach strategy to compel the prospect to accept meetings.
• Schedule appointments (calls, virtual, F2F) to gain an in depth understanding of the opportunity and unique challenges they face which forms the basis for an effective sales process.
• Effectively qualify prospects to ensure mutual alignment and future success with SWS operational capabilities.
• Creatively and expeditiously prioritize and execute prospecting and pipeline development, along with active opportunities, and the launch of new customers for revenue achievement.
• Manage multiple large opportunities.
• Successfully communicate and work with the SWS Sales Support Team members
• Become proficient at developing quotes to customers that strategically position SWS as the number one solution for the customer and identifying key performance metrics for each opportunity.
• Manage complex contract negotiation and work with Operations and legal counsel as required to strategically develop solutions that meet the customer’s needs.
• Collaborate and support marketing and sales admin functions with input on collateral, sales tools, training, prospect messaging and templates to ensure materials are accurate, current, and compelling.
• Support marketing events and functions for brand awareness, demand creation and industry networking (i.e., tradeshows, webinars, roundtables, etc.)
• Drive disciplined, timely and accurate use of SalesForce.com.
• Develop and update quality forecasts for your sales pipeline using SalesForce.com.
• Provide market intelligence to executive management, marketing, and sales comrades.
• Be a driving force in the success of the company’s goals and objectives.
• Be a role model for the company culture, live the company’s core values.
• Develop a solid understanding of SWS core verticals and market: products, competitors, technologies, and key contacts in related markets.
• Accountable to sales goals such as activity metrics, pipeline and opportunity revenue levels, and overall revenue achievement to assigned quota.

Qualifications

• **Located in Washington**- N. King Country to Canadian Boarder Preferred
• Bachelor's degree or equivalent
• Experience with business to business sales and business to customer sales- min 3 years.
• Successful experience in selling equipment or other large value sales with long sales cycles.
• Exceptional track record of success against sales objectives; consistently met or exceeded planned objectives.
• Adept at working as a team player.
• Comfortable and credible selling to governmental and commercial decisionmakers and influencers of various disciplines in addition to internal communication, presentations and high-pressure questions from executive leadership, peers, and customers.
• Ability to build SWS into the leadership position with all municipal clients.
• World-class sales & negotiating skills.
• Detail, Goal and Metrics-driven and highly motivated
• Proven analytical and problem-solving skills.
• Strong work ethic, attention to detail and organizational skills
• Proficient with Microsoft Office applications, CRM, and sales enablement tools
• Flexibility to travel up to 25-40% 
• Strong management, time management and communication skills
• Ability to work in fast paced working environment

What we offer:

• Competitive salary and compensation aligned with sales performance
• Health, dental, vision benefits
• 401k
• Laptop and company phone
• Car Allowance
• Advancement opportunities to in a fast-growing organization.
• Flexible schedule provided performance metrics are met, and customers are happy.
• An environment where creativity and performance are rewarded!
• A culture where you have a say in how best to run all aspects of the operations within your territory. We don’t micromanage!

*NO RECRUITERS PLEASE*