Territory Sales Manager at Tower Water

Tower Water Management is seeking an experienced Water Treatment Sales Manager to oversee existing territory and manage the sales team in the Northeast Region. This candidate will focus on developing new opportunities in the Industrial and Commercial Markets including light Industrial accounts. Strong leadership and coaching qualities are required in order to be successful in this role.

A skilled water treatment sales professional with excellent leadership experience is required. Water Treatment or Chemical Sales Experience is a must!

Tower Water is headquartered in Somerset, NJ. with a satellite office in NYC.  We provide water treatment services to a wide variety of clients, based mostly in the New York City Metropolitan area. Our reputation and values are very important to us, and we’re seeking a candidate that shares our values.

Our goal is to continue to grow and expand our borders. We are seeking an experienced and driven Manager of Sales to join our team. This exciting position will assist in the direction of sales while growing a small territory and report directly to the Director of Sales and Marketing.  Tower Water is in a growth trajectory, in this role you will lead our sales team to new heights and achieve our growth, revenue and sales goals.

As the manager of the sales department, you will have responsibility of the day-to-day operation of the sales team. You will ensure that they are meeting their individual and team goals. Managing a sales department involves overseeing various aspects of the team's performance and ensuring that they are aligned with organizational objectives. Here are some key responsibilities and strategies to effectively manage the day-to-day operations of the sales team:

1. Set Clear Goals and Expectations:

• Establish clear and measurable sales goals for both individual team members and the overall team.
• Clearly communicate expectations regarding performance, targets, and key performance indicators (KPIs).

Regular Performance Reviews:

• Conduct regular performance reviews to assess individual and team progress toward goals.
• Provide constructive feedback and recognize achievements.
• Identify areas for improvement and create action plans for professional development.

Training and Development:

• Invest in ongoing training to enhance the skills of your sales team.
• Keep the team updated on industry trends, product knowledge, and effective sales techniques.
• Foster a culture of continuous learning.

Effective Communication:

• Maintain open and transparent communication channels within the team.
• Conduct regular team meetings to discuss targets, strategies, and challenges.
• Ensure that the team is aware of any changes in products, services, or company policies.

Empowerment and Team Building:

• Implement empowerment programs and incentives to boost team productivity.
• Foster a positive and collaborative team culture.
• Encourage teamwork and celebrate both individual and collective successes.

Use of Technology:

• Leverage technology and tools to streamline sales processes.
• Implement a customer relationship management (CRM) system for efficient tracking and management of leads and opportunities.

Data Analysis:

• Analyze sales data to identify trends, opportunities, and areas for improvement.
• Use data-driven insights to make informed decisions and adjust strategies as needed.

Customer Focus:

• Emphasize the importance of understanding customer needs and providing excellent customer service.
• Encourage a customer-centric approach in sales strategies and interactions.

Problem Solving:

• Equip your team with problem-solving skills to handle objections and challenges effectively.
• Foster a culture of resilience and adaptability in the face of setbacks.

Performance Incentives:

• Implement a performance-based incentive system to reward top performers.
• Ensure that incentives are aligned with both individual and team objectives.

Collaboration with Other Departments:

• Foster collaboration with other departments, such as marketing and customer service, to ensure a cohesive approach to customer satisfaction.

Regularly Review and Adjust Strategies:

• Regularly assess the effectiveness of sales strategies and adjust them based on market conditions and performance data.

Remember, effective leadership involves a balance of setting clear expectations, providing support and resources, fostering a positive team culture, and adapting strategies to meet evolving challenges.

As a territory manager with a focused role, you will be responsible for independently overseeing sales targets and actively leading your sales team. Your sales objectives will comprise no more than 50% of the responsibilities typically associated with a New Business Development Engineer role.

Requirements:

Sales Manager Responsibilities include but are not limited to:

·        Guide, motivate, encourage, hold accountable the Sales Reps to be successful.

·        Create and communicate sales goals and report progress through recorded weekly metrics and team meetings.

·        Deep understanding and effective use of value selling or current sales approach.

·        Assign sales leads to appropriate sales reps.

·        Review and analyze sales performance against annual/quarterly plans to determine effectiveness.

·        Quarterly and on the spot evaluation of sales reps and their progress.

·        Quarterly Strategic objectives adjusting and initiating.

·        Network and socialize with key clients, networks, and business connections; to ensure relationships are sustained and developed, maximize their value.

·        Establish partnerships to increase sales.

·        Map out territories and assign appropriate Sales Reps for business development.

·        Analyze and understand industry-specific trends/landscapes and how they may impact our planning and goals.

·        Remain current by researching competitors’ services and products.

·        Create and maintain sales budgets.

Goals to Include:

·        Having each sales rep sell company minimum in contracts (Currently $400.000)

·        Advancing and progressing the sales team (Personally and Professionally)

New Business Development Responsibilities include but are not limited to:

·        Cold Calling and prospecting new business

·        Full utilization and tracking of progress on CRM

·        Ability to Survey Systems, prepare written proposals w/recommendations for improvement.

·        Utilization of Value Selling approach

·        Selling Service contracts and closing new customers

·        Troubleshooting and on-site problem solving

·        Letter and email writing

·        Physical Ability: to handle all aspects of service and sales traveling around tri-state area, commuting, climb safe ladders etc.

·        Quarterly and annual planning

·        Recording weekly metrics and attending weekly metric and issues meeting.

Goals to Include

·        Maintain a minimum of $500,000 in viable prospects at all times.

·        Selling 12-25 contracts per year

·        Selling a minimum amount of new business (currently $200,000)

The ideal candidate will display the following values:

• Strong leadership and motivational skills.
• Have a Can-Do Attitude.
• Be reliable to a fault.
• Be responsive to customer and employee needs.
• Understands the value of reputation.
• Exhibit passion for what you do, the task in front of you, and for your team.
• Proactive and self-driven.
• Able to pivot easily.

The ideal person should have the following experience and skills:

• Minimum 5 years proven Sales Experience
• Minimum 2 years successfully managing a team.
• Minimum 2 Years Water treatment experience (Preferred)
• Strong negotiation skills
• Confident communicator with excellent verbal and written communications skills.
• Can make effective decisions autonomously.
• CRM and Reporting Experience
• Excellent computer skills, Proficient in MS Office.
• Efficient and productive with strong prioritization skills.
• Able to take direction and complete tasks independently.
• Problem-solving skills
• Educational background in business, marketing, or finance

Base Salary: $100k-120K - Total Comp Target: $150-200K plus

Bonus Commission Structure: Capable of Achieving $100K or more when team is achieving sales goals.

Benefits Provided: 

• Laptop, phone, travel expenses
• Car or Car Allowance
• Medical, dental and vision coverage
• 401k with employer match up to 4%
• Company paid life insurance
• PTO and sick time
• 8 Paid Holidays
• Remote work 50% of time
• Other Benefits