Territory Manager/Senior Territory Manager

Job title:

Territory Manager/Senior Territory Manager

Job type:

Full-time

Compensation Range:

Base salary commensurate with experience, commissions, healthcare stipend, expenses. On-target-earnings $100K-$150K+

Description Summary:

Is this you?

• Passionate about sports
• Ultra competitive and wants to win as a member of a 'rock star' team
• Loves technology and the freedom to operate in an entrepreneurial company
• Accomplished B2B Sales professional currently in a business without real product differentiation
• Wants to sell a product for whom every prospect understands the value proposition instantly

Read on.

TinyMobileRobots is seeking a Territory Manager/Senior Territory Manager to drive brand awareness and B2B revenue on TinyLineMarker autonomous athletic field painting robots, in an assigned US territory, among Municipalities (Parks & Rec departments), Universities, School Districts and Professional & Amateur sports clubs. This role is a blend of generating front-line sales revenue and ensuring customer success/referral.

Success in this role is defined by driving revenue in assigned region as well executing local marketing tactics that drive brand awareness and interest that translates in customer leads.

The role requires close collaboration with US teammates.

Responsibilities:

Understand the Market & Competition

• Maintain current and intimate knowledge of the market, different customer types, customer needs and the competition
• Understand the unique aspects across types of sports fields, physical environments and the processes and tools used for field maintenance
• Stay well informed about competitive activities; anticipate and mitigate risks to the business
• Anticipate competitive tactics within leads/customers and proactively defend against them

Build Strong Relationships

• Build, maintain and extend a broad network of business relationship across Parks & Rec departments, Colleges/Universities, High Schools, Professional & Amateur clubs, and other sports venues
• Appropriately leverage current network to expand it further
• Identify, nurture and leverage non-traditional lead sources
• Skilled at navigating the customer’s organization structure and recognizing influencers and decisionmakers
• Build strong, collaborative relationships with teammates and internal functional departments

Develop & Implement Plans

• Build and continually update a lead generation and sales plan for the assigned region
• Input all necessary information into the organization’s CRM system; ensure all information is up to date and accurate
• Develop, test and optimize lead generation and nurturement tactics
• Develop, test and optimize sales approaches and customer demonstration tactics
• Develop efficient territory coverage plans including cost-effective travel that maximizes customer prospect touchpoints while in a particular market
• Respond to RFP’s/competitive bids and provide customer quotes consistent with organizational pricing and policies; ensure thoroughness, accuracy and customer requirements are met
• Constantly seek out potential reference customers and develop referrals

Deliver Results

• Secure and develops new leads in territory, independent of those generated via marketing tactics
• Qualifies leads and invests time/energy appropriately
• Identify, setup, and participate in relevant trade shows/field days in assigned region
• Contribute to national exhibitions as needed by the team
• Successful in conducting on-site product demonstrations to both individuals and groups of prospective customers
• Install robots and train customers to maximize their success and referral potential
• Deliver monthly, quarterly and annual sales funnel targets
• Deliver monthly, quarterly and annual revenue targets
• Deliver on reference customer targets

Measure, Analyze & Optimize

• Regularly monitor reports from proprietary robot monitoring system to identify potential customer dissatisfaction within region and address proactively
• Review CRM reporting and analyze for opportunities to increase effectiveness and efficiency
• Analyze and report on the effectiveness and efficiency of new approaches and initiatives

Qualifications:

Skills and Attributes

• Builds strong, mutually beneficial relationships internally and externally
• Excellent listening and communication skills (verbal, written)
• Customer-centric mindset that creates delight and loyalty
• Builds sound plans, manages execution and adjusts to optimize
• Sound financial and sound business judgement
• Strong persuasion and influence skills
• Driven and accountable for delivering results
• Motivated self-starter that has been successful working without close supervision

Required Education and Experience:

• 3-6 years of front-line, B2B sales experience selling a technical product
• Experience selling technical products and/or services
• Experience using CRM systems (Hubspot preferred), associated lead generation/management tools, Microsoft Office suite, Google tools (Meet, Mail, Drive, Docs, Sheets, Slides), mobile devices/apps, online collaboration apps, and related platforms
• Deep expertise in planning, executing and driving leads and revenue from local conventions and trade shows

Preferred Education and Experience:

• Degree from an accredited college or university
• Technology savvy; basic knowledge of hardware, software, firmware, satellite and cellular navigation technologies
• Experience in field maintenance and/or turf management

Physical Requirements:

• Own/lease a vehicle with space to transport two robots (20”x28x26” and 29”x36”x28”) and associated materials for product demonstrations
• Ability to drive vehicle, often over extended distances
• Ability to lift/transport moderately heavy objects in/out of vehicle (up to 77 lbs.)
• Ability to operate a computer keyboard and mouse
• Working environment is frequently outdoors, in unpredictable conditions (rain, heat, humidity, dirt/mud, uneven/sloped terrain)
• Protected, lockable space in home location to store two robots and associated supplies

Other Requirements:

• Fluency in English
• Ability and willingness for overnight travel 30-50 nights/year
• Candidate offered this position must pass a background check, motor vehicle driving report and substance abuse test to fill this position
• Candidate must own/lease personal vehicle with hauling space to transport a robot and supplies for demonstrations

TinyMobileRobots is an equal opportunity employer and does not discriminate in hiring or employment, in accordance with the requirements of all applicable US laws, including race, color, religious, national origin, ancestry, age, gender, marital status, military status, sexual orientation, disability, or medical condition.

Job Type: Full-time

Pay: $100,000.00 - $150,000.00 per year

Benefits:

• Flexible schedule
• Mileage reimbursement
• Paid time off
• Travel reimbursement
• Work from home

Compensation package:

• Commission pay

Schedule:

• Monday to Friday

Travel requirement:

• Up to 50% travel

Application Question(s):

• What was your total compensation last year (including base salary, bonuses, & commissions)? PLEASE NOTE: IF YOU DON'T ANSWER, YOU WILL NOT BE CONSIDERED.

Experience:

• B2B sales: 3 years (Required)

Language:

• English (Required)

License/Certification:

• Driver's License (Required)

Willingness to travel:

• 50% (Required)

Work Location: On the road