Territory Sales Manager, Grocery

Reports To: Director of Sales, Canada
For over 70 years, Walter Surface Technologies has been a global leader in surface treatment technologies delivering high performance abrasives, tooling, power tools, chemical solutions and welding process solutions specifically designed for the metal working industry. Our core philosophy is centered on helping customers work better and providing “only the best” – the best technology, the best products, the best performance, the best in safety and the best in sustainability – all geared toward increasing their productivity and profitability.

This position will oversee the region of Alberta & Saskatchewan.

Job Summary
Reporting to the Director of Sales, Canada, the Regional Sales Director develops and oversees the sales function of an entire region within a specific geographical sales area. Responsible for leading, mentoring and coaching the Metalworking Specialists (MWS) to develop sales plans with targets, to achieve sales budgets and to maximize sales volume.

Key Responsibilities:
Effectively work with Director of Sales, Canada to drive key strategic account strategies, tactics, and engagement strategies throughout the region.
Meet or exceed annual sales budget for the region.
Develop annual sales and performance goals for each member of the regional sales team and lead team to perform to goal.
In field coaching and training of sales team (50%-75% of time).
Lead the sales cycle at the largest regional opportunities.
Secure and lead major distributor presentations, training sessions, and planning sessions.
Hold weekly one-on-one sessions with each sales team member to review performance to goal, to provide coaching, and to address areas for improvement.
Participate in monthly Regional Sales meetings and annual 2-day Road Show meeting.
Effectively manage regional expense budgets including T&E and fuel.
Develop and maintain relationships with distributor principals, strategic accounts, and key influential end-users.
Instruct team in and support the use of Salesforce.com and direct and monitor sales accountability based upon sales performance within the region.
Regular and dependable attendance in line with company business hours and policy is an essential requirement of this position.

Knowledge, Skills and Abilities:
Must have a “hunter” mentality and a passion to succeed.
Understand the two-step distribution process.
Must have excellent time/territory management skills.
Must have excellent written and verbal communication skills.
Computer literate including Microsoft Office and CRM database.
Desire to motivate and inspire.
Able to travel cost effectively within the designated geographical sales region as much as 50% of the time.
Understanding of metal working, metal fabrication & industrial manufacturing.
In depth knowledge of all appropriate sales channels including welding, safety, construction, industrial, and STAFDA.
Ability to handle a high volume, fast-paced environment and maintain composure.
Strong ability to multi-task.
Exceptional interpersonal and organization skills.
A positive “can do” attitude.
Hands-on (ability to demonstrate products on sales calls)
Experience using Salesforce.
Creative problem solver.
Ability to think quickly on your feet.

Experience & Education:

• Bachelor’s degree in business, Marketing or equivalent.
• 10 years field sales experience in a relevant industry.
• Proven success managing and supervising a geographically diverse sales force.
• Extensive knowledge of CRM tool (Salesforce preferred) is mandatory.