Terex Corporation

  • Territory Sales Manager- Fontana, CA

    Location US-CA-Fontana
    Posted Date 3 days ago(6/18/2018 11:21 AM)
    Job ID
    # Positions
  • Overview:

    Terex is a global manufacturer of lifting and material processing products and services that deliver lifecycle solutions to maximize customer return on investment. Terex delivers lifecycle solutions to a broad range of industries, including construction, infrastructure, manufacturing, shipping, transportation, refining, energy, utility, quarrying and mining.  Terex reports in three business segments: Aerial Work Platforms; Cranes; and Materials Processing. Terex offers financial products and services to assist in the acquisition of Terex equipment through Terex Financial Services. For more information about Terex, its products and services, visit www.terex.com and/or www.facebook.com/TerexCorporation.


    Terex Utilities is a truck equipment final stage manufacturer of digger derricks, aerial devices and associated equipment for the utility industry, municipals, telecommunications, tree and electrical contractor markets. 


    This role is responsible for all Terex Services sales including hydraulic and electrical service to construction and industrial equipment including Terex and identified other brands. Working closely with area Terex new equipment sales team members, this role will develop service sales objectives, manage performance, and develop marketing programs.   This position will be responsible for the delivery of annual revenue targets for the assigned territory in conjunction with Terex Services branch management.



    Territory is Southern California and Phoenix, AZ




    (75% of roles focus)

    • Primary effort is to define, generate, qualify and prospect new business targets in a defined territory location, closing new sales and creating future prospects for service and recurring sales.
    • Maintains and refines database or list of prospective customers for use as sales leads, based on information from newspapers, business directories and other sources.
    • Required to achieve weekly sales goals and quota via an established sales process and plan.
    • Represents the Company within an assigned territory, either in person or by telephone, to call on regular and prospective customers to solicit orders.
    • Displays or demonstrates products and services in a professional manner, using samples or materials, and emphasizes salable features.
    • Collaborates with service and management to assure customer sales satisfaction, identify new client referrals and/or business prospects.
    • Coordinates and participates in the fitting and installation of new customer orders.
    • Proposes pricing and credit terms and prepares sales contract for orders obtained


    (25% of roles focus)


    • Tracks and communicates leads, provides customer data for tracking purposes.
    • Prepares reports of business transactions, track results and keeps expense accounts.
    • Provides ideas, recommendations and support regarding new business development.
    • Stays up to date on sales skills, professional knowledge and self-training to maximize professional growth and advancement.
    • Stays up to date on company capabilities, products, services and/or changes regarding sales and customer needs.



    Basic Qualifications:

    • A Bachelor’s Degree or 5 years of utility equipment industry experience.
    • 5 years of experience in commercial sales.
    • 5 years of experience in the principles and practices involved in new business development, product marketing and sales.
    • 5 years of experience in initiating sales contacts and completing sales contracts.


    Preferred Qualifications:

    • Salesforce experience highly desirable.
    • Travel expectation is an estimated 50-60%.
    • Must be able to obtain a CDL License.
    • Previous sales experience specifically with utility and/or tree products strongly preferred.
    • 5 years of experience in heavy construction equipment sales is preferred.
    • Excellent human relations skills to prepare and deliver formal presentations to customers.
    • Time and territory management practices must be exceptional.
    • Superior follow-up skills and urgency required.
    • Demonstrated ability to build strong business relationships.
    • Basic understanding of Equipment purchase financing.
    • Excellent problem solving skills to develop sales strategies.
    • Proficient in MS Office, MS Outlook and Excel. Knowledge of PowerPoint preferred.
    • Ability to work independently while coordinating activities with a variety of teams.
    • Ability to climb and lift 30 lbs.


    The candidate should be a proven change agent, who has high intellect, is results-oriented and leads an organization through his/her own inspiration and example. In addition, the candidate must create a very open and transparent environment. Key skills include:


    • Transparency
    • Integrity and Trust
    • Leadership Skills
    • Operational expertise
    • Business acumen including financial awareness
    • Listening Skills
    • Influencing Skills; internal and external
    • Negotiating skills
    • Process management skills.



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