Territory Manager - Southeast/Mid-Atlantic Region

Kaman
US - California - Foothill Ranch
June 20, 2024

Overview

The Territory Manager (TM) is responsible to grow revenue and market share within the territory through a combination of nurturing and creating new revenue streams in both existing and new customers aligned with Bal Seal's strategic core verticals: Medical Devices, Aerospace and Defense, Analytical Instruments, Energy and Diversified Industrials.

This position will be supporting the Southeast region of America.

Operating as an independent division of the Bloomfield, CT-based Kaman Corporation, Bal Seal Engineering is 'a Kaman company.' This structure allows us to remain agile and entrepreneurial as we leverage our parent company's scale, resources, and complementary capabilities. We're proud to be part of Kaman, a company with a past so similar to our own, and a commitment to positively shaping the future.

For information regarding benefit offerings, please visit our site here: ***/contact/careers/employee-benefits/

Essential Duties and Responsibilities

Actively develop and grow sales revenue, profit, and the pipeline within the Territory using a consultative, technical, and value-driven sales approach.
Attain or surpass core KPIs (Key Performance Indicators) of the territory and ultimate contribution to overall regional growth while maintaining high levels of communication and accountability, including:

Nurture and grow existing customer relationships to drive revenue and profit growth over plan and year over year (YOY);
Leverage existing customer relationships to increase customer share of wallet;
Develop and execute account plans for top territory revenue positions;
Support/drive quarterly/annual business reviews with the top 5 revenue generating accounts per territory;
Drive value pricing congruent with customized component solution delivery;
Use internal software to perform regional analysis to ensure pricing is evolving with market conditions;
Cultivate, manage and communicate new opportunities and projects via call reports, CRM platform, application design online tools, specifiers, and platforms;

Develop a solid knowledge of your core customers' business and the related strategies how their products or solutions live in the market place;
Attend territory trade shows and support digital marketing efforts to develop leads and drive new business;
Identify and communicate new areas of growth and industry trends throughout team;
Collaborate regularly with the Engineering team on product design and application for custom solutions, using online tools and direct communication;
Contribute to and support Market and Segment Expert Teams to drive knowledge sharing and new business across global team;
Coordinate customer projects working with cross functional teams including Global Category Managers, Engineering, Quality and Production to drive success through communication and transparency;
Develop working relationships with Global Category Managers to shape value propositions of products and markets;
Perform other related duties as assigned.

Qualifications

Education:

Bachelor's degree: Mechanical Engineering preferred, Business Administration, or other relevant Engineering or Business discipline

Experience:

Minimum 5 years' experience of B2B technical sales experience of component level design in solutions, tied to longer multi-faceted sales cycles. Minimum 5 years' experience of account management experience of high-profile programs tied to mission critical industries; preferably within Medical, Aerospace and Defense or Diversified Industrial.

Knowledge, Skills and Abilities:

Technical field sales skills supported by your career body of work
Relationship building skills and demonstrated track record of account development and management
Strong technical aptitude
Ability to travel up to +/- 50%
Ability to work effectively within a team and network across Bal Seal departments
Excellent verbal and written communication skills
Proficiency with MS Office and other online technical platforms

Base Salary range for this position is $100k-118k per year.

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Read the full job description and apply online on the recuiter's web-site

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Overview

Essential Duties and Responsibilities

Qualifications

Knowledge, Skills and Abilities:

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