The Territory Manager is a key member of the T2 Systems’ sales organization with a focus on the core technology solutions provided by T2, the T2 Flex parking management solution suite. The Territory Manager is responsible for a designated territory with a focus on new customer growth, existing customer portfolio growth and retention, and overall relationship management.
The Territory Manager will be knowledgeable on all target accounts within the assigned territory, will develop strategic plans related to those target accounts, and will be responsible for the overall growth of the territory. In addition, the Territory Manager will build on a large base of current University and Municipal accounts, will initiate relationships with those accounts, and will position additional T2 solutions where applicable. The Territory Manager will work closely with the Account Management team assigned to specific accounts and territories and will deploy a team-oriented approach to the territory with all T2 members contributing to the overall success of the territory. The Territory Manager will also work closely with T2 Regional Sales Managers who are responsible for other T2 product lines including Pay Stations and PARCS and will work to cross-sell those solutions where applicable.
The successful candidate must demonstrate a proven track record of exceeding sales targets in a complex selling environment. This individual will apply strong customer relationship management and strategic selling techniques to gain a clear understanding of the prospects and current client needs and manage the sales process.
Essential Position Functions
Strategic Planning – Research related to and development of strategic plans related to target accounts with a focus on account acquisition.
Follows up on sales leads and develops leads.
Develops and delivers sales presentations, product demonstrations, and proposals. Closes sales in a professional and effective manner.
Researches existing customer needs and develop the application of products and services effectively.
Ascertains whether clients have successfully adopted products and services.
Evaluates product & service marketability in terms of customer’s technical needs.
Works with business development, marketing, customer service, and other internal departments to ensure accounts are well-served.
Works with marketing to establish a communication path with the customer to ensure sales opportunities for products & services.
Establishes & maintains industry contacts that lead to sales.
Keeps informed about reports on all competitive products and developments.
Provides input to internal marketing and product development teams and participates in the marketing, market planning, and technical development of products and services.
Maintains an up-to-date understanding of industry trends and technical developments that affect target markets.
Participates in sales forecasting and planning.
Proactively obtains training on products, services, pricing models, and contracts.
Maintains knowledge of and adheres to company organizational procedures and policies regarding pricing, deliveries, warranty service, sales terms, forecasts, records, reports, vacation scheduling, etc.
Monitors, analyzes, and communicates sales data, via contact management software, to contribute to product/service planning.
Utilizes Salesforce.com and maintains the highest levels of data integrity.
Attends trade shows. Participates in education and training conferences on selling and marketing programs.
Non-essential Position Functions
Other duties as assigned.
None at this time.
Education and Qualifications
To perform this position successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Bachelor's degree; and five (5) years of sales experience; or an equivalent combination of education and experience.
Experience managing large territories and diverse product offerings required.
Experience with software sales preferred.
Experience working with the public sector (e.g. municipalities, universities) preferred.
Knowledge, Skills, and Abilities
Knowledge of various operating systems, software products (e.g. word processors, spreadsheet programs, etc.), relational database management systems, file formats, etc. is required and can be obtained through intellect, technical inclination, and dedication to gain such knowledge.
Knowledge of the parking industry is preferred.
Ability to read, analyze, and interpret financial reports, business, professional, and technical documents.
Ability to respond to common inquiries or complaints from customers and staff.
Ability to write presentations, articles, routine reports, proposals, and correspondence.
Ability to effectively present information and respond to questions from prospects, customers, management, and staff.
Ability to calculate figures and amounts such as discounts and percentages.
Ability to define problems, collect data, establish facts, and draw valid conclusions.
Ability to interpret an extensive variety of instructions and deal with several abstract and concrete variables.
Ability to prioritize tasks and tactfully negotiate priority with end-users.
Ability to work under deadline pressure and extra hours if needed.