Note: The job is a remote job and is open to candidates in USA. Wiha Tools USA is a manufacturer of professional hand tools and related products. The Territory Sales Manager will drive sales growth, profitability, customer development, and market penetration within an assigned territory by managing existing relationships, developing new business, executing field sales activities, and collaborating with internal and external sales partners.
Responsibilities
- Develop and execute an annual territory sales plan that supports company revenue, profitability, market- share, and customer-development objectives
- Manage and grow existing accounts at both the field and local corporate levels while prospecting for new distributors, end users, and channel opportunities
- Understand customer needs and recommend product, merchandising, promotional, and service solutions that add value and expand the business
- Identify opportunities to promote key products, new product introductions, and strategic sales initiatives throughout the territory
- Achieve or exceed assigned sales and profitability targets while managing travel, promotional, and territory-development expenses within budget
- Plan and conduct distributor visits, end-user calls, product demonstrations, counter days, trade shows, sales meetings, and field training events
- Build and maintain strong relationships with distributor branches, purchasing teams, sales representatives, contractors, technicians, and other professional end users
- Support product line reviews, competitive shop analyses, market surveys, and SWOT assessments to identify growth opportunities and competitive threats
- Monitor local market conditions, competitor activity, customer trends, pricing, and channel developments and communicate relevant insights internally
- Work effectively with manufacturer representative agencies and indirect sales resources assigned to the territory, establishing priorities, expectations, and follow-up actions
- Coordinate with Marketing, Product Management, Customer Service, Operations, eCommerce, and other internal teams to support customer growth and resolve issues
- Maintain accurate customer, opportunity, activity, and forecast information in the company's CRM and other sales-management systems
Skills
- Strong field-sales, customer-development, prospecting, presentation, negotiation, and relationship-management skills
- Ability to understand customer needs and translate technical product capabilities into clear business value
- Strong organizational and time-management skills with the ability to prioritize multiple accounts, opportunities, and field activities
- Strong technical aptitude and willingness to develop detailed knowledge of professional hand tools and customer applications
- Proficiency with Microsoft Office, CRM systems, and sales reporting tools
- Candidates with strong merchandising experience and a demonstrated ability to build customer relationships are encouraged to apply
- Demonstrated record of achieving sales and profitability goals and developing new business
- This position is primarily field based and may require extended periods of driving, standing, sitting, and working on a computer
- Approximately 50-70% travel throughout the assigned territory, including regular overnight travel required
- The ability to lift a minimum of 30 pounds is required to transport product samples, displays, and event materials
- 1-3 years of field sales, account development, or merchandising experience preferred, ideally within electrical distribution, industrial distribution, STAFDA, construction, professional tools, home centers, or a related market
- Experience working with distributors, manufacturer representatives, trade shows, counter days, product demonstrations, and end-user calls preferred
- Bachelor's degree in Business, Marketing, or a related discipline preferred; equivalent relevant experience may be considered
Benefits
- Medical, dental and vision insurance
- 401(k) matching
- Health savings account
- Flex spending account
- Paid time off
- Company paid life insurance & voluntary life insurance
- Short-term and long-term disability insurance
- Paid holidays
- Employee product discount
Company Overview