About Marcone Appliance Parts Since 1932, Marcone has been trusted by repair professionals to quickly deliver original replacement parts for household appliances. The St. Louis-based company is an authorized distributor for major brands such as General Electric, Whirlpool, Electrolux, Maytag, Bosch, Samsung, L-G and many more. Marcone provides next-day delivery to 93% of the U.S. and 100% two-day. They operate a comprehensive training institute offering quality business and technical training. For more information, visit marcone.com .

Summary

• As a Territory Manager for the Marcone Appliance division, you will grow sales and margin with a portfolio of customer and prospect accounts within your assigned geography.
• Your responsibilities are to call on new and existing assigned accounts to achieve sales and margin growth targets. Success will require a balance of efforts focused on promotional activities, new product introduction, problem resolution, customer training, and developing the dealer’s business. While in-person visits are the core activity of this role, you will intelligently leverage phone, text, and email interactions to efficiently stay close to customers.
• To be successful effective within Marcone you will perform with professionalism and discipline, leveraging training, processes, and tools designed for this role.
• Additionally, you will report on market competition and other territory sales influences. The ideal candidate will have a track record of success achieving targets as a field sales reps and experience within a parts distribution or similar business.
• The ideal candidate will have a track record of success achieving targets as a field sales reps and experience within a parts distribution or similar business.

Responsibilities

• Win new business and hit revenue and margin growth targets
• Create new customer relationships with intelligent targeting and effective hunting skills
• Develop and execute territory plans that identify relationships to pursue, based on opportunity and Marcone’s potential to differentiate against competitors, and outline action plans that drive achievement of plans
• Manage relationships following a playbook for frequency and types of customer touches
• Gain a deep understanding of each account’s business and critical performance metrics
• Sell Marcone’s differentiation vs. competitors
• Create a high-quality sales and relationship management experience
• Establish strong connection and presence within the territory
• Monitor competitor activities and generate useful intelligence
• Collaborate with vendors to help meet their goals and plans
• Properly communicate customer issues with appropriate company personnel and vendors
• Develop effective working relationships with internal teams to resolve customer and other issues in a timely manner; approach peers and customers with a spirit of positive problem resolution
• Maintain effective knowledge of OEM lines as well as the features and benefits of MyMarcone and other tools
• Assists in the collection of outstanding accounts receivable when directed
• Responsibly steward Marcone resources, achieving solid returns on our investments in sales, support, pricing concessions, and working capital
• Contribute to business strategy development by providing the voice of the market and customer
• Maintain adequate pipeline of new customer and share of wallet opportunities to hit targets with minimal risk
• Monitor territory performance, track key metrics, and analyze trends to accurately forecast sales and optimize margin performance

Professional Experience

• Experience as a quota-carrying field sales rep achieving sales and margin growth targets in at least two of the last three years
• Experience with managing customer-related working capital (A/R and inventory)
• At least 5 years’ experience in sales, service, or related functions
• Experience in parts distribution or a substantially similar industry

Demonstrated Competencies

• Solution selling and negotiations skills
• Business and financial acumen
• Presentation skills
• Action-oriented and fast moving
• Organizational agility
• Ability to manage ambiguity

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