The Sales Territory Manager is responsible for supporting existing customers, and pursuing new sales opportunities in ND, SD, MN, WI, NE, IA, IL, KS, MO, TX, OK, AR, LA directly or through existing and new distributor organizations. The Territory Manager is responsible for identifying decision makers in the customer organizations, building strong relationships and leveraging the Edwards support organization to deliver best in class support and position Edwards as supplier of choice.

Will establish Edwards as the preferred supplier of vacuum components and systems to the Industrial market sectors customers in the ND, SD, MN, WI, NE, IA, IL, KS, MO, TX, OK, AR, LA area. Achieve revenue and contribution growth objectives and build strong relationships with customers and maximize Edwards visibility and increase sales to the sector.

Main Responsibilities

1. Achieve orders, sales and contribution budgets as agreed for each year, while also maintaining and building our long term relationship as preferred vendor.
2. Manage and hire distributors and sales representatives as required to meet growth objectives.
3. Optimize Edwards route to market/customer through management of existing distributor organizations and hiring of new direct or indirect sales channels.
4. Proactively utilize the company CRM system.
5. Develop expert understanding of product applications in the Industrial sectors and communicates this information to the Edwards organization.
6. Design and implement key account penetration plans. Identifies key new opportunities in each sector and works with sales/marketing team to break into those opportunities.
7. Work closely with Product Manager and Business Development Manager to optimize Edwards position and visibility in the ND, SD, MN, WI, NE, IA, IL, KS, MO, TX, OK, AR, LA Territory
8. Provide vacuum systems engineering expertise while within designated accounts working closely with all Edwards Internal support teams to deliver highest quality solutions to our customers.
9. Provide problem resolution support coordinating with Product, Aftermarket and Applications support groups.
10. Develop an understanding of key customer requirements and establish product benefits over the competition, to lead in the development of markets and growth of profitable sales. Leads with the focus on optimal competitive winning solution best suited to key customers unique set of decision criteria.
11. Actively pursues and participates in monitoring of financial position of customers. Support credit manager and credit specialist to ensure cash collection targets are achieved.
12. Ensures proper communication with other departments including manufacturing, R&D, credit and aftermarket in order to resolve problems associated with product line.
13. Provide forecast of both product units and revenue. Provides longer term trends or forecasts (part of account profiles) as required by Sales Management.
14. Maintains awareness of competitive products, pricing, market statistics and trends. Works closely with Regional Market Sector Manager to ensure consistent strategy from both ends.
15. In conjunction with Industrial Division drive the formulation and implementation of after-sales support policy and services, including local authorized service centers
16. Through observation of work area(s), is alert to and avoids unsafe behaviours and conditions or other hazards. Reports any observed hazards to supervisor. Participates in corrective measures when appropriate or authorized. Maintains personal area in an orderly fashion, free of hazards. Operates vehicle to highest safety levels and report for driver training as required.
17. Reports all injuries and/or near misses to supervisor immediately. Participates in and cooperates with accident investigations.
18. Fully participates in assigned training programs. Attempts to perform only those tasks for which proper training has been received. Notifies supervisor if faced with a task which is potentially hazardous to self or co-workers due to inadequate training.
19. Becomes familiar with and practices all safety procedures. Seeks clarification or additional information when required.
20. Other tasks as delegated by the Sales Manager.

21. Maintains punctual, regular and predictable attendance; works collaboratively in a team environment with a spirit of cooperation.

Education level

Bachelor of Science in Engineering or technical discipline preferred.

Relevant Previous experience 

Five or more years sales management experience in the Industrial and/or Chemical processing industry or related area.

Knowledge areas/Skills 

Must have demonstrated ability to hire and manage distributors, representatives and direct sales engineers.Must demonstrate sound technical and commercial skills and be able to work effectively in empowered team framework.Strong written, oral and presentation skills required.Ability to develop customer relationships quickly with a clear focus on customer service.Knowledge of Edwards General Vacuum products and services preferred.Strong written and presentation skills.

Other requirements 

Must be willing to travel up to 60% of the time in the territory and potentially work from home.PC literacy in Microsoft Word, Excel, Outlook, and Power Point are required.Experience working with and managaing a CRM. SalesForce, C4C, Microsft Dyanamics/360

What you expect from us:

Excellent working conditions and benefitsPart of the Atlas Copco Group with a wide-reaching internal job marketWork in a global diverse and dynamic environment You can grow with us: we always look for internal candidates before checking the market and have training and development programs We have a friendly, family-like atmosphere – and that is not just a claim on the wall, it’s a true fact You can be creative and promote your own ideas Every day brings new challenges and new things to learn

Edwards Company considers for employment and hires qualified candidates without regard to race, religion, color, sex, sexual orientation, genetic information, gender, gender identity, gender expression, age, national origin, ancestry, citizenship, protected veteran or disability status or any factor prohibited by law, and as such affirms in policy and practice to support and promote the concept of equal employment opportunity and affirmative action, in accordance with all applicable federal, state, provincial and municipal laws.

Edwards is a global leader of vacuum and abatement systems. We are proud to lead the industry, pushing the boundaries of science to deliver innovative products which are intrinsic to everyday life, working in partnership with our customers and continually setting new standards. With over 150 years of rich heritage, Edwards is the partner of choice for tens of thousands of customers in critical applications around the world. Vacuum is required in diverse sectors, from the generation of power to the production of steel, to the challenging environments of space simulation and high energy physics research. 

About Edwards

Edwards is a leading developer and manufacturer of sophisticated vacuum products, exhaust management systems and related value-added services. Edwards solutions are integral to manufacturing processes for semiconductors, flat panel displays, LEDs and solar cells. They are also used within an increasingly diverse range of industrial processes including power, glass and other coating applications; steel and other metallurgy; pharmaceutical and chemical; and for scientific instruments in a wide range of R&D applications.

Edwards has over 4,000 employees worldwide engaged in the design, manufacture and support of high technology vacuum and exhaust management equipment. Edwards has state-of-the-art manufacturing facilities in Europe, Asia and North America.