PURPOSE OF POSITION
The Territory Manager is responsible for securing maximum sales volume for company products from new customers as well as existing customers within the territory to which assigned. This role is a player coach role, where guiding the team through best practices related to standard work and processes is required, without the full responsibility of being a people manager. This will require the Sales Manager to sell company products and services by interacting credibly with customers and internal functions. The role requires a broad knowledge of company services, products, strategic value selling techniques and a ‘hunter’ approach to sales. There is an expectation that approximately 50% of time will be spent travelling, visiting new or existing customers to develop and grow sales opportunities. It is essential that the Sales Manager has the ability to work effectively without close supervision.
ESSENTIAL FUNCTIONS
- Protect existing business and add new business by engaging with current and prospective customers in owned territory.
- Maintain contacts with customers in relation to their requirements; make company services available to customers.
- Leads specific tasks with the existing team in India, primarily: forecast reporting, funnel reviews, training and guidance of best practices and standard work, escalations and problem solving. This will not be a full people manager role, but a team leader for the business side (dotted line reporting not solid line)
- Management of assigned distribution channels in owned territory.
- Perform missionary work on new products and new accounts, including assistance in writing customer specifications, influencing the placing of orders through proper channels.
- Stay informed on new products and other general information of interest to customers, and uncover potential customer trends and other local market trends to inform strategy. Ensure this data is compiled from the India sales team and shared with sales leadership and product management.
- Own the complete sales process from start to finish for sales in owned territory.
- Develop strategy and proposals; secure and renew orders; inform customers of supply and price trends; assist in inventory control; arrange delivery dates and other details of the sale.
- Provide information as required on all aspects of customer satisfaction – product and service conformance to schedule, commercial and technical requirements.
- Maintain product sales program within the territory and in support of market segment programs.
- Stay informed and provide updates on competitive activity sharing feedback for the India region with sales leadership and product management.
- Keep records and make reports on all phases of activities in owned territory: sales forecasting, sales plans, sales calls and expense accounts.
- Champion a culture of continuous improvement – take ownership for root causes and countermeasures for misses.
EDUCATION & EXPERIENCE REQUIRED
Technical Skills/Knowledge
- Bachelor Degree in Electrical or Mechanical Engineering or equivalent
- Fluent written and spoken English is essential, other languages is a plus
- Consistent record of value selling and application selling techniques
- Knowledge and experience of handling distribution channels
- Good knowledge of and experience in pressure sensors, flow sensors, level sensor and miniature valves
- Deep technical knowledge and understanding of selling to OEMs
- Demonstrate successful sales growth of similar products in a technical and industrial market
- Proven record of setting, pursuing and attaining stretching goals, regardless of obstacles or circumstances but in accordance with Company high integrity and compliance standards
- Track record of being able to identify actions vital to complete goals to achieve results
Transferable soft skills
- Customer and solution focused
- Able to demonstrate a drive to succeed and continue towards goal in the face of difficulty and setbacks and without unnecessary delay
- Able to demonstrate the ability to prioritize and complete tasks in order to achieve the desired targets within the allotted time frames.
- Effective planning and organizational skills with the ability to establish a process for activities that lead to the desired outcomes
- Confident, ‘can do’ and optimistic attitude
- Resilient and able to quickly recover from adversity
- Effective and successful negotiation skills
- Entrepreneurial business style, and able to work within a dynamic environment
- Excellent interpersonal skills, ability to work well within a team
About Company
About Hengtler
Hengstler is a leading European manufacturer of industrial components for counting and control applications. We supply customers from the most diverse industries, such as automation, mechanical engineering, medical technology and drive technology.
For over 170 years we have been known worldwide for our many years of experience and competent service, broad application know-how and high flexibility resulting from a large number of product variants and solutions.
We Are an Equal Opportunity Employer
Ralliant Corporation and all Ralliant Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Ralliant and all Ralliant Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at
[email protected].
Company
Ralliant Corporation Overview
Ralliant, originally part of Fortive, now stands as a bold, independent public company driving innovation at the forefront of precision technology. With a global footprint and a legacy of excellence, we empower engineers to bring next-generation breakthroughs to life — faster, smarter, and more reliably. Our high-performance instruments, sensors, and subsystems fuel mission-critical advancements across industries, enabling real-world impact where it matters most. At Ralliant we’re building the future, together with those driven to push boundaries, solve complex problems, and leave a lasting mark on the world.