Territory Sales Manager

Job Description


Job Description - Territory Sales Manager (2100004P)

Job Description

Territory Sales Manager - ( 2100004P )


 Move, Build, Grow your career!

As the premier global asset management and disposition company, Ritchie Bros. helps thousands of people around the world buy and sell heavy equipment, trucks, and other assets every month. With our multiple onsite and online selling platforms and commitment to first-class customer service, Ritchie Bros. is trusted worldwide for making buying and selling easy, efficient, fair, and transparent. If you’re an innovator with an entrepreneurial spirit, we want you to join our growing team – employed in a wide variety of positions from sales to operations to corporate functions – as we transform the global used equipment market.

Join us on our journey and move forward with us, build your success, and grow your career.

Ritchie Bros. Auctioneers needs an outside sales professional to serve our customers as a Territory Manager in North Franklin, Connecticut, covering the upstate New York area. This territory enjoys a large customer base as well as big growth potential for someone with strong skills in forging new relationships.

The Opportunity:

The role of the Territory Sales Manager is to be a trusted advisor to our customers, offering end-to-end solutions for buying and selling used equipment, trucks and other assets.

Reporting to the Regional Sales Manager, the Territory Manager will be an individual and regional team contributor for achieving the annual Gross Transactional Value (GTV) and Commission Revenue through pro-active prospecting and cold-calling of new customers within the assigned territory as well as strong account management of the existing customer base. 

In this role you'll:

Be responsible for selling all of the Ritchie Bros. multi-channel solutions within the assigned territory.

Source and grow sales with new business by building strong/lasting, personal, and professional relationships with customers; develop a strategy and plan for securing potential customers in the assigned territory.

Develop assigned territory by utilizing their Playbook and executing on your Core Activity & Behaviour Script (CABS):

Building, maintaining and updating Playbook on a frequent basis,

Identify geographies & sectors that are under-penetrated,

Maintain an accurate pipeline within the CRM tool (Salesforce)

Achieve quarterly and annual production and performance targets

Prepare customized presentations using sales materials and systems for new and existing customers to achieve future business

Support and develop new and existing relationships with customers to continue the sales growth by ensuring proper execution of sale through coordination with “Win Team” to fully service accounts including: sales support, operations, administrative, valuations, and field marketing.

Actively support the RB Unreserved Commitment to Safety: to send everyone home, every day, the way they came to work, by taking personal responsibility for your safety and safety of your team, co-workers and customers.

Our Territory Sales Managers find success when they possess the following key competencies in these areas of expertise:

Territory Management: Prospecting & Developing Business, Planning, Pipeline Management.

Selling Skills: Call Preparation, Relationship Building, Building Rapport, Identifying Needs/Decision Maker, Identifying Needs/Listening, Delivering Value/Solutioning, Gaining Commitment/ “Setting the Table”, Gaining Commitment/Closing, Gaining Commitment/Negotiating

Procedures & Processes: Delivering Value/Deal Presentation, Deal Management, Customer Service

Equipment & Sector Knowledge: Heavy Equipment Knowledge, Maximizing Equipment Values, Market Knowledge

Here’s what you bring:

5 to 10 years in a structured outside / field sales role, and a consistent track-record of meeting / exceeding quotas.

The ability to travel 1 to 2 days per week to cover the territory, as well as up to a week a few times per year to attend auctions and training.

You’ll have to maintain a valid, clean driver’s license.

It helps if you have experience around construction equipment.

Strong communication skills, especially when it comes to listening.

A head for numbers, and the ability to make sound decisions quickly in a fast-paced setting.

Strong presentation, strategic thinking, negotiation and closing skills.

You’re relentlessly driven to seek new business. For you, time behind a desk is time lost.

You’re competitive, but you never sacrifice integrity to win business.

A natural ability at building authentic customer relationships.

A strong work ethic without sacrificing your sense of humor or ability to have fun on the job. 

This job will require you to

Meet or exceed core sales activities, such as:

16 customer meetings per week,

A total of 100 customer interactions beyond meetings per week,

10 hours of documented professional sales training per quarter,

Participation in 4 professional organization networking and prospecting events.

 Attend 4 to 6 auction sales, 1 to 2 days each in duration within the region, where you'll meet with your customers and your colleagues.

Travel overnight approximately 5 to 7 days per month to cover the territory and 1 to 2 days prior to each auction sale.

Work primarily from a home office and on the road.

What we offer:

Our Territory Sales Managers are the front line of our business, and are directly responsible for the generation of billions of dollars in gross auction proceeds every year. As we grow around the world, there are endless opportunities for strong salespeople to advance their careers – we’ve shown this over and over throughout our 60+ years in business. Here’s how:

Base salary + uncapped performance-based bonus.

401(k) and Employee Share Plan, both with company matching.

Company car, laptop, smart phone, expense account.

Ongoing training, professional development and a tuition reimbursement program.

To get an idea of what our auctions are like, you can check out some auction videos on YouTube right here: http://bit.ly/KKL9Fz

Established in 1958, Ritchie Bros. (NYSE and TSX: RBA) is a global asset management and disposition company, offering customers end-to-end solutions for buying and selling used heavy equipment, trucks and other assets. Operating in a multitude of sectors, including construction, transportation, agriculture, energy, oil and gas, mining, and forestry, the company’s selling channels include: Ritchie Bros. Auctioneers , the world’s largest industrial auctioneer offers live auction events with online bidding; IronPlanet , an online marketplace with featured weekly auctions and providing its exclusive IronClad Assurance® equipment condition certification; MarketPlacee , an online marketplace offering multiple price and timing options; Mascus , a leading European online equipment listing service; and Ritchie Bros. Private Treaty , offering privately negotiated sales. The company also offers sector-specific solutions including GovPlanetTruckPlanetKruse Energy Auctioneers , and Cat® auctions, plus equipment financing and leasing through Ritchie Bros. Financial Services . For more information about the unprecedented choice provided by Ritchie Bros., visit RitchieBros.com .

Ritchie Bros. is an equal opportunity employer and ensures nondiscrimination in all activities in accordance with all applicable laws. This position is open to all qualified applicants who are legally entitled to work in the country in which this job is located. Candidate selection is made by Talent Acquisition. Only electronic applications can be accepted. No agency calls, please.


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