Territory Sales Manager, Great Lakes Region

Responsible for managing the growth of electronics/electrical and mechanical system solutions sales in the fueling station business and expanding market share within Sales Territory 03 (KY, OH, IN and MI), anchor target area is Ohio. This position emphasizes a consultative sales approach, integrating technical expertise with relationship-driven strategies to deliver value across diverse customer channels. The role oversees, and maintains a multimillion direct distributor network, while driving new business development through strategic prospecting, corporate growth initiatives, and market intelligence. Skilled at combining technical product knowledge with strong communication and presentation skills to influence sales to retail fueling stakeholders, distribution sales, specifying engineers and government / commercial accounts. Reports on competitive trends, emerging customer needs, and evolving industry regulations are expected to guide long-term strategic planning. Requires 50–75% business travel within the territory via company-provided car and air. Key Responsibilities Achieves continual sales and profit growth to meet corporate goals, objectives, and action plans by meeting or exceeding assigned quotas. Monitors and maintains sales goals and keeps expenses within budget. Develops, trains, and assists distributor representatives to achieve sales goals. Seeks new customer opportunities and maintains current customer relationships. Establishes new relationships to earn customers’ equipment specifications, while maintaining those specifications for existing customers. Provides customer service in support of sales via professional written and telephone correspondence, routine on-premises sales calls to customers’ office and field locations, product sales training, product application assistance, dispute resolution, and ongoing product education via highly technical, effective sales presentations. Coordinates, attends, presents, and exhibits at tradeshows, state and regional regulatory conferences, customer open houses, distributor sales meetings, live and recorded webinars, and engineering seminars. Participates in pricing negotiations and purchasing contracts. Performs proficient fuel system project estimating tasks using measurements and calculations generated from both engineered and informal concept drawings. Researches and reports competitive threats and recommends responses. Provides input to assist product development teams in growing sales and profitability while addressing customers’ needs and opportunities. Provides short- and long-term product forecasts to meet sales objectives. Works with marketing team to ensure materials such as online and print media, packaging, catalogs, Internet presence, etc., meet customer needs. Promotes maximum participation in the FFS PRO collection of offerings from all customer channels. Participates in warranty approval process with goal of improving warranty rates while maintaining fair evaluation of products submitted for consideration. Skills Knowledge and Expertise Knows arithmetic, algebra, geometry, statistics, finance and their applications. Effectively communicates information and responds to questions in person-to-person and small group situations with customers, clients, the public, and other employees of the organization. Maintains confidentiality and uses discretion with business information. Reads and understands documents such as contracts, construction drawings, equipment schedules, policy manuals, safety rules, operating and maintenance instructions, and procedure manuals. Writes routine reports and correspondence. Maintains relevant electronic files and messages to track progress, including written reports regarding all customer activities, and competitor information. Utilizes common-sense understanding to carry out written, oral, or diagrammed instructions. Deals with problems involving several known variables in situations of routine nature. Plans the time, method, manner, and/or performance sequence of own work; may also occasionally assist in planning work assignments performed by others within a limited area of operation. Frequently makes decisions of both minor and major importance, which may affect the work operations of other employees and/or clientele to a moderate degree. Education and Experience Bachelor’s degree in business, business management, engineering technology, construction management, or a related field (required). Three plus years of relevant experience in sales, marketing, product management, or a related field (required). Business Travel experience is a must. PC-literate computer skills to intermediate aptitude level: Microsoft Office suite, Adobe Acrobat. Certificates and Licenses Valid driver’s license. Familiarity with CAD is desired. Why Work at Franklin Electric? Becoming a part of the Franklin Electric team not only provides outstanding benefits, it also opens doors to opportunities for future growth. Enjoy peace of mind with a world-class company. But more importantly, be satisfied in knowing you make a difference.