Job Title: Territory Sales Manager – Baltimore/Washington DC
Candidate should be located in Central Maryland and cover Maryland, DC and Northern Virginia.
Overview
The Territory Sales Manager meets and exceeds sales objectives of assigned territory. Driving revenue growth and expanding market presence within an assigned territory through active dealer engagement, consistent prospecting, and regular end user calls. This role focuses on developing new dealer relationships, expanding high potential accounts, and generating pull-through demand by working to influence end users through effective selling, confident product demonstrations, and disciplined field execution.
Job Responsibilities
- Owns territory growth by actively prospecting, qualifying, and opening new dealer accounts to expand market coverage and revenue
- Drives territory revenue growth by developing new accounts and expanding share of business with existing dealer partners.
- Builds a consistent pipeline of new dealer opportunities and manages opportunities through close
- Targets A, B, and C accounts by present and potential revenue, cost to sell/service, and likelihood of success
- Allocates time and call frequency based on A, B, C account targeting
- Drives pull-through demand by engaging dealers and end customers through product demonstrations, trainings, and ride-alongs
- Positions dealers for success by advising on product assortment and stocking levels that support growth and sell-through
- Expands dealer product adoption with a strong focus on core tools, cordless offering and corresponding accessories and consumables
- Conducts in store trainings and demos to onboard new dealers and increase product penetration
- Uses trade shows, demo days, and local events as selling opportunities to generate leads and win new business
- Maintains accurate and timely updates in the CRM to manage pipeline, activity, and territory performance
- Participates in sales meetings, product training events, and required company activities
- Performs other duties as assigned to support territory growth objectives
Job Requirements
- High school diploma or equivalent required; Bachelor’s degree preferred
- Prior territory sales experience required; consideration will be given for experience such as inside sales or other customer facing roles.
- Strong desire to build a career in field sales with a focus on territory growth and new business acquisition
- Demonstrated ability and willingness to learn new products, sales techniques, and processes, and apply them in the field
- Self-motivated with a competitive mindset and a clear drive to achieve and exceed goals
- Comfortable initiating face to face conversations with new customers
- Strong planning, prioritization, and goal setting skills with the ability to manage a territory independently
- Ability to influence and persuade customers through effective communication, demonstrations, and presentations
- Comfortable demonstrating power tools in a safe and effective manner
- Ability to plan and execute customer events, including loading and unloading tools and materials
- Ability to safely lift up to 75 lbs
- Ability to operate a motor vehicle safely and in accordance with company auto policy
- Working knowledge of computers, including Microsoft Office and CRM systems (Salesforce)
- Maintains a professional appearance and represents the brand with confidence and credibility
- Strong active listening skills with the ability to identify customer needs and selling opportunities
- Clear, confident communication and presentation skills
- Outgoing personality with strong interpersonal skills and the ability to build relationships quickly
- Ability to stay informed on industry trends and apply insights to prospecting and sales conversations
- Strong decision making and problem-solving skills in a fast paced field environment
- Proficiency in English; bilingual capabilities are a plus
- Ability to travel overnight 20-25% on average
Compensation:
- 75% fixed / 25% variable (Bonus Factor: 4)
- Commission on Territory Growth Dollars: 1% paid annually
Why choose FESTOOL?
Since 1925, we have been developing power tools that meet the highest demands of professional craftspeople. It is only through a direct exchange with them that enables us to understand their ever-changing challenges and needs.
It is their ideas and, above all, their criticism that inspire us to question the status quo and to think of new, holistic product and system solutions that make the daily work of professional craftspeople easier, safer and more productive.
And that will always be true for us: the success of our customers is our greatest success - and the best praise. This has always been what drives us at Festool and what makes us proud.
Every tool is only as good as the person behind it. That’s why at Festool, we look for people who want to make an impact alongside more than 3,000 colleagues worldwide. Join our team and experience the pride of building the world’s best power tools as part of a family-owned company.
Benefits That Support Your Growth and Wellbeing:
- Culture: 2024 Best Places to work recipient and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance and more
- Wellbeing: Comprehensive benefits package including:
- 9 Paid Holidays per year and 1 floating holiday
- Competitive wages and benefits
- Position specific hybrid schedule or summer hours (based upon position)
- Health insurance: medical, dental, vision, short/long term disability, optional life insurance available
- Generous PTO package
- Retirement 401K with company match up to 6% immediately vested
- 4 week paid parental leave program
- Employee incentive programs
- Resources for mental, physical and financial wellbeing.
- Learning & Development: As a company dedicated to employee growth, we offer a wide array of developmental opportunities such as continuing educational reimbursement benefits (upon eligibility), leadership training programs, and wellness initiatives to support personal and professional growth
- Social Impact: Employee-led resource groups including Leadership Advisory Counsil, Festool Fun Committee and Ladies of Festool Team, annual paid volunteer day and several charitable initiatives across the U.S. and globally (e.g., Blankets for Animal Shelters in the Lebanon facility.)