Territory Manager

Business Contribution:

The Territory Manager – Philippines is responsible to develop and grow the sales in this market for the full range of ENERPAC products. He or she will use technical knowledge and selling skills to provide support to channel partners and end users to promote the ENERPAC’s range of products for customers’ applications. The Territory Manager is the key point of contact for customers and provides both pre and aftersales advice.  

Key Responsibilities:

·       Search for new customers & strategic accounts that can benefit from the portfolio of ENERPAC products and maximizing existing client & strategic accounts’ potential business.

·       Developing long-term relationships with clients & strategic key accounts through managing and interpreting their requirements.

·       Manage and support channel partners in market share growth and development.

·       Promote and generate opportunities for ENERPAC growth toolbox, i.e., business definition, new markets, new products, product line expansion & acquisitions.

·       Identify new vertical markets and areas of growth to increase coverage and sales opportunities in Philippines.

·       Coordinate the RFQ (quotation process) activity, review and endorse the final proposal. Follow through the RFQ to final conclusion.

·       Discipline in updating all sales activities (calls and visits) in Sales Force including populating and tracking all quote opportunities.

·       Providing pre-sales technical assistance and product education when necessary.

·       Track and maintain pricing in the market. Monitor pricing evolution with respect to competition and execute price reviews.

·       Working on after-sales support services and providing technical back up as required.

·       Securing customer feedback and market intelligence, providing updated and comprehensive reports to Regional Sales Director on a regular basis.

·       Develop and maintain Weekly, Quarterly and Annual Sales Forecast.

·       Establish key linkages between ENERPAC management, marketing, internal sales, technical support, operations and the customer.

·       Provide support for marketing activities by attending trade shows, conferences and other marketing events when necessary.

·       Prepare technical presentations and demonstrating how ENERPAC products meet clients' & strategic key accounts’ needs and training to distributors.

·       Engage regularly with other members of the sales and technical team including LOB & VM Managers where necessary.

·       Coordinate with Indoor Sales Coordinator and Warehouse in Singapore on the timely delivery of orders or to meet customer delivery request.

·       Take active role in LEAD programs and proactively propose new projects for continuous improvement in current processes.

Required Capabilities :

·       Must have good communication skills in spoken and written English other than local language

·       Proficient in MS Office and familiarity with Salesforce is a plus. Knowledge of other engineering related software is an advantage.

·       Possess own mode of transport in Philippines with valid driving license.

·       Frequent travel is required within Philippines.

·       Ability to develop sales strategies and use performance KPIs. Problem-solving aptitude.

·       Occasionally may be required to attend trainings and meetings in Singapore.

Required Experience & Education:

·       Possess a degree in Mechanical Engineering or related discipline with at least 3 years of B2B sales experience.

·       At least 5 years of proven sales track record in sales of technical or industrial products in Philippines. Knowledge of hydraulic equipment and high force tools will be an advantage.