Overview:
Morgan Advanced Materials is a business rich in history and innovation. Founded in the UK in 1856, we have grown into a global organisation with 70 sites in 18 countries. Our model to serve our customers where they need us has led to a diversified product range using our unparalleled expertise in ceramic and carbon materials, which we exploit to solve difficult problems for our customers across a diverse range of markets.
We are a purpose driven organisation. Our purpose is to use advanced materials to make the world more sustainable and to improve the quality of life. We deliver on that purpose through the products that we make, and the way that we make them.
The Thermal Ceramics division designs, manufactures and installs a broad range of thermal insulation products that significantly reduce energy consumption and emissions in a variety of high temperature processing applications. Our product offering is extensive and covers application needs from Industrial to Commercial markets.
Key Figures: Revenue £1,112m (2022), ~8,500 employees, manufacturing in 30+ countries, and a global customer portfolio. A UK PLC with head office located in Windsor, Berkshire UK. Listed on London Stock Exchange; Member of the FTSE 250 Index.
Responsibilities:
Job Purpose
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Maintaining solid working relationships with customers (distributors, end-users, fabricators) by ensuring that needs are met
- Resolving customer complaints in a timely manner
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Continually meeting and exceeding sales budget targets using the following:
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Increasing share of wallet with customers within an assigned territory to purchase company products and services
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Growing new business and capturing competitive business
- Analyzing sales and marketing data to determine the most effective sales and marketing techniques for given market segments
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Developing innovative sales strategies to increase sales within an assigned territory
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Ensuring that brand awareness within an assigned territory meets company expectations
Summary
We're seeking a talented and enthusiastic Territory Sales Manager (TSM) with a proven track record in growing market share. This is an opportunity to join a growing and profitable business with a diverse team of sales professionals. The Territory Sales Manager will plan, direct, and execute the established sales plan to achieve maximum sales volume and market share in their respective territory. This position will also be responsible for managing the distributor and end user network within their respective territory and will be responsible for working with our company’s business development team to support and grow the business. The position will report to the Regional Sales Manager and ideally will live west of Colorado.
The position requires connecting with people quickly in an outgoing, friendly manner. The successful candidate will have a sense of urgency, combined with getting work done in complete, accurate detail, with the ability to drive results. The candidate must have the ability to sell ideas to others. The successful candidate must also be able to work in a team environment and interact with all facets of the organization to make decisions that benefit the organization as a whole.
Key Responsibilities
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Accountability for achieving, and preferably exceeding sales targets
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Distribution and end-user territory management. Increase sales and improve customer service to existing account base, while prospecting new customers and growing market share within the designated territory
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Proactively listen to and understand the customer’s needs and identify viable solutions and business opportunities
- Utilize Value Selling techniques to win business
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Obtain and maintain excellent product knowledge to present entire product line, demonstrating technical knowledge regarding function and application
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Communicate throughout organization – sales, marketing, customer service and operations as necessary to support and develop business, as well as provide weekly sales updates and updates to the company CRM system
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Maintain knowledge of competitive products and prices related to Thermal Ceramics
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Forecasting: Multi-stage funnel to forecast sales by product category in CRM. Will complete reports to summarize accurate forward-looking estimates of sales volume by product category. Report on activity within the territory, complaints, trends, competitive actions and any recommendations to improve productivity
Qualifications:
- Bachelor’s degree (Marketing, Sales or related field)
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Proven experience in sales management
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Knowledge in refractory or insulation product preferred
- Detail-oriented
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Excellent communication skills
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The ability to work under stress and resolve conflict
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Sound organizational skills
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Excellent written, verbal communications and interpersonal skills
- Proficient skills in Microsoft Word, Excel, and PowerPoint
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Must be able to work with all levels of the organization in all departments and outside the company
Morgan Advanced Materials is an EEO/AA/M/W/D/V Employer Ind-1