Territory Sales Manager

Job Title 

Territory Sales Manager

Location 

(Margate, Bradford, hybrid, remote)

About Us

Todo dry break coupling range is a market-leading solution for safe, spill-free fluid transfer across multiple applications including data centre cooling, chemical, petrochemical, LPG, rail, road, aviation and maritime liquid transfer. Designed with a valve-protected mechanism, this dry break coupling minimizes residual loss and delivers virtually zero spillage, improving operator safety and maximizing efficiency.

Job Summary

The Territory Sales Manager – Fuel Systems is responsible for driving profitable sales growth for Todo and Emco Wheaton products, parts and services within the assigned territory. The role will develop existing and prospective customers, strengthen distributor performance, manage the sales pipeline and identify commercially and technically appropriate solutions to customer requirements. The position works closely with Commercial Director, Product Management and Marketing to implement effective go-to-market strategies and achieve agreed sales, order and margin targets.

Responsibilities

• Achieve agreed sales, order, profitability and margin targets for Todo and Emco Wheaton products, parts and services.
• Develop and maintain effective relationships with existing customers, prospective customers and distribution partners throughout the assigned territory.
• Understand customer pain points, operational requirements and commercial priorities, and propose appropriate Ingersoll Rand Transport Solutions technologies and solutions.
• Review, audit and develop distributor performance on an ongoing basis, recommending and implementing corrective actions where required.
• Respond to and pre-qualify enquiries and leads within defined timescales, converting qualified opportunities into orders.
• Maintain an accurate sales funnel, opportunity pipeline and customer database in Salesforce, including timely reporting against budgets and targets.
• Work with Product Management, Marketing and the Commercial Director to implement go-to-market strategies, develop sales-support materials and support effective promotional activity.
• Provide customer and distributor product training, contribute to budgets and business plans, maintain accurate records and protect the company from commercial and information-security risks. 

Basic Qualifications

• Minimum of 10 years’ relevant experience within the fuel systems sector, ideally in a sales management or business development role.
• Demonstrable technical knowledge of the markets and applications served by Todo and Emco Wheaton products.
• Proven track record in business development, sales growth and profitability improvement.
• Strong command of written and spoken English.
• Valid driving licence.
• Advanced user of Microsoft Office tools and iOS applications.
• Ability to manage administrative responsibilities effectively while travelling, including call reporting, online meetings and lead follow-up.
• An engineering degree or relevant technical background is advantageous; Salesforce, SAP and additional language skills are also advantageous.

Travel & Work Arrangements/Requirements

The position may be based at an Emco Wheaton location, a GD facility or from a home office. The role requires extensive domestic and international travel, typically representing 50% to 75% of working time. The successful candidate must be able to remain responsive to customers and complete reporting, online meetings and lead-management activities while travelling.

Key Competencies

• Strategic and consultative selling
• Customer and requirements analysis
• Commercial and financial acumen
• Business development and opportunity conversion
• Distributor and channel management
• Sales planning, pricing and pipeline management
• Technical learning and solution-based communication
• Results orientation, relationship management, persistence and effective time planning

What we Offer

• Company Pension Contribution
• Westfield Health Medical Cover
• 25 Days Holiday + 8 Bank Holidays (Option to purchase up to 5 days’ pro rata for part time)
• Free parking
• Death in Service Benefit of 4x salary
• Cycle Scheme
• Employee Assistance Programme
• Refer a Friend Scheme
• Electric Car Scheme
• 10% of salary in shares after 1 year of employment