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Territory Sales Manager

Company: Ritchie Bros.
Location: Perris
Posted on: May 7, 2020

Job Description:

Move, Build, Grow your career!

As the premier

global asset management and disposition company, Ritchie Bros. helps thousands

of people around the world buy and sell heavy equipment, trucks, and other

assets every month. With our multiple onsite and online selling platforms and

commitment to first-class customer service, Ritchie Bros. is trusted worldwide

for making buying and selling easy, efficient, fair, and transparent. If you're

an innovator with an entrepreneurial spirit, we want you to join our growing

team - employed in a wide variety of positions from sales to operations to

corporate functions - as we transform the global used equipment market.

Join us on our

journey and move forward with us, build your success,

and grow your career.

#LI-ales

Ritchie Bros. Auctioneers needs an outside

sales professional to serve our customers as a Territory Manager in Los Angeles, California covering South Los Angeles County. This territory

enjoys a large customer base as well as big growth potential for someone with

strong skills in forging new relationships.

The Opportunity:

The role of the Territory Sales

Manager is to be a trusted advisor to our customers, offering end-to-end

solutions for buying and selling used equipment, trucks and other assets.

Reporting to the Regional Sales

Manager, the Territory Manager will be an individual and regional team

contributor for achieving the annual Gross Transactional Value (GTV)

and Commission Revenue through pro-active prospecting and cold-calling of new

customers within the assigned territory as well as strong account management of

the existing customer base.

In this role you'll:



  • Be responsible for selling all of the Ritchie Bros.

    multi-channel solutions within the assigned territory.
  • Source and grow sales with new business by building

    strong/lasting, personal, and professional relationships with customers;

    develop a strategy and plan for securing potential customers in the

    assigned territory.
  • Develop assigned territory by utilizing their Playbook

    and executing on your Core Activity & Behaviour Script (CABS):




    • Building, maintaining and updating Playbook on a

      frequent basis,
    • Identify geographies & sectors that are

      under-penetrated,
    • Maintain an accurate pipeline within the CRM tool

      (Salesforce)


    • Achieve quarterly and annual production and performance

      targets
    • Prepare customized presentations using sales materials

      and systems for new and existing customers to achieve future business
    • Support and develop new and existing relationships with

      customers to continue the sales growth by ensuring proper execution of

      sale through coordination with "Win Team" to fully service accounts

      including: sales support, operations, administrative, valuations, and

      field marketing.
    • Actively support the RB Unreserved Commitment to

      Safety: to send everyone home, every day, the way they came to work, by

      taking personal responsibility for your safety and safety of your team,

      co-workers and customers.

      Our Territory Sales Managers find

      success when they possess the following key competencies in these areas of

      expertise:



      • Territory Management: Prospecting &

        Developing Business, Planning, Pipeline Management.
      • Selling Skills: Call Preparation, Relationship

        Building, Building Rapport, Identifying Needs/Decision Maker, Identifying

        Needs/Listening, Delivering Value/Solutioning, Gaining Commitment/

        "Setting the Table", Gaining Commitment/Closing, Gaining

        Commitment/Negotiating
      • Procedures & Processes: Delivering

        Value/Deal Presentation, Deal Management, Customer Service
      • Equipment & Sector Knowledge: Heavy

        Equipment Knowledge, Maximizing Equipment Values, Market Knowledge

        Here's what you bring:



        • 5 to 10 years in a structured outside / field sales

          role, and a consistent track-record of meeting / exceeding quotas.
        • The ability to travel 1 to 2 days per week to cover the

          territory, as well as up to a week a few times per year to attend auctions

          and training.
        • You'll have to maintain a valid, clean driver's

          license.
        • It helps if you have experience around construction

          equipment.
        • Strong communication skills, especially when it comes

          to listening.
        • A head for numbers, and the ability to make sound

          decisions quickly in a fast-paced setting.
        • Strong presentation, strategic thinking, negotiation

          and closing skills.
        • You're relentlessly driven to seek new business. For

          you, time behind a desk is time lost.
        • You're competitive, but you never sacrifice integrity

          to win business.
        • A natural ability at building authentic customer

          relationships.
        • A strong work ethic without sacrificing your sense of

          humor or ability to have fun on the job.

          This job will require you to



          • Meet or exceed core sales activities, such as:




            • 16 customer meetings per week,
            • A total of 100 customer interactions beyond meetings

              per week,
            • 100" Salesforce (CRM Tool) Compliance,

            • 10 hours of documented professional sales training per

              quarter,




              • Participation in 4 professional organization networking

                and prospecting events.
              • Attend 4 to 6 auction sales, 1 to 2 days each in

                duration within the region, where you'll meet with your customers and your

                colleagues.
              • Travel overnight approximately 5 to 7 days per month to

                cover the territory and 1 to 2 days prior to each auction sale.
              • Work primarily from a home office and on the road.

                What we offer:

                Our Territory Sales Managers are the

                front line of our business and are directly responsible for the generation of

                billions of dollars in gross auction proceeds every year. As we grow around the

                world, there are endless opportunities for strong salespeople to advance their

                careers - we've shown this over and over throughout our 60 years in business.

                Here's how:



                • Base salary uncapped performance-based bonus.
                • Comprehensive medical and dental benefits.
                • 401(k) and Employee Share Plan, both with company

                  matching.
                • Company car, laptop, smart phone, expense account.
                • Ongoing training, professional development and a

                  tuition reimbursement program.


                  To get an idea of what our auctions are like, you can check out some auction videos on YouTube right here: http://bit.ly/KKL9Fz

                  Want to learn more about the company? Visit our Career site, LinkedIn or connect with us today through Facebook or Twitter.
                  Established in 1958, Ritchie Bros. (NYSE and TSX: RBA) is a global asset management and disposition company, offering customers end-to-end solutions for buying and selling used heavy equipment, trucks and other assets. Operating in a multitude of sectors, including construction, transportation, agriculture, energy, oil and gas, mining, and forestry, the company's selling channels include: Ritchie Bros. Auctioneers,, the world's largest industrial auctioneer offers live auction events with online bidding;IronPlanet, an online marketplace with featured weekly auctions and providing its exclusive IronClad Assurance-- equipment condition certification;MarketPlacee, an online marketplace offering multiple price and timing options;Mascus,a leading European online equipment listing service; and Ritchie Bros. Private Treaty, offering privately negotiated sales. The company also offers sector-specific solutions including GovPlanet, TruckPlanet, Kruse Energy Auctioneers and Cat-- auctions, plus equipment financing and leasing through Ritchie Bros. Financial Services.For more information about the unprecedented choice provided by Ritchie Bros., visit RitchieBros.com.
                  Ritchie Bros. is an equal opportunity employer and ensures nondiscrimination in all activities in accordance with all applicable laws. This position is open to all qualified applicants who are legally entitled to work in the country in which this job is located. Candidate selection is made by Talent Acquisition. Only electronic applications can be accepted. No agency calls please.

Keywords: Ritchie Bros., Perris , Territory Sales Manager, Sales , Perris, California

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