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Territory Manager Direct Hire

Ritchie Bros. Auctioneers

Ritchie Bros. Auctioneers Logo

Position Details & Responsibilities

A growing global company. Endless career and development opportunities.
 
When you join Ritchie Bros., you’ll be part of a diverse, global team that’s focused on delivering great customer experiences. Our culture is centered around people and guided by our core values of Integrity, Unity and Vision. Learn more about our culture and commitment to diversity and inclusion at Candidate Portal.
 
If you have an entrepreneurial spirit and are passionate about making a difference, we invite you to join our growing team. Whether you’re out in the field or back at your office, you’ll be helping us achieve our vision of becoming the trusted global marketplace for insights, services and transaction solutions for commercial assets.
 
We’re looking for a Territory Manager in Cleveland, Ohio.
 
The Opportunity:
 
The role of the Territory 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. 
 
Our Territory 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
 
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 sales 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.

Qualifications

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 with construction equipment.
  • Strong communication skills, especially when it comes to listening.
  • Ahead 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 success is built on the drive and dedication of our people. As we grow around the globe, there will be many opportunities to advance your career – we’ve proven this throughout our 55+ years in business. And, we`ll take care of you along the way.  Here’s how:
  • Base salary + performance bonus
  • Comprehensive medical and dental benefits
  • 401(K) and an Employee Share Plan, both with company match
  • Ongoing training, professional development and tuition reimbursement.
Ritchie Bros. has grown from a small-town auctioneer to a global asset management and disposition company. Through our family of companies, we help our customers buy and sell a wide range of used and unused equipment for construction, mining, transportation, agriculture, oil & gas, lifting & material handling, forestry & other industries.
 
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.



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