Territory Sales Manager
Carlton Industrial Solutions
Chesapeake, VA
Purpose The Territory Sales Manager role is critical in how value is delivered to our Industrial customers who rely upon weighing as a critical control point in their businesses and operations. Our customers rely upon this position as their trusted advisor to support their weighing process and production goals. These include focus areas that center around safety, compliance, productivity, and performance. Additionally, the TSM role advises on critical topics such as preventative maintenance services, calibrations, service and repairs, and installations on industrial scales and other weighing equipment to support their operations. The Territory Sales Manager (TSM) role serves as a key leader within the assigned territory and, together with the Operations Manager, is responsible for sales performance, relationship development, and business growth. The TSM will focus considerable time toward sales of the METTLER TOLEDO industrial weighing solutions portfolio and will also leverage all resources and CIS team members to succeed in cross selling the full CIS portfolio. The TSM will be responsible for the development and execution of a comprehensive business plan to drive business growth in the assigned territory and to support the Carlton Scale Sales Process. This will include a significant focus on proactive territory and account planning and disciplined execution that can be demonstrated through Sales Operations KPIs and CRM analytics. Additionally, this role is responsible for building brand awareness and exposure for CIS, expanding of our database of customer contacts and installed equipment, participating in local and area trade groups and industry forums, and cultivated and developing long-lasting mutually beneficial relationships. Essential Job Functions
- Increase market share, total sales, and profitability through disciplined execution of territory business plan and Carlton Scale Sales Operations process
- Closely partner with Operations to ensure a fully unified approach to serving our territories and in growing our business
- Fully own the entire sales process for every sale and every engagement; collaborate with Operations to deliver a “Weigh Better” customer experience
- Actively focus on selling ongoing service agreements with every equipment sale; understand and be able to effectively communicate the range of value-added services we can provide and why different than the competition; leverage service as an entry point with new customers
- Enhance and increase the depth and range of territory database information on new and existing customers
- Integrated use of all Mettler-Toledo (MT) Sales & Training tools for maximizing engagement; creatively partner with MT teams to support all sales opportunities (as required)
- Proactive and detailed time and schedule management
- Prompt, professional, and detailed follow up on all customer engagements
- Planned, committed, and proactive cold calling
- Focused and planned site visits and on-the-fly check-ins
- Effectively plan and lead sales presentations to focus on knowledge of application opportunities, monetized pain points, and consultative solution selling
- Prompt and detailed follow up on all leads (target within 24 hours)
- Maintain professionalism, diplomacy, sensitivity, and tact to portray the Company in a positive manner, regardless of the situation
- Stay of abreast of Industry changes, new products or services by attending training sessions, demonstrations, or other training opportunities
- Actively lead efforts to understand competition in assigned territory and to create active strategies that drive actionable insights
- Support all CIS order fulfillment and workflow process requirements with a “no excuses” attitude and mindset
- Schedule and follow up with Operations, Carlton Industrial Automation, Purchasing, and other Third-Party partners to ensure customer deadlines are met
- Fully understand and support all CIS Safety Policies & Procedures; commit to timely and complete support of all Safety initiatives and programs
- Fully understand and commit to application of the Hierarchy of Controls model to identify, manage, and remove/mitigate all job hazards for every job, every time
- “Science of Weighing:” Fully understand METTLER TOLEDO “Good Weighing Practices” and leverage Weighing Quality Management to sell our competitive advantage
- Meet and exceed all territory Sales performance targets
- Responsible for customer retention, penetration, and risk mitigation in territory
- Someone who can be trusted and counted on to follow through in service to our customers and CIS
- Ensure all administrative and workflow requirements are fully supported on all orders
- Stay aware of technology developments, competitive positioning, and industry trends
- Time is of the essence, for Customers and CIS
- Answer the Bell; meet all deadlines
- Demonstrate professional attitude, appearance, and communication at all times
- Follow all company procedures, rules and regulations outlined in the Employee Handbook and Policy & Procedure Manual; “Details Matter”
- Ensure vehicle service and maintenance requirements are met and notify supervisor of needed repairs as they arise.
- Always be aware of the impact of your decisions as seen through the eyes of the customer and as seen through CIS
- Always consider the value created by CIS and how that is perceived by the customer
- Territory sales experience is required; Account Management experience is a plus
- Previous Sales experience and/or background in industrial weighing devices or industrial electromechanical equipment preferred
- Experience with CRM applications is required
- Solid organizational and time management skills required
- Excellent verbal, written and listening communication skills
- Basic technical understanding of how products and services work in our industry; ability to communicate this information with others
- Naturally inquisitive, enjoys learning new things and seeks opportunities for growth
- General knowledge of Word, Excel, and Outlook including but not limited to other software to generate quotes and requisitions, adaptable and comfortable learning new applications
- Must be highly motivated, a self-starter, assertive, and possess exceptional time management skills
- Comfortable in a dynamic, fast paced environment
- Must maintain a valid driver’s license with acceptable driving record
- 2 or 4-year degree or certification program is required
- Professional Sales Training certification highly desirable (Sandler, etc.)
- Ability to sit or drive for extended hours with few breaks up to eight hours a day.
- Ability to travel across the Mid-Atlantic (and across Carlton’s growing footprint) 25% of the time; travel may be higher or lower based on business need.
- Must be able to make fast, simple, repeated movements of the fingers, hands, and wrists.
- Ability to stand or walk for long periods during customer visits and presentations.
- May need to lift objects weighing 25-35 lbs. at a time. May need to occasionally lift objects up to 45 lbs. at a time.
Posted 2026-02-27
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