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Territory Manager, New England
New England
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Opportunity Snapshot
This position offers you the opportunity to assume ownership of an established territory and run it as if it were your own business. With 50 years of success behind us, privately held Bal Seal Engineering is a global market leader; we've seed substantial growth since 2000, including through 2008. You will leverage your ingenuity to identify new applications for our products across diverse industries, partnering with clients to develop solutions to their product development needs. We offer a generous comp package with lots of incentives, and your overnight travel will be limited. You'll join a strong, stable sales team with solid tenure, including sales leadership.
This is a key role in our organization, and you'll manage development projects with customers in six New England states, with a majority of the business in the greater Boston area; you also will identify and pursue new business. To be a good fit for this opportunity you will have significant experience with consultative, technical sales, including a demonstrated ability to "speak the language" of high level engineers. We're looking for a professional with the resourcefulness and initiative to achieve goals independently; we'll provide support, of course, but the support team is all based in California. You also will need strong project management skills.
At Bal Seal Engineering, Inc., custom engineered solutions are our standard products: we specialize in applying our advanced designs, materials, and manufacturing capabilities to our customers' specific sealing, connection, or energizing needs. Our high performance, custom engineered designs provide critical solutions for companies throughout many industries. For example, our custom solutions help keep planes in the air, advance medical device innovation, forward scientific development, make deep-sea oil and gas exploration possible, and help enable today's advanced automotive electrical systems -- just to name a few!
What Else You'll Bring to the Table
In addition to the qualifications detailed above, you'll need:
Excellent selling, listening and presentation skills.
Strong technical aptitude.
Outstanding relationship building skills.
CRM software experience.
The ability to identify, develop and obtain business from new accounts.
Sales experience within growing regional markets.
Demonstrated cross-cultural sensitivity in the business environment.
A high level of initiative, energy, and desire to succeed.
The ability to read blueprints.
Preferred but not required:
An engineering degree.
Professional selling training.
Business to business experience.
What's in It for You
Intriguing projects -- our product lines are constantly evolving, keeping pace with the wide spectrum of industries and environments we support and the changing needs of our customers. You'll work with top engineers in a wide variety of industries, from life sciences to semiconductors to energy management.
Autonomy and support -- you will be the face of Bal Seal in New England and the "CEO" of your territory; we'll look to you to grow sales and manage costs with a good deal of independence. At the same time, we'll provide you will solid resources, including inside CRRs and a peer team with deep tenure, ranging from 5 to 24 years.
Stability -- since 1958, when Bal Seal Engineering began, based on founder Pete Balsell's original breakthrough of the PTFE Seal (today commonly known as the "Bal Seal"), the company has enjoyed over five decades of growth and continued innovation. The diversity of industries we serve in North America, Europe, and Asia has helped us maintain a constant course in spite of economic ups and downs.
Excellent compensation -- we offer a competitive base, commission paid on shipment starting day one, and bonus incentive programs . We'll provide you the tools you need to succeed (laptop, Blackberry, home office needs, car allowance, expense account, etc) and we have a comprehensive benefits package.
More About Your Role
If you're a good fit for this position, you already know most of what this job entails. However, to be sure we're providing a complete picture, here are some details.
Reporting to the Director of North American Sales, you will take over an existing book of business including customers in Maine, New Hampshire, Vermont, Massachusetts, Connecticut, and Rhode Island. A significant percentage of these clients are based in the greater Boston area. While you will pursue new business, you'll invest the majority of your time developing products in partnership with existing OEM customers (cold calling will take up only about 5% of your time). You can expect to have several projects underway at any given time, varying in scope and dollar value, and the cycle may last from 6 to 18 months.
The solution to the client's need might be a new application for one of our existing products, or an entirely new product design/concept. We do a great deal of developmental engineering for our clients in our Foothill Ranch, California headquarters, and you will use your creativity to identify new applications and draw on the resources of this engineering team for new product solutions.
In a nutshell, your mission will be to identify a project, qualify it, and drive it through the process, coordinating between the client and Bal Seal. Your primary contacts at customer companies will be engineers, although you may also interface with their purchasing departments, including contract development.
Pivotal to your success will be your approach to the sale. Our presentations are more like question-and-answer sessions in which we try to get to the bottom of our clients' needs and uncover opportunities to add value. By establishing a spirit of partnership with your prospects, you'll be able to convert small sales into full-scale solutions, provide upgrade options for older products, obtain referrals, and, consequently, grow revenues within your territory.
If you're a good fit for this role you already understand the difference between custom design manufacturing and commodity sales. Very often, price isn't the deciding factor. In fact, rather than having an established price list, we price to the opportunity. One of the most valuable questions you'll ask is, "What is it going to take to get your business?"
Keys to Success
Being the face of Bal Seal in New England means you'll need the initiative and self-discipline to get the business, keep the projects moving forward, and establish priorities. You also will need to take a proactive approach to communicating with the Director of North American Sales and the rest of the Bal Seal team in California. We hold regular sales teleconferences, of course, but you'll need to speak up and ask for what you need. In addition, in order to be an outstanding Territory Manager, you will:
Bring a high degree of integrity.
Maintain a "customer first" attitude.
Practice excellent time management abilities.
If this sounds like the right mix of challenge and opportunity for you, and you meet the minimum qualifications, we want to hear from you!
Who We Are
Bal Seal Engineering, Inc. provides customers on a global scale with innovative solutions utilizing our material science and canted-coilTM spring technology. With over 120 active US and foreign patents, we continue to strive towards creating new products, making good products better, and discovering new ways of propelling technology forward through the use of our cutting-edge engineering designs. Our customer-focused engineers work closely with customers to rapidly apply new solutions and to develop new materials to meet their specific application needs.
Opportunity Snapshot
This position offers you the opportunity to assume ownership of an established territory and run it as if it were your own business. With 50 years of success behind us, privately held Bal Seal Engineering is a global market leader; we've seed substantial growth since 2000, including through 2008. You will leverage your ingenuity to identify new applications for our products across diverse industries, partnering with clients to develop solutions to their product development needs. We offer a generous comp package with lots of incentives, and your overnight travel will be limited. You'll join a strong, stable sales team with solid tenure, including sales leadership.
This is a key role in our organization, and you'll manage development projects with customers in six New England states, with a majority of the business in the greater Boston area; you also will identify and pursue new business. To be a good fit for this opportunity you will have significant experience with consultative, technical sales, including a demonstrated ability to "speak the language" of high level engineers. We're looking for a professional with the resourcefulness and initiative to achieve goals independently; we'll provide support, of course, but the support team is all based in California. You also will need strong project management skills.
At Bal Seal Engineering, Inc., custom engineered solutions are our standard products: we specialize in applying our advanced designs, materials, and manufacturing capabilities to our customers' specific sealing, connection, or energizing needs. Our high performance, custom engineered designs provide critical solutions for companies throughout many industries. For example, our custom solutions help keep planes in the air, advance medical device innovation, forward scientific development, make deep-sea oil and gas exploration possible, and help enable today's advanced automotive electrical systems -- just to name a few!
What Else You'll Bring to the Table
In addition to the qualifications detailed above, you'll need:
Excellent selling, listening and presentation skills.
Strong technical aptitude.
Outstanding relationship building skills.
CRM software experience.
The ability to identify, develop and obtain business from new accounts.
Sales experience within growing regional markets.
Demonstrated cross-cultural sensitivity in the business environment.
A high level of initiative, energy, and desire to succeed.
The ability to read blueprints.
Preferred but not required:
An engineering degree.
Professional selling training.
Business to business experience.
What's in It for You
Intriguing projects -- our product lines are constantly evolving, keeping pace with the wide spectrum of industries and environments we support and the changing needs of our customers. You'll work with top engineers in a wide variety of industries, from life sciences to semiconductors to energy management.
Autonomy and support -- you will be the face of Bal Seal in New England and the "CEO" of your territory; we'll look to you to grow sales and manage costs with a good deal of independence. At the same time, we'll provide you will solid resources, including inside CRRs and a peer team with deep tenure, ranging from 5 to 24 years.
Stability -- since 1958, when Bal Seal Engineering began, based on founder Pete Balsell's original breakthrough of the PTFE Seal (today commonly known as the "Bal Seal"), the company has enjoyed over five decades of growth and continued innovation. The diversity of industries we serve in North America, Europe, and Asia has helped us maintain a constant course in spite of economic ups and downs.
Excellent compensation -- we offer a competitive base, commission paid on shipment starting day one, and bonus incentive programs . We'll provide you the tools you need to succeed (laptop, Blackberry, home office needs, car allowance, expense account, etc) and we have a comprehensive benefits package.
More About Your Role
If you're a good fit for this position, you already know most of what this job entails. However, to be sure we're providing a complete picture, here are some details.
Reporting to the Director of North American Sales, you will take over an existing book of business including customers in Maine, New Hampshire, Vermont, Massachusetts, Connecticut, and Rhode Island. A significant percentage of these clients are based in the greater Boston area. While you will pursue new business, you'll invest the majority of your time developing products in partnership with existing OEM customers (cold calling will take up only about 5% of your time). You can expect to have several projects underway at any given time, varying in scope and dollar value, and the cycle may last from 6 to 18 months.
The solution to the client's need might be a new application for one of our existing products, or an entirely new product design/concept. We do a great deal of developmental engineering for our clients in our Foothill Ranch, California headquarters, and you will use your creativity to identify new applications and draw on the resources of this engineering team for new product solutions.
In a nutshell, your mission will be to identify a project, qualify it, and drive it through the process, coordinating between the client and Bal Seal. Your primary contacts at customer companies will be engineers, although you may also interface with their purchasing departments, including contract development.
Pivotal to your success will be your approach to the sale. Our presentations are more like question-and-answer sessions in which we try to get to the bottom of our clients' needs and uncover opportunities to add value. By establishing a spirit of partnership with your prospects, you'll be able to convert small sales into full-scale solutions, provide upgrade options for older products, obtain referrals, and, consequently, grow revenues within your territory.
If you're a good fit for this role you already understand the difference between custom design manufacturing and commodity sales. Very often, price isn't the deciding factor. In fact, rather than having an established price list, we price to the opportunity. One of the most valuable questions you'll ask is, "What is it going to take to get your business?"
Keys to Success
Being the face of Bal Seal in New England means you'll need the initiative and self-discipline to get the business, keep the projects moving forward, and establish priorities. You also will need to take a proactive approach to communicating with the Director of North American Sales and the rest of the Bal Seal team in California. We hold regular sales teleconferences, of course, but you'll need to speak up and ask for what you need. In addition, in order to be an outstanding Territory Manager, you will:
Bring a high degree of integrity.
Maintain a "customer first" attitude.
Practice excellent time management abilities.
If this sounds like the right mix of challenge and opportunity for you, and you meet the minimum qualifications, we want to hear from you!
Who We Are
Bal Seal Engineering, Inc. provides customers on a global scale with innovative solutions utilizing our material science and canted-coilTM spring technology. With over 120 active US and foreign patents, we continue to strive towards creating new products, making good products better, and discovering new ways of propelling technology forward through the use of our cutting-edge engineering designs. Our customer-focused engineers work closely with customers to rapidly apply new solutions and to develop new materials to meet their specific application needs.
Bal Seal Engineering is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.
