Territory Account Manager - Core Solutions

As a Territory Account Manager at EquipmentShare, your primary responsibilities include managing a specific geographical area to drive sales growth and customer satisfaction. You will execute sales strategies, analyze market trends, and maintain strong relationships with existing clients while also seeking new business opportunities. The role involves leveraging your interpersonal skills to educate contractors and construction company principals on how EquipmentShare can solve their challenges, ensuring that customers receive top-notch service and support.

EquipmentShare seeks a Territory Account Manager who possesses superior outside sales experience, preferably with some knowledge of the heavy construction equipment or rental industry. While a background in B2B sales is preferred, the company is open to training motivated individuals with strong sales instincts. Key competencies include strong problem-solving abilities, technical aptitude, and a competitive spirit, along with a knack for teamwork and relationship-building.

The Territory Account Manager position at EquipmentShare comes with a competitive benefits package, including a base salary complemented by uncapped commission earnings. You’ll have access to a company-provided vehicle or vehicle allowance, along with a laptop and cell phone. Additional benefits include medical, dental, and vision coverage, a 401(k) plan with company matching, generous paid time off, fitness membership stipends, and company-sponsored events, making it a great place to work and grow professionally.

At EquipmentShare, career advancement is a core commitment. Territory Account Managers benefit from ongoing professional development initiatives and a culture that encourages learning and growth. The company conducts regular training sessions to keep employees motivated and up-to-date on the latest products and services, ensuring you have the tools needed to succeed and advance within the organization.

The commission structure for the Territory Account Manager at EquipmentShare is designed to reward high performance. You can expect an uncapped commission potential, meaning there's no limit to how much you can earn based on your sales achievements. There's also a commission guarantee period as you build your client base, giving you assurance as you ramp up your sales efforts. This structure is ideal for driven individuals looking to maximize their earnings through hard work and dedication.

When answering this question, highlight your past sales experience that relates specifically to outside sales roles. Use concrete examples of your achievements, any relevant industry knowledge, and how you directly contributed to revenue growth. If you lack direct construction industry experience, discuss transferable skills that showcase your sales success and your eagerness to learn about the sector.

To answer this question effectively, describe your strategies for managing a territory, emphasizing organization and prioritization. Mention tools you use, such as CRM systems, to track leads and customer relationships, and illustrate how you manage your time efficiently to maximize outreach and sales opportunities. Providing a specific example will further demonstrate your capability.

When discussing past successful strategies, be detailed and focused on the approach you took, the challenges faced, and the outcomes. Highlight how you tailored your strategy to the client needs, adapted to market conditions, and leveraged relationships for positive results. Use metrics to quantify your results for more impact.

Focus on the importance of building relationships and trust in sales interactions. Discuss your techniques for engaging prospects, such as active listening, addressing pain points, and demonstrating genuine interest in their business. Sharing a specific narrative about building a successful client relationship can also strengthen your response.

To answer this effectively, conduct prior research about EquipmentShare and its services. Discuss the company’s mission, the benefits of its Core Solutions offerings, and how they address specific construction industry challenges. This will show your enthusiasm and readiness for the role.

Use the STAR (Situation, Task, Action, Results) method to structure your response. Present a specific challenge, the actions you took to resolve it, and the eventual outcome. Emphasize your problem-solving skills and ability to maintain client satisfaction even in difficult situations.

Discuss various lead generation tactics that you are comfortable with, such as networking events, social media outreach, cold calling, or referrals. Emphasize your proactive approach, such as researching potential clients and tailoring your outreach efforts to gain the best response from leads.

Detail your follow-up process, highlighting the importance of timing, personalization, and using multiple communication channels (e.g., email, phone, and in-person meetings). Mention using tools like CRMs to track follow-up schedules and to ensure no customer feels neglected during the sales process.

Answer by focusing on skills and attributes that are paramount for a Territory Account Manager role, such as being proactive, having strong negotiation skills, and the ability to adapt strategies based on customer needs and market changes. Emphasize the significance of integrity, communication, and a customer-first mindset.

Discuss your aspirations in your sales career, showcasing ambition and the desire for growth. Connect your goals with the opportunities EquipmentShare provides, demonstrating how the position aligns with your personal and professional development objectives while also benefiting the company.