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Territory Sales Manager - Utilities - Northeast Region


The Territory Sales Manager (TSM) will be responsible for specific Investor Owned Utility (IOU) key accounts in the Northeast region (PA, MD, OH, DE, NJ, NY) of the United States in order to develop and execute both long and short term strategies required to achieve revenue, profit, and market share goals.  


This position will be a significant contributor to our overall business strategy and will play a significant role in providing the voice of the customer to the organization. To be successful in this position, the TSM must develop a unique understanding of the target customers, how their business operates and how Terex Utilities can best support their needs. The TSM will be involved in all aspects of account management including account and relationship development, problem solving, communication, training and product demonstrations. 


The TSM will act as a primary representative of the company to their accounts and must be knowledgeable on the company, our industry, our products, and how to foster lasting relationships where our customers see and use us as a strategic resource.  Individual must be comfortable and proficient at public speaking and have excellent communication skills.  




  • Use the Terex Proven Sales Process (TPSP) to develop robust sales strategies that drive profitable revenue and leading market share
  • Develop customer business fits that will help drive sales, improve market share, and balance inventories
  • Provide pricing guidance to ensure we are quoting market competitive pricing
  • Provide forward looking perspective to help manufacturing, engineering, supply chain, and finance teams to anticipate business needs and trends
  • Partner with product management to assist with NPD and sales promotions
  • Partner with marketing to support marketing initiatives
  • Partner with Terex Financial Services to develop financial solutions that give us a competitive advantage
  • Assist with coordination of index pricing & annual purchase agreements


Basic Qualifications:

  • A Bachelor’s Degree, or 5+ years of utility equipment industry experience
  • 3+ years of experience in commercial sales
  • Needs to be able to travel an estimated 50-60% 


Preferred Qualifications:

  • CDL License
  • 5+ years of experience in the principles and practices involved in new business development, product marketing and sales
  • 5+ years of experience in initiating sales contacts and completing sales contracts
  • Previous sales experience specifically with utility and/or tree products 
  • Proven experience in the manufacturing of heavy equipment, or in a related industry
  • 5+ years of experience in heavy construction equipment sales 
  • Demonstrated ability to build strong business relationships
  • Basic understanding of Equipment purchase financing
  • Proficient in MS Office, MS Outlook and Excel. Knowledge of PowerPoint, Salesforce or other CRM System
  • Ability to climb and lift 30 lbs



The candidate should be a proven change agent, who has high intellect, is results-oriented and leads an organization through his/her own inspiration and example. In addition, the candidate must create a very open and transparent environment. Key skills include: 

  • Transparency
  • Integrity and trust
  • Leadership
  • Operational expertise
  • Business acumen including financial awareness
  • Listening
  • Influencing; internal and external
  • Negotiation
  • Process development and management

Location: Remote based out of PA, MD, OH, DE, NJ, NY

Department: Sales 

Job ID: 33993 


Terex Overview:

Terex Corporation is a $3.1 billion publicly traded global manufacturer of lifting and material processing products and services. We are passionate about producing equipment that helps improve the lives of people around the world, and providing our team members with a rewarding career and the opportunity to make an impact. While our operations are global, each office or factory is a close-knit community. We value diversity, equity and inclusion, safety, integrity, respect, servant leadership, courage, citizenship, and continuous improvement. It’s an exciting time to be part of the expanding manufacturing sector – come join us!


Additional Information:

It is the policy of the company to attract and retain the best qualified employees. We are committed to providing employment opportunities to the most qualified internal or external candidate based on work-related factors and without regard to non work-related factors including race, color, religion, national origin, gender, sexual orientation, gender identity, age, disability, or veteran status as a special disabled veteran, Vietnam Era Veteran, or other qualifying veteran.


The Company offers competitive salaries, advancement opportunities, and a full range of benefits, including paid vacation, 401(k), medical, dental, and vision.


Terex Corporation is an Equal Opportunity Employer and Affirmative Action Employer M/F/D/V.