Territory Sales Executive

WHO

Our client is a top distributor of golf cars and small-wheeled, zero-emission electric utility vehicles. They are well established in New England and widely recognized as the leader in the area market.

WHAT

Our client hired us to find a seasoned sales professional who was not only able to develop new business and maintain a solid sales pipeline, but who also was a scratch PGA golfer as credibility and rapport with the country club golf professionals were essential. The role included prospecting, qualifying leads, selling, negotiating and closing national accounts, and maintaining records in the CRM system.

LOCATION

Based in New England, working remotely.

OPPORTUNITY

The client was looking for a person who could demonstrate the vehicle options, quote, and negotiate the sale or lease of products to golf courses, and nurture the customer relationships for add-on sales and service agreements. The ideal candidate would be able to collaborate with the client’s service team as well as the grounds crews at the courses to ensure the vehicles met expectations. Finally, the individual needed to be able to contribute to the vision and implementation of strategic plans, make sales presentations, and attend trade shows and special club events.

OUTCOME

We developed target lists of people who had PGA-level playing experience as well as expertise in building and maintaining sales relationships and then commenced a broad screening process to identify potential candidates. We focused on people who have sold large national accounts and who could work independently while keeping the service and delivery teams informed about customer needs and issues. We presented the best-qualified candidates to the client for interviews. They selected an individual who had experience in golf vehicle sales and who was a lifetime competitive golfer. After that hire, the client reassessed their territory needs and succession plans and chose to hire a second candidate we’d presented to cover a relatively untapped market territory. We look forward to the opportunity to work with this client again as they expand their business into other areas of the Northeast.