Territory Manager: Job Description
Skills & Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required.
Requirements
Organizational Skills Territory/Time Management Skills
Communication Skills Prospecting Skills
Computer Skills Customer Service Oriented
Negotiating Skills Presentation Skills
Building Customer Relationships Sales Growth Motivated
Closing Skills Self Confidence
Responsibilities:
To develop annual sales strategies to effectively meet corporate Revenue, Market Share Growth and Profit goals. To develop and service customers by selling promotions, new and existing products, meeting customer needs and manage territory to established goals and budgets.
Duties:
Services existing accounts, obtains orders, and establishes new accounts by planning and organizing daily work schedule to call on existing or potential sales outlets and other trade factors.
Adjusts content of sales presentations by understanding customer needs, offering solutions and closing.
Focuses sales efforts based on Company Strategies, Market Intelligence and Customer Sales volume.
Develop gross profits by adhering to price policies and understanding customer needs and market acceptance.
Keeps management informed by submitting activity and results reports as needed or requested. These include weekly work plans, Customer Intelligence and tracking activities as established by management.
Monitors competition by gathering current marketplace information on pricing, products, new products, customer service, personnel, etc.
Recommends or makes changes in activities, call frequencies by evaluating results and competitive developments.
Resolves customer complaints by investigating problems; developing solutions; preparing reports; making recommendations to management.
Maintains professional and technical knowledge by testing product (own & competitive); reviewing professional publications; establishing personal networks; participating in professional associations.
Manage territories by planning calls and customer contacts in advance, maintaining schedule and call frequencies needed to develop and grow customer accounts.
Manage customers as needed in geographic territory regardless of account affiliation in support of stores.
Maintain electronic reporting as established and developed to help manage territory.
All other responsibilities and duties deemed assigned by management.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
Drive a vehicle, maintain valid driving privileges
Climb stairs and walk
Stand for extended periods
Lift & carry up to 75 pounds
Understand basic computer skills including MS Word, Excel, OE Touch and other company provided, productivity enhancing, technology.
Work Environment
Must be able to effectively prioritize and multi-task, often revising priorities. Communicate with customers, employees and management to develop and sell new and existing business in territory
Attend sales meetings, company events and training sessions as required.
Self motivated, committed and possess positive attitudes in dealing with all company employees and business.
75% – Sales Calls to existing customers to service, pursue new opportunities for business, present & demo new products and close additional business. Maintain close relationships with Key Customers & Product sell through programs to profitably increase revenues.
20% – Identify and Obtain New Business: Prospect and call on new business to develop growth opportunities resulting in meeting minimum company new business sales expectations. Develop rapport, open new charge accounts and develop new business sales.
5% – Manage territory to include communication with management, attend company events/meetings, execute company paperwork including report management, call reports, market intelligence record keeping, pricing, new accounts, credit, product needs and complaint handling.