Manager, Territory Sales

Responsibilities

• Primary Territory responsibilities: Central to Northeast USA, potential to expand into other regions as necessary.
• Day to day management of all assigned Natural Gas accounts.
• Maintain accurate forecast for assigned division. Requires input into our SIOP which will come from review of historical, current sales plus anticipated growth to ensure proper inventory planning to support the business.
• Maintain cost effective management of all sales expenses and company property.
• Cook up activities with other commercial team members/Territory Sales Mangers and manufacturing representatives to optimize sales and service.
• Participate in negotiating agreements, including product pricing, marketing, promotions and other contract terms.
• Develop & maintain existing relationships with key customers and decision makers. Understand & communicate specific category trends within the key customers.
• Identify growth opportunities within the existing customer base and territory to double the business in 36 months.
• Develop Sales Plans that achieve company targets, keep TERREPOWER competitive and drive profitable growth.
• Serve as Key TERREPOWER representative at major events, conferences & shows; and Monitor and resolve customer pricing discrepancies in a timely manner.
• 50% or more travel required.

Team Leadership

• Train, mentor, and managing manufacturing sales representatives within the territory, plus internal customer service support team.
• Reporting: Regularly report on sales performance and call reports to Director of Sales and senior management.
• Utilizing our CRM, and weekly reporting templates that are key to updating progress and designed to support the requests or needs of the TSM to assist in securing more business.
• SIOP/Forecasting – communicate all major accounts forecasting to SIOP and factory. 12 month rolling forecast from all major accounts is preferred.
• Tracking forecast versus firm orders. Communicate and work with category management and account representatives to help with improving accuracy and recommendations.
• Build strong alliances across all functions between Sales with Product Management, Marketing, Customer Service, Category Management, Planning/Supply Chain and Finance Teams to carry out all commercial team initiatives.
• Participate in meetings and assist in preparation of meeting materials.
• Work with Marketing Manager for all trade shows and customer events.

Key Performance Indicator (KPI)

• Provide quarterly updates for budget and forecast and subsequent updates on risks and opportunities for the SBU.
• 3+9, 6+6, 9+3 and coordinate sales budgets.
• Prioritize and manage multiple projects, in a timely manner.

Team Leadership

• Train, mentor, and managing manufacturing sales representatives within the territory, plus internal customer service support team.
• Reporting: Regularly report on sales performance and call reports to Director of Sales and senior management.
• Utilizing our CRM, and weekly reporting templates that are key to updating progress and designed to support the requests or needs of the TSM to assist in securing more business.
• SIOP/Forecasting – communicate all major accounts forecasting to SIOP and factory. 12 month rolling forecast from all major accounts is preferred.
• Tracking forecast versus firm orders. Communicate and work with category management and account representatives to help with improving accuracy and recommendations.
• Build strong alliances across all functions between Sales with Product Management, Marketing, Customer Service, Category Management, Planning/Supply Chain and Finance Teams to carry out all commercial team initiatives.
• Participate in meetings and assist in preparation of meeting materials.
• Work with Marketing Manager for all trade shows and customer events.

Other Duties And Responsibilities

• Note: This job description is not intended to be all-inclusive. Employee may perform other related duties as needed to meet the ongoing needs of the organization.
• Work Environment 60% plus Travel to customer, sales offices, and production/distribution facilities. In the latter, there will be some possible exposure to harsh conditions—such as: dust, fumes, noise, and varying temperatures—for short periods of time. This employee will be required to demonstrate continued knowledge of Haz/Com regulations and requirements. All employees are required to follow safety standards and wear all personal protective equipment in designated areas.
• Physical Demands Travel 60%+. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential function of this job. While performing the duties of this position, the employee is regularly required to walk, stand, use hands and fingers to handle or feel; talk and hear.

Preferred Experience

• 5 – 7 years professional experience from Sales and working in a territory.
• Time management skills, be a fast learner, a self-starter, and someone with genuine interest in Sales and Commercial issues.
• Solid Analytic, communication, project management, and P/L skills.
• Solid proficiency using Microsoft Office tools.
• Results and success-oriented, conveying a sense of urgency and driving issues to closure.
• Detail-oriented with excellent follow-up skills.