Territory Manager

About the Role

The Territory Manager owns accounts within an assigned geography, maximizing selling and growth opportunities. This role harnesses internal and external partnerships, business intelligence, customer experience, and revenue analytics to maximize unit and revenue growth within the assigned territory.

Responsibilities

• Prospect and identify dealer growth opportunities within an assigned geography, delivering growth through the activation of dormant and/or under-penetrated accounts.
• Identify the products or services that best meet the customer's stated/identified needs, using business intelligence and market expertise to propose product screens and product segment recommendations.
• Travel throughout the geographic area of the assigned territory, including visits to the Solution Center or other Distribution Centers as determined by Management.
• Grow program dealers in the assigned geography while improving total units through program as a percentage of total units sold.
• Develop and grow opportunity accounts, graduating them to the Key Account Manager.
• Ensure quality CRM data to enable customer retention, business development, follow-up actions, and other sales activities.
• Work collaboratively with all support roles to drive additional unit/revenue opportunities in the assigned geography and build strong customer relationships that drive a positive customer experience.
• Identify upsell/cross-sell opportunities based on understanding of customer needs through relationship and predictive data models.
• Utilize data, analytics, and standardized reporting to improve time management and drive strategic activity.
• Attend local or regional trade events to enhance market visibility.

Competencies

• Being resilient: Remains calm and professional in difficult situations; continues to work toward objectives despite obstacles. Learns from failures and recovers from setbacks.
• Builds networks: Draws upon own network to gain insight, build support, and achieve outcomes. Leverages networks to identify industry experts and exchange ideas.
• Business insight: Understands how own activities relate to critical business drivers. Monitors business news and market changes to shape decisions.
• Collaborates: Involves others to accomplish goals; shares information and discourages "us versus them" thinking.
• Customer focus: Keeps in contact with customers to resolve problems or improve service. Uses customer feedback to determine creative new ideas.
• Drives results: Sets challenging goals and pursues initiatives to successful completion. Focuses on key goals despite setbacks.
• Instills trust: Demonstrates integrity and follows through on commitments. Honest and straightforward in all dealings.
• Interpersonal savvy: Relates openly and comfortably with diverse groups. Builds rapport and maintains productive relationships.
• Nimble learning: Learns through experimentation and uses both successes and failures as learning opportunities.
• Persuades: Convinces others through well-reasoned rationale and recognizes when compromise is necessary.
• Plans and aligns: Prioritizes work to meet commitments aligned with organizational goals. Outlines clear plans and reduces bottlenecks.
• Situational adaptability: Adapts to changing needs, conditions, or priorities. Adjusts approach based on cues from the environment.

Requirements

• High School diploma or GED.

Skills

• Action Planning
• Commercial Acumen
• Knows the Buying Influences
• Customer and Market Analysis
• Strengthens Customer Connections
• Builds Customer Loyalty
• Understands Customer Needs
• Manages Resistance

Physical Demands / Working Conditions

• Physical demands: Occasionally required to stand, walk, sit, use hands, reach with hands and arms, climb stairs, balance, stoop, kneel, crouch, or crawl. Must occasionally lift and/or move up to 50 pounds. Requires close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
• Work environment: Exposed to weather conditions prevalent at the time. Noise level is usually moderate.
• Travel required: As required by the position.