Territory Manager

About the role

As the Territory Manager, you will own accounts within an assigned geography, maximizing selling and growth opportunities. This role leverages internal and external partnerships, business intelligence, customer experience, and revenue analytics to drive unit and revenue growth within your territory.

Responsibilities

• Prospect and identify dealer growth opportunities within an assigned geography, delivering growth through activation of dormant and/or under-penetrated accounts.
• Identify products or services that best meet customer needs using business intelligence and market expertise to propose product screens and segment recommendations.
• Travel throughout the assigned territory and to Solution Centers or other Distribution Centers as required by management.
• Grow program dealers while improving total units sold as a percentage of total units.
• Develop and grow opportunity accounts, transitioning them to the Key Account Manager.
• Ensure quality CRM data to enable customer retention, business development, follow-up actions, and other sales activities.
• Collaborate with support roles to drive additional unit/revenue opportunities and build strong customer relationships.
• Identify upsell and cross-sell opportunities based on customer needs 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; overcomes obstacles and learns from failures.
• Builds networks: Leverages personal and professional networks to gain insights, build support, and exchange knowledge.
• Business insight: Understands how activities relate to critical business drivers and uses market changes to shape decisions.
• Collaborates: Involves others to accomplish goals, shares information, and discourages "us versus them" thinking.
• Customer focus: Maintains customer contact to resolve problems and uses feedback to develop creative solutions.
• Drives results: Sets challenging goals, pursues initiatives to completion, and focuses on key objectives despite setbacks.
• Instills trust: Demonstrates integrity, follows through on commitments, and maintains honesty in all interactions.
• Interpersonal savvy: Relates comfortably with diverse groups, builds rapport, and maintains productive relationships.
• Nimble learning: Learns through experimentation, using successes and failures to tackle new problems.
• Persuades: Convinces others through well-reasoned rationale and adjusts approach when compromise is needed.
• Plans and aligns: Prioritizes work to meet commitments aligned with organizational goals and reduces bottlenecks.
• Situational adaptability: Adapts to changing needs, conditions, and priorities, adjusting behaviors as required.

Requirements

• High School diploma or GED.

Skills

• Action Planning (Level 3)
• Commercial Acumen (Level 3)
• Knows the Buying Influences (Level 3)
• Customer and Market Analysis (Level 3)
• Strengthens Customer Connections (Level 3)
• Builds Customer Loyalty (Level 4)
• Understands Customer Needs (Level 3)
• Manages Resistance (Level 3)

Physical Demands / Working Conditions

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