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 and 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: Is calm and professional in difficult situations; continues to work toward objectives. Overcomes obstacles without becoming discouraged; draws lessons from failures. Recovers from setbacks and adversity.
• Builds networks: Draws upon own network to gain insight, build support, and achieve outcomes. Leverages networks to identify industry experts, explore best practices, and exchange ideas and knowledge.
• Business insight: Clearly understands how own activities relate to critical business drivers. Monitors business news and market changes for impact on the business or on own expertise area; uses this to shape decisions.
• Collaborates: Readily involves others to accomplish goals; stays in touch and shares information; discourages "us versus them" thinking; shows appreciation for others' ideas and input.
• Customer focus: Keeps in contact with customers to ensure problems are resolved or to improve customer service. Studies customer feedback and emerging customer needs and uses these to determine creative new ideas.
• Drives results: Holds self to high standards of performance; sets challenging goals; wants to achieve meaningful results; pursues initiatives/efforts to successful completion and closure. Focuses on key goals, even during setbacks and obstacles.
• Instills trust: Demonstrates integrity, upholding professional codes of conduct. Follows through on agreements and commitments despite competing priorities and is honest and straightforward.
• Interpersonal savvy: Relates openly and comfortably with diverse groups of people. Takes time to build rapport in meetings; speaks about common interests and priorities; shows tact and sensitivity in difficult interpersonal situations. Maintains productive relationships with a wide variety of people from a range of backgrounds.
• Nimble learning: Learns through experimentation when tackling new problems, using both successes and failures as learning fodder. Experiments to find the best possible solution and gains insight from test cases. Learns from mistakes to avoid repeating them.
• Persuades: Convinces others through a variety of means and methods of persuasion, including well-reasoned rationale. Recognizes when compromise is necessary and shifts approach to accommodate others.
• Plans and aligns: Plans and prioritizes work to meet commitments aligned with organizational goals. Outlines clear plans that put actions in a logical sequence; conveys time frames. Aligns own work with relevant workgroups. Takes steps to reduce bottlenecks and speed up the work.
• Situational adaptability: Takes steps to adapt to changing needs, conditions, priorities, or opportunities. Understands the cues that suggest a change in approach is needed; adopts new behaviors accordingly.

Requirements

• High School or GED degree.

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: While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to finger, handle or feel objects, tools or controls; reach with hands and arms; climb stairs; balance, stoop, kneel, crouch or crawl; talk, hear, taste and/or smell. The employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

Work Environment: While performing the duties of this job, the employee is exposed to weather conditions prevalent at the time. The noise level in the work environment is usually moderate.

Travel Required: As required by the position.