Territory Manager

About the role

If you are a strong salesperson with the drive and desire to build a long-term career, this opportunity may be for you. By promoting well-known brands with a reputation for excellence, this role offers ownership of an extended, prime territory covering Wisconsin, Indiana, Kentucky, Michigan, Iowa, Missouri, and Ohio. You will call on retail hardware stores, lumberyards, and farm and agriculture accounts to meet client needs and increase market share.

Responsibilities

• Drive Sales (60%)
  • Actively manage and grow established accounts within a large defined territory, as well as develop and expand new business.
  • Identify and prioritize new/prospective customers, and actively pursue opportunities for product placement and competitive conversion.
  • Develop and conduct sales presentations for key customers regarding new products, line expansions, and opportunities for additional product placement.
  • Execute competitive category conversion within existing accounts, core National Hardware, track & hanger, and ancillary categories.
  • Understand and articulate promotional, competitive conversion, category expansion, and POG refresh programs of key wholesale partners to drive retail sales growth.
  • Collaborate with Business Development Manager, National Account Manager, and Key Account Manager leaders to support market share growth in territory.
  • Prioritize market opportunities to optimize customer experience and sales growth while utilizing Salesforce.com to track and monitor all conversion, retention, and new product initiatives.
• Key Decision Maker Penetration (25%)
  • Maintain deep customer relationships through in-store product management, including face-to-face meetings.
  • Understand each customer’s needs to provide real, effective solutions.
  • Communicate promotions, events, execution, and overall business results monthly.
  • Provide strategic planogramming, product placement, and merchandising support to maximize product profitability and sell-through.
  • Leverage consumer insight information to identify in-store growth opportunities.
  • Conduct in-store product knowledge training to maximize sales in territory.
  • Consult on reorder points, min/max logic, stock levels, and planogram integrity with store management.
  • Work closely with wholesale account sales leaders in your territory to identify opportunities, expand market share, and close sales.
• Business Management (15%)
  • Collaborate with peers on plan-o-gram development and develop territory-specific Price Change Requests to support new business while focused on profitability.
  • Work within defined T&E budgets.
  • Evaluate, provide analytics for, and manage customer records for assigned accounts, including credit approvals and advertising agreements.
  • Place orders for merchandising aids and other point-of-sale materials.
  • Manage local 3rd party labor partners, including planning, approval, execution, and invoicing.
• Attend and manage trade shows, regional sales meetings, and support other key initiatives as needed.
• Assist corporate office with product evaluation, marketing plans, etc., as requested.
• Travel 75% within the territory by automobile or air (as required) to provide service and sales to customers.

Requirements

• Bachelor's Degree in Business or related field preferred, or relevant years of experience.
• 2+ years of sales experience is preferred.
• Prior retail/consumer goods experience is preferred.

Skills

• Strong analytical and problem-solving skills.
• Relationship-building skills and networking/collaboration abilities.
• Strategic mindset.
• Demonstrated interpersonal and customer-centric orientation.
• Self-motivated.
• Highly effective communication skills.
• Physical ability to lift 25-30 lbs.

Work Environment

You will operate out of your home office and spend the majority of your time in the field (at least 4 days a week).