Territory Manager

About the role

The Territory Manager is responsible for an assigned service territory, supervising route representatives and ensuring service safety and results.

Responsibilities

• Promote and sustain a safety culture
• Evaluate, coach, and develop Route Sales Representatives (RSRs)
• Create a pervasive sales culture fostering team selling via Together-In-Growth (TIG) and Shared Lead programs
• Aid in new account installations
• Manage day-to-day activities of customer service programs
• Visit all required customers each quarter to review growth and service opportunities
• Set clear expectations for customer service and lead by example
• Travel extensively with service professionals, conducting observations and visiting customer locations
• Proactively follow up on accounts in jeopardy and resolve service concerns expeditiously
• Negotiate and secure renewal agreements with existing customers
• Recruit, select, and hire Route Sales employees
• Review trends, performance, and coach RSRs weekly
• Deliver and participate in training to ensure customer retention and service goals are met
• Daily contact with RSRs to address pending items and situations
• Attend meetings and complete necessary administrative work to improve customer satisfaction
• Coordinate collections for accounts receivable
• Investigate and report on all accidents or incidents within 24 hours of notification

Requirements

• High school diploma or equivalent; Bachelor’s degree in related field preferred or equivalent experience
• Two years of service and route-based industry experience, with proven track record for growing customer accounts
• Previous profit and loss accountability and/or contract-managed service experience preferred
• Significant customer interface and service experience
• Production planning, maintenance, or warehouse operations experience preferred
• Must be DOT-certified
• Valid driver’s license and automobile insurance on personal vehicle

Skills/Knowledge/Abilities

• Demonstrated ability to successfully interface with a variety of organizational functions
• Strong interpersonal, analytical, communication, and customer service skills
• Considerable negotiation skills
• Computer proficiency, including working knowledge of MS Office software

Working Environment/Safety Requirements

• Majority of time will be driving your own vehicle or company step-van to call on customers and supervise employees in the assigned service territory
• Exposed to weather conditions in the area (heat, wind, cold, rain, snow, etc.)
• Customer visitations may require walking, climbing stairs, pushing/pulling carts, exposure to weather conditions
• Must be able to frequently lift and maneuver up to 50 pounds and occasionally up to 100 pounds, as well as load/unload product from a truck without assistance
• Time will also be spent in a company office environment; with exposure at the loading dock, production and warehouse areas, exposure to vehicles for loading/unloading, and exposure to vehicle maintenance