Territory Manager

About the role

The Territory Manager is responsible for an assigned service territory, supervising route representatives and ensuring safety and results, including customer retention, growth, AR collection, customer renewals, and service quality.

Responsibilities

• Promote and sustain a safety culture
• Evaluate, coach, and develop Route Sales Representatives (RSRs)
• Create a sales culture fostering team selling
• Aid in new account installations
• Manage day-to-day activities of customer service programs
• Visit all required customers quarterly
• Respond to and resolve service requests promptly
• Negotiate and secure renewal agreements
• Recruit, select, and hire Route Sales employees
• Review trends, performance, and coach RSRs weekly
• Address pending issues remotely and ensure timely resolution
• Coordinate collections for accounts receivable
• Investigate and report on accidents or incidents
• Deliver and participate in training to meet customer retention and service goals

Requirements

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

Skills

• Demonstrated ability to interface with various organizational functions
• Strong interpersonal, analytical, communication, and customer service skills
• Considerable negotiation skills
• Computer proficiency, including MS Office software

Knowledge

Knowledge of the service industry, customer service, and management principles is beneficial. Previous experience in sales and route-based operations is preferred.

Working Environment/Safety Requirements

Majority of time will be spent driving a vehicle or company step-van to call on customers and supervise employees. Exposure to weather conditions, such as heat, wind, cold, rain, and snow, is common. Customer visits may involve walking, climbing stairs, pushing/pulling carts, and exposure to weather conditions. Must be able to lift and maneuver up to 50 pounds and occasionally up to 100 pounds, as well as load/unload products 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, and vehicle maintenance.

Experience/Qualifications

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 or contract-managed service experience preferred. Significant customer interface and service experience. Production planning, maintenance, or warehouse operations experience preferred.

License Requirements/Certifications

Must be DOT-certified. Driver’s license and automobile insurance on personal vehicle required. Successful completion of criminal background, motor vehicle record, and drug screen checks.

Compensation

The salary range for this position is $79,000 to $85,000, depending on circumstances including an applicant’s skills and qualifications, certain degrees and certifications, prior job experience, market data, and other relevant factors. Additional compensation may include a bonus or commission. Bonus potential: $4,000 per quarter.