Territory Manager - Automotive

About the role

PSE Group is a nationwide team of coatings specialists dedicated to providing exceptional products and value-added services to our customer partners. We offer a wide range of coatings solutions to enhance our customers' productivity, improve quality, and reduce material costs. Our objective is to support the entire purchasing process from coatings to associated products to complete application systems.

Responsibilities

• Make sales calls and presentations to prospective and existing customers.
• Develop a regular sales call schedule to ensure that the needs and expectations of the customers are met.
• Be familiar with all products, including their application and preparation, in the automotive line.
• Aid customers in proper selection and application of product to develop expert relationships.
• Further knowledge/skills regarding sales techniques and methods.
• Develop sales presentations and promotions to facilitate growth in existing accounts and to open new accounts.
• Maintain effective interaction with vendors.
• Maximize utilization of cost-effective resources provided by vendors.
• Participate in, and conduct, existing and new product demonstrations with customers and factory representatives.
• Attend and participate in all sales meetings.
• Devise effective territory sales and marketing strategies.
• Customer Service
• Readily accessible to customers for advice/assistance through use of cell phone, voice mail, e-mail, and in person.
• Build relationships.
• Investigate customer complaints and follow up based on company and Quality Management System (QMS) policies, procedures and processes.
• Monitor and track customer back orders per QMS work instructions.
• Provide customer with technical, and marketing training as needed.
• Absorb customer in determining inventory levels.
• Absorb customer in field color formulations.
• Ensure proper documentation for all consigned inventory and equipment per QMS Work Instructions.
• Marketing
• Collect reliable customer and territory information.
• Identify current market competitors and their strengths and weaknesses.
• Know Painters Supply and Equipment Co.’s competitive advantages.
• Read and interpret market information and identify opportunities.
• Actively seek to become key knowledge source for customer regarding automotive finishing and related products.
• Participates in special project assignments and completes other duties as assigned.
• Develop, implement, and maintain action plans to meet and exceed targeted revenue and profitability targets for both existing and new customers.
• Prepare sales call reports, proposals, quotations, forecasts, and business plans.
• Management
• Control expenses, while remaining within budget, and maintain required records/documentation.
• Submit required reports, documentation and summaries as required by management within specified deadlines.
• Further knowledge of automotive finishing industry through company training, trade journals, seminars, etc.
• Understand paperwork flow and provide documents as required.
• Know the sales goals and formulate plan of action to attain or surpass figures.
• Additional Duties
• Answer telephone in a professional manner, answer questions knowledgeably and/or take customer orders per QMS work instructions.
• Conduct self in a professional manner to ensure customers’ quality and service expectations are met.
• Operate vehicle in accordance with all state, provincial and federal laws while maintaining an acceptable personal driving record.
• Employee is required to carry Automotive Insurance per the company policy guidelines.
• Assist in the store during times needed, i.e. vacation, personal, medical absences, etc.
• Assist with inside customer service, as needed, including servicing customers and/or processing their orders per the QMS work instructions.
• Process sales transactions using POS devices and company policies and procedures.
• Perform other duties as assigned.

Requirements

• Proven experience as a Territory Manager
• BSc/BA in Business, Marketing or a related field
• Proven track record of increasing sales and revenue; field sales experience is preferred
• Ability to develop sales strategies and use performance KPIs
• Proficient in MS Office; familiarity with Salesforce is a plus
• Excellent sales and communication skills
• Organizational and leadership ability
• Problem-solving aptitude
• Ability to work all scheduled hours as needed
• If usage of employee’s own vehicle is required for company business, employee must obtain appropriate insurance per company policy.

Physical Requirements

• Ability to lift and carry approximately 25 – 50 lbs. frequently and 75 – 100 lbs. on occasion.
• The employee will spend approximately 20% of the time sitting, 60% standing, 10% walking, 10% stooping, climbing and kneeling.
• Ability to perceive color differences and wear safety equipment as required.
• Must be able to tolerate non-toxic paint odors.
• Must be able to physically demonstrate paint and associated products by utilizing various product delivery systems such as spray guns and other related equipment.