Territory Manager

This position contributes to company growth and profitability by growing new and existing customer sales in assigned geographical territory or with assigned customers.

Roles and Responsibilities

• Develops a thorough knowledge base of customers in the territory. Conducts research to understand customer revenue potential, creditworthiness, business focus and operations, current supplier and manufacturer relationships, and other information pertinent to determining customer fit. Categorizes and prioritizes accounts and allocates time to highest priorities. Map’s opportunities into territories/zones.
• Initiates contact with customers and develops relationships with influencers and decision makers. Questions, listens, and observes to uncover customer needs.
• Takes a consultative approach to sales by proposing product and service programs that are linked to customer needs, while maintaining profitability metrics. Articulates the value of programs and services in terms of resolving customer needs and problems.
• Collaborates with customers to define next steps, and coaches’ customers through the buying process.
• Works with customers to plan and forecast sales. Participates with management in updating territory plans, forecasts and setting territory sales goals.
• Calls on customers on a regular basis to ask for feedback; review and adjust forecasts and programs as necessary; provide insights about the market, industry, supplier marketing programs, and other opportunities available for customers. Develops a trusted business advisor relationship with customers.
• Provides customer information to the branch team to help them support the customer. Communicates product and pricing programs, as well as specific things needed from each department to support customer commitments. Follows up to ensure internal departments can meet customer expectations. Proactively follows up on leads or issues uncovered by the branch team.
• Serves as the main point of contact to resolve customer issues or problems.
• Analyzes customer sales, margins, share of wallet, buying behaviors, and Accounts Receivable.
• Provides weekly planning and reporting on a regular basis to Sales Director.
• Monitors market conditions, product innovations, and competitors' products, prices, and sales. Maintains knowledge of new and existing products and inventory by participating in training, studying Johnstone and industry catalogs and web sites, and seeking knowledge from sales manager and other knowledgeable sources.
• Expected to continually focus on Company Key Initiatives and support company sales targets, as well as hit individual Sales growth numbers.
• May assist with special duties and assignments as needed.

Qualifications and Education Requirements

Required:

• High School Diploma or equivalent.
• Minimum of 2 years of documented successful direct sales experience.

Preferred:

• Bachelor’s degree in marketing, business administration, sales, or relevant field
• 4-5 years' previous work experience in sales, management, key account management, or relevant experience.

Additional Job-Specific Knowledge, Skills & Abilities

• A positive attitude, a desire to help others, and a demeanor that is not easily rattled under pressure.
• Self-motivated, self-directed, and punctual.
• Exceptional customer service skills
• Basic computer and math skills
• Proficient with handheld technology and ability to learn new software programs quickly.
• Able to multitask, prioritize, manage time efficiently and more than one client account
• Goal-oriented, organized team player
• Excellent interpersonal relationship skills
• Eager to expand the company with new sales.
• Excellent verbal and written communication skills; must be a listener, observer, a presenter, and a people-person
• Strong negotiation skills, with ability follow-through on client contracts
• Proven results of delivering client solutions and meeting sales goals
• Knowledge of internal company operations, programs, services, capabilities, and differentiators
• Mechanical aptitude, or the ability to understand how machines and tools are used to accomplish work
• Skill in creating ongoing customer expansion strategies
• Ability to use information to develop sales forecasts and goals
• Ability to uncover potential business opportunities
• Ability to distinguish between high and low value opportunities
• Ability to identify factors that drive goal attainment
• Ability to create solutions and strategies to meet customer needs while maintaining profitability
• Skill in identifying factors that influence buyer behavior
• Ability to link programs and services to customer needs
• Ability to identify organization influencers and decision makers
• Skill in diagnosing problems and determining causes

Core Values

To be able to continue to serve our customers long into the future, we look at the employee characteristics that we believe have made us successful in the past. They are the traits that we want to encourage among existing employees and seek and develop in our new hires. These traits we have described as our Core Values.

They are:

• Selfless - “What have you done today to help someone else?”
• Positive Can-do Attitude – “Stuff happens, it’s how you react to the stuff that matters”
• Attention to Detail – “Our work is very detailed, pay attention to the little things”
• Willingness to Learn – “Our industry changes often, you can’t rely on how smart you were”
• Competitive – “How committed are you to getting better every day?”
• Integrity - "Do the right thing, even when no one is looking."

Additional Notes

May travel for meetings and training as needed. May represent Johnstone Supply at trade associations and events.

Candidate must have the ability to prioritize workload and work under pressure to ensure deadlines are met.

Position entails providing service to clients in a respectful, sensitive, and confidential manner.

Must have the ability to work in the United States.

Job Type: Full-time

Benefits:

• 401(k)
• 401(k) matching
• Company car
• Dental insurance
• Employee assistance program
• Health insurance
• Health savings account
• Paid time off
• Professional development assistance
• Referral program
• Tuition reimbursement
• Vision insurance

Compensation package:

• Commission pay

Schedule:

• 8 hour shift
• Monday to Friday

Travel requirement:

• Up to 75% travel

License/Certification:

• Driver's License (Required)

Ability to Commute:

• Brownsville, TX 78521 (Preferred)

Ability to Relocate:

• Brownsville, TX 78521: Relocate before starting work (Preferred)

Work Location: Hybrid remote in Brownsville, TX 78521