Territory Sales Representative

JOB FUNCTION

REPORTS TO: VP of Sales and Marketing
LOCATION: Continental US

The Territory Sales Representative is responsible to the VP of Sales and Marketing, for delivering incremental sales growth, all field sales activities and development of the branded business within the assigned region. The key responsibility is to maximize sales results in accordance with the objectives of SW Safety.

To deliver regional goals the Territory Sales Representative is to leverage relationships, pull through the SW value proposition, and implement joint business plans with the independent rep group assigned to the region to effectively gain share of mind and accelerated growth. Traveling to conduct business is essential and required.

NATURE AND SCOPE

Key responsibilities include the following:

• Responsible for delivering the annual sales growth target set by the VP of Sales and Marketing for the specified region. The Territory Sales Representative will effectively manage the opportunities and accounts within the region under his/her responsibility to produce the required results. This requires quarterly review of account coverage and opportunities.
• Implement an annual regional sales plan identifying goals, strategies, tactics for branded distributor & end-user opportunities within existing and new channels.
• Manage and enhance regional gross profit by successfully positioning single use and reusable and performance technology products that create value for the end-user. Effectively manage product mix, and new product launches with key customers.
• Responsible for all pricing exception recommendations leading new potential business. Profit, dollar volume, and strategy must be considered and documented. Must administer and coordinate with the VP of Sales and Marketing and Commercial Operations Manager.
• Effectively use CRM Sales Force, to capture and progress new opportunities, follow up on leads. track lost business and forecast new business. Monthly the RSM represents the region by working with marketing and supply to present win/loss changes and marketing intelligence.
• Responsible for leveraging and developing independent rep groups assets to accelerate growth and significantly outperform market growth.
• Achieve the annual personal objectives as agreed to by the Regional Sales Manager and the VP of Sales and Marketing.
• Effectively communicate key field intelligence and activities on a timely basis to the sales, marketing and operations.

KNOWLEDGE/EXPERIENCE

• To effectively carry out the above responsibilities, the Territory Sales Manager should possess the following skills, knowledge and business experience:
• 4-year college degree and computer skills required. General management and financial experience preferable.
• Experience with large industrial end user field sales, sales management, and industrial distribution. Solid background in industrial health and safety preferred, but not required.
• Strong verbal and written communication skills.
• Strong organizational, planning, computer and administrative skills.
• Strong interpersonal and relationship building skills including personnel skills needed in staffing and development of field sales personnel. A track record to make changes in a timely manner to personnel when non-performance is detected either through probation or termination.
• Track record of ethical and professional performance in previous job experiences.

PRINCIPAL ACCOUNTABLILITIES

• Field Sales: Inform commercial team of problems, opportunities, program effects, market conditions, competitive activity, and any issue affecting field sales efforts. Develop and sustain strong relationships with key end users and distributors. CRM, Sales Force must be up to date and designated fields completed.
• Planning and Control: Develop annual independent rep group regional business plans consistent with overall company objectives. Monitor effort & progress in accordance with plan to achieve field sales objectives and performance to plan.
• Reporting: Submit monthly Field Feedback Report summarizing field activities for each month in the required format, including monthly updates of new business & lost business, competitive activity and customer issues. Analyze and report on all regional sales issues, including key distributor and end user initiatives.
• Accountable for the quality of information in the Sales Force CRM program and that all end-user, distributor and OEM accounts are updated on a regular basis.
• Distributor, and End-users: Regional Sales Manager will develop strong “partnerships” with key distributors and end-users. Review quarterly distributor, OEM and end-user performance and implement changes as needed for optimum performance. Attend key industry association meetings and shows as required.
• Pricing: Manage and administer any & all pricing exceptions to maximize profits and grow volume. Communicate business case for all pricing exceptions to the VP of Sales and Marketing for review and approval.