Sr Territory Manager

Exempt, Grade 14

Sales Incentive Program (SIP) eligible

GENERAL SCOPE

Manages an assigned account, or group of accounts, with the primary responsibility to create value for the assigned customers through the technical service they provide; and identifying new product opportunities and selling to existing customers. A Sales Service Professional’s sole focus is to maintain revenue, price capture and to improve gross profit. A Sales Service Professional may work on attaining new business where appropriate, but that is not their primary assignment or job responsibility.

KNOWLEDGE

Good knowledge of the job.  Substantial acquaintance with and understanding of general aspects of the job with a limited understanding of the technical phases of the job.

JOB COMPLEXITY

Performs a variety of activities which involve standard procedures.  Gathers and manipulates common data, verifies adequacy and appropriateness; develops charts, diagrams, and standard reports.  In technical or production positions, may also set up and operate standard electronic or mechanical equipment used to develop, produce and/or test products or process data.   

IMPACT

Impact to overall activity limited to immediate functional area. Errors could result in rework, and minor schedule impact.

Maintain and develop all profitable streets, key, and chain accounts by continuously offering key profitabile technologies and products.  Ensure overall customer retention level and territory value meet company standards.

Increase sales through penetration of full line of product and system solution offering (to include parts, warewashing, laundry, kitchen, companion product, housekeeping, facilities maintenance, personal care and new systems sales) to existing customers; recommending profitable product solutions.  Meet account sales penetration goals.

Increase sales through new account sales and penetrate target market sectors by introducing new value added systems by identifying prospects, scheduling sales calls and successfully closing sale; meeting new account sales goals.

Provide regularly scheduled preventative maintenance, manage delivery of product, installation of equipment and emergency service while selling systems benefits to maintain current customer base. Merchandise basic in-service training for warewashing, kitchen ancillaries, room care, laundry and floor care procedures.

Educate and train customers on proper handling of chemicals and care of equipment; reinforce safe use of products at customer accounts.

Manage outstanding accounts receivable and resolve customer concerns and problems.