Requisition Number: 30421
PostingJob Summary (Purpose):
The Territory Sales Manager reports to the Region Sales and Marketing Director (RSMD) and is responsible for all commercial business in assigned Territories. Analyzes the competitive environment and new business opportunities for each Territory to develop and promote profitable customer growth and retention strategies. Has direct management responsibility for Territory Sales Representatives and Senior Territory Sales Representatives.
This job is commission pay eligible. Key Characteristics:
- Established sales and marketing experience with effective leadership skills.
- Has a proven track record of sales and/or marketing success.
Duties and Responsibilities:
- Sales Team Results Responsible for the leadership and development of all Territory Sales Managers within their Territories. This includes hiring, training, coaching, setting sales targets, evaluating performance, and terminations. Evaluates sales skills of each Territory Sales Manager and coaches for maximum effectiveness.
- Customer Growth Direct responsibility for the development and execution of commercial growth and retention strategies for assigned Territories. Develops and monitors territory sales and marketing plans. Responsible for promoting, implementing and monitoring regional and national sales and marketing programs.
- Communications Utilizes Sales Activity and Sales Performance reports generated from CRM to communicate results and actions required with Territory Sales Managers. Ensures Regional Sales & Marketing Director is informed of significant matters and takes corrective action or recommends alternative courses of action, as appropriate.
- Customer Relations Collaborates with the operating team where necessary to enhance the prospect/customer experience in building and maintaining relationships with high value customers.
- Business/Market Knowledge Understands operations and keeps current on the propane industry, customer demographics and the competitive environment in their assigned Territories in order to drive marketplace opportunities, mitigate risks and maximize total profit.
- Business Partner Territory Sales Manager partners with other business leads in NA, ACE, Wholesale, Legal and other departments in FSC to optimize commercial growth and profitability. Coaches their Territory Sales Managers to support the partnership.
- Documentation Ensures complete and accurate documentation for commissions or sales activity and performance reporting. Audits commission statements and manual submissions for accuracy and takes required action.
- Performs other duties and responsibilities as required or requested by manager.
Knowledge, Skills and Abilities:
- Position requires demonstrated sales, analytical, communication, and coaching skills.
- Must have good organizational skills with the ability to manage the sales process and maintain accurate minimum expectations within the CRM database.
Education & Experience:
- Degree in Business or equivalent experience required.
- 5+ years marketing and sales management experience in commercial sales.
- Familiarity with propane distribution industry (or similar industry), distribution operations, sales operations, marketing, business analysis and financial profit and loss experience strongly desired.
- Individual must have successful sales and marketing track record.
