Full Job Description
The Territory Manager plans, directs, and implements sound business initiatives and supports action plans for the BOMAG dealer organization. The Territory Manager selects key accounts within an assigned territory in order to maximize sales and market share of company product lines. The Territory Manager serves as a territory leader by directing and coordinating all dealer support efforts, performing research to identify territory needs and opportunities, and overseeing the proper execution of channel and dealer development activities.
Territory: CA, NV, CO, AZ, NM, WA
Forecast annual territory sales and inventory goals.
Maintain responsibility for sales forecast, weekly activity, expense reports, and other ad hoc reports.
Identify high potential markets. Locate, recruit, establish, and develop dealers in these markets. Facilitate the establishment of company product full line representation.
Develop both current and new dealers with the implementation of sound business initiatives (whole goods, parts, service, rental, inventory planning, training) and take action to aid in the implementation of such initiatives.
Establish dealer retail sales goals and inventory targets for equipment based on industry potential, sales, and market share goals for assigned territory.
Establish dealer rental sales goals and fleet targets for each product line.
Assist dealers in retail sales calls. Provide instruction concerning service, applications, maintenance, and safe operation of products.
Promote distributor stocking programs and wholesale and retail finance programs.
Plan and conduct dealer product and application training programs and help facilitate end user product demonstrations.
Prepare forecast and business plans with distributors for annual sales and monthly updates.
Communicate company policies and procedures to dealers and assure compliance to distributor agreement, terms, and discount policies.
Perform annual dealer reviews in order to fully develop dealer priorities for attainment of territory goals and objectives. Fully document non-performance and develop corrective action plans to improve dealer performance.
Plan calls with distributors, end users, industry associations, and competitive dealers.
Develop and disseminate market information and suggest solutions to problems regarding product types, trends, competitive market share/pricing, specifications, and state/local restrictions. Provide both current and future product recommendations.
Establish travel schedule to meet territory goals and objectives. Adhere to annual travel expense budget.
Seek resolutions for dealer, manufacturing, or customer issues and concerns.
Interact directly with other territory managers, the management team, and other departments such as Sales, Marketing, Engineering, and Product Management.
Maintain relationships/contacts with distributors, end users, and industry associations.
Team Member Accountabilities
Every BOMAG Americas team member is expected to:
Be honest and professional, follow the company rules, and stay true to your word.
Team up well with others, own your work, and make smart choices.
Build and maintain good relationships with internal and external customers.
Address issues and respond to communications promptly and positively.
Embrace change and be open to new ideas and processes.
Always aim to do your best work, meet deadlines, and keep improving.
