Territory Manager

2 weeks ago

Quincy, United States Crader Distributing Company Full time

The Territory Manager is the primary interface between authorized STIHL dealers and CDC and is responsible for developing a relationship that promotes growth in both sales and market share for STIHL. The Territory Manager is responsible for growing and maintaining the dealer base in their territory and ensuring dealers are meeting their obligations as an authorized STIHL dealer. The Territory Manager is responsible for managing dealer growth, prospecting for new dealers and identifying underperforming dealers in their territory and taking action as required.  This includes monitoring the purchasing activity of the dealers, checking the dealer’s payment activities, ensuring participation by the dealer in CDC programs and participating in dealer hosted events. 


The Territory Manager will work with other members of the CDC staff to provide training to dealers on topics that range from technical training and sales training to business development activities. The Territory Manager will work with the staff of CDC and other Territory Managers in areas such as technical training, merchandising and advertising in an effort to develop their dealer base to its full potential. 


Qualifications Required:


¨    Working knowledge of sales techniques

¨    Working knowledge of 2-cycle and 4-cycle engine theory and application

¨    Clean driving record

¨    Technical skill and aptitude

¨    Teaching and presentation skills

¨    Excellent interpersonal skills

¨    Must be neat, personable and possess a professional demeanor

¨    Be skilled in both written and verbal communication

¨    Be skilled in sales and business analysis

¨    High level of personal integrity and honesty

¨    Ability to plan and perform work independently

¨    Ability to establish and maintain effective working relationships

¨    Must live in the sales territory and willingness to travel

¨    Good computer skills

¨    Proficiency in Microsoft Office

¨    Pre-employment background check

¨    Subject to pre-employment drug screening


Additional Qualification a plus

¨    Bilingual – English, Spanish


Job Functions


Dealer Development

w To visit dealer locations in order to evaluate their performance and identify any issues that may affect the business.

w To effectively manage their schedule in order to visit dealers with the frequency required to support dealer growth and CDC programs. This position requires some overnight travel, primarily driving but occasionally via air travel.

w To identify dealers that are not meeting their obligations as authorized STIHL dealers and initiate a process to correct the situation.

w To prospect for new dealers within their territory to support the overall growth of the business.

w To develop strategies to maintain the growth of the territory, to ensure end users are being serviced adequately and to minimize the threat of competitive product.

w To report on dealer visits and document any business intelligence gained or any issues that may impact the business.

w To work dealer events such as Commercial Days, Open Houses or other special events.

w To assist in the installation of new dealer displays and the upgrade of display systems in current dealers locations.

w To work with the dealers on current and future programs and initiatives to meet CDC business objectives.

w To respond to storm events or disasters to supply inventory to dealers and support the needs of end users in the area.

w To interface with other Territory Managers and assist them as required.


Training

w To train new and existing dealer personnel on sales aspects of the product in an ongoing process of dealer education and development.

w To continually learn about new STIHL products and be able to train dealer personnel on the new equipment.

w To present product and sales related topics at events such as new dealer acceleration or dealer events such as open houses.


Other Requirements:

w Establish a positive working relationship with their dealers, other Territory Managers and the staff of CDC

w Create and give presentations on products, sales and other topics as required.

w Other duties and responsibilities as required or assigned by the Sales Manager.

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