Territory Manager

4 days ago

Akron, United States GOJO Industries Full time


Information about #31865 Territory Manager



Work Location: Field Sales; selected candidate will reside in the greater St. Louis area and will cover most of Missouri. Expected overnight travel is 15%.

Formulated to Care



For more than 75 years, GOJO, Makers of PURELL has been powered by people who are energized by helping the world experience greater health and well-being.



The positive impact of our PURELL hand and surface hygiene solutions is driven by our global community of highly collaborative and talented team members who love to learn, innovate, care for each other, and deliver our Purpose of Saving Lives and Making Life Better.



Role Objective

Responsible for driving profitable growth through acquisition, retention and penetration of end user customers in the specified geography while developing, leveraging and growing channel partners through a variety of activities. Activities include developing both channel and end user business plans and executing marketing initiatives that align with GOJO Demand Activation (GDAP) resources to demonstrate GOJO total solution with end users and channel partners.


Essential Functions and Responsibilities

General Responsibilities




  • Partner with internal teams to develop and execute agreed upon marketing programs
  • Integrate GDAP resources as needed to engage end user customers and channel partners
  • Develop and maintain end user and channel partner industry thought leader relationships within the assigned geography
  • Regularly report competitive activity
  • Prepare meetings with customers, representatives, and internal teams
  • Daily management of pipeline, activity related to end users and channel partners and keep current contact information in CRM
  • Seek out innovation opportunities to improve GOJO Total Solutions approach
  • Manage mix and pricing to drive enhanced profitability
  • Utilize core analytics to manage business
  • Participate in cross-functional teams and provide ongoing strategic insights to GOJO sales leadership, marketing and other areas as necessary
  • Analyze data and provide strategic insights related to end users in assigned regions
  • Manage T&E




End User Responsibilities:




  • Develop key relationships and leverage reporting to maintain and grow end users into customers for life
  • Drive overall market share growth through profitable end user selling activities
  • Develop and execute against end user business plans
  • Expand GOJO footprint by selling to all appropriate areas within the end user
  • Cross-sell and upsell full product portfolio to all markets
  • Perform various operational functions to manage customers‘ business in CRM (sample requests, activities, tasks and events, bid/quotes, issue resolution)
  • Collaborate with GOJO Vertical Market specialists to build targets
  • Negotiate profitable contracts




Channel Responsibilities




  • Develop relationships with key stakeholders at channel partners to position GOJO innovation and develop lead line status
  • Leverage reporting to understand channel partners business and mine for white space opportunities
  • For owned channel accounts, develop and execute against business plans & sales strategy and facilitate regular business reviews
  • For supporting channel accounts, execute against business plans & sales strategy at direction of the account owner
  • Partner with GOJO team members to facilitate the category management approach positioning innovations and programs with assigned channel partners
  • Support and partner with Vertical Markets by working and facilitating channel account processes and programs
  • Coach, train and partner with distributor sales reps
  • Engage appropriate BST and leadership to manage trade conflict within the territory
  • Leverage distribution relationships to develop, maintain and penetrate end user accounts

Education and Experience

  • BA/BS in business management, marketing, communications or related discipline preferred
  • Minimum two (2) years of experience in B2B/professional sales preferred and/or experience managing distribution to end user segments
  • Experience with the following markets is a plus: Janitorial Supply, Healthcare, Foodservice, Education

Supervision/Coordination

  • Coordinates sales activities with key Channel Partners and End Users in conjunction with GOJO team members
  • Does not supervise other GOJO team members
  • Collaborates cross-functionally across the enterprise
  • Coordinates and communicates events/activities for key accounts and others as appropriate

Travel Requirements
Overnight Travel - sporadic - required.



To Apply:



To apply for this position, please complete the online application process. You will have an opportunity to include your resume and a cover letter. GOJO is an Affirmative Action/Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or status as an individual with a disability. Applicants must be lawfully authorized to work in the United States.



Recruiters, Search Agencies or others referring candidates to GOJO Industries, Inc. without written authorization from GOJO Industries, Inc. Human Resources will not be compensated in any way for their online referral even if GOJO Industries, Inc. hires the candidate. GOJO does not seek or respond to unsolicited resumes for positions that are not listed in the Careers section.





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