Territory Sales Manager

1 day ago

Stockton, California, United States Johnstone Supply Full time
Job Title: Territory Sales Manager

We are seeking a highly motivated and experienced Territory Sales Manager to join our team at Johnstone Supply. As a Territory Sales Manager, you will be responsible for growing new and existing customer sales in assigned geographical territories.

Key Responsibilities:
  • Develop a thorough knowledge base of customers in the territory.
  • Conduct research to understand customer revenue potential, creditworthiness, business focus and operations, current supplier and manufacturer relationships, and other information pertinent to determining customer fit.
  • Categorize and prioritize accounts and allocate time to highest priorities.
  • Map opportunities into territories/zones.
  • Initiate contact with customers and develop relationships with influencers and decision makers.
  • Questions, listens, and observes to uncover customer needs.
  • Presents Insights and Solutions:
    • Takes a consultative approach to sales by proposing product and service programs that are linked to customer needs, while maintaining profitability metrics.
    • Articulates the value of programs and services in terms of resolving customer needs and problems.
  • Closes Business:
    • Collaborates with customers to define next steps, and coaches customers through the buying process.
  • Sales Planning:
    • Works with customers to plan and forecast sales.
    • Participates with management in updating territory plans, forecasts and setting territory sales goals.
  • Ongoing Customer Engagement:
    • Calls on customers on a regular basis to ask for feedback; review and adjust forecasts and programs as necessary; provide insights about the market, industry, supplier marketing programs, and other opportunities available for customers.
    • Develops a trusted business advisor relationship with customers.
  • Internal Coordination & Communication:
    • Provides customer information to the branch team to help them support the customer.
    • Communicates product and pricing programs, as well as specific things needed from each department to support customer commitments.
    • Follows up to ensure internal departments are able to meet customer expectations.
    • Proactively follows up on leads or issues uncovered by the branch team.
  • Problem Resolution:
    • Serves as the main point of contact to resolve customer issues or problems.
  • Tracking and Reporting:
    • Inputs customer interactions into CRM tool.
    • Analyzes customer sales, margins, share of wallet, buying behaviors, and Accounts Receivable.
    • Provides reports to management on a regular basis.
  • Maintains Expertise:
    • Monitors market conditions, product innovations, and competitors' products, prices, and sales.
    • Maintains knowledge of new and existing products and inventory by participating in training, studying Johnstone and industry catalogs and web sites, and seeking knowledge from sales manager and other knowledgeable sources.
  • Represents Johnstone:
    • Serves as a representative of the company at trade association meetings, industry events, open houses, or other events at the customer's request.
    Requirements:
    • High School Diploma / GED required OR equivalent combination of education and experience.
    • Minimum of 2 years of documented successful direct sales experience.
    • Knowledge of HVACR wholesale distribution business and factors influencing profit and loss.
    • Knowledge of internal company operations, programs, services, capabilities and differentiators.
    • Knowledge of HVACR customer business operations and factors influencing profit and loss.
    • Mechanical aptitude, or the ability to understand how machines and tools are used to accomplish work (helpful).
    Preferred Qualifications:
    • Skill in listening and asking questions to understand others.
    • Skill in professionally presenting programs in person.
    • Skill in writing professional business proposals.
    • Ability to drive two-way communication.
    • Skill in communicating pertinent information in a concise manner.
    • Skill in creating ongoing customer expansion strategies.
    • Ability to use information to develop sales forecasts and goals.
    • Ability to gather data from websites, published reports, suppliers and individuals.
    • Ability to calculate figures and amounts such as discounts, interest, rebates, proportions, and percentages.
    • Ability to compile data into actionable information.
    • Ability to uncover potential business opportunities.
    • Ability to distinguish between high and low value opportunities.
    • Ability to identify factors that drive goal attainment.
    • Ability to create solutions and strategies to meet customer needs while maintaining profitability.
    • Skill in identifying factors that influence buyer behavior.
    • Ability to link programs and services to customer needs.
    • Ability to identify organization influencers and decision makers.
    • Skill in observing and listening to uncover customer needs and problems.
    • Skill in diagnosing problems and determining causes.
    Work Environment:

The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The employee is regularly required to reach with hands and arms, climb and balance; stoop, kneel, crouch or crawl.

The employee is frequently required to lift and carry and/or move up to 50 pounds, and occasionally required to move up to 100 pounds.

Specific vision abilities required by this job include close vision, color vision, depth perception, and ability to adjust focus.

Most work is performed at customer sites with cellular phone, car, computer.

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