Petcurean
  • 04-Oct-2019 to 25-Oct-2019 (PST)
  • Sales, USA West
  • USA
  • Salary
  • Full Time

Competitive benefits package


Territory Sales Manager, Northwest & Mountain

A Territory Sales Manager (TSM) has the entrepreneurial responsibility of managing and overseeing a set territory to ensure sales targets are achieved.  Being a champion of consultative selling, and having a passion for pet nutrition, the TSM will seek out new solutions and alternatives for retail partners and advocate for the Petcurean brand.  Through effective route planning and understanding the resources available to effectively meet the demands of the territory, the TSM will keep their territories sales activities running smoothly within an approved budget. Skilled in handling buyer objections, the TSM will pro-actively focus on the value and innovative solutions Petcurean provides. 

This role will report to the Regional Sales Manager, Western USA and will have a strong working relationship with the USA Sales team. This position would be based in Portland, Oregon and will be responsible for the Northwest & Mountain territory (Oregon, Idaho, California, Nevada, Wyoming); states are subject to change.

 

Responsibilities

  • Plan and manage the day to day business and development of a given territory, while fostering the Petcurean difference and values with our customers
  • Develop new store openings, market sales plans and Top 30 Account business plans
  • Work the 80/20 rule and focus on your territories "A" & "B" account base
  • Presents with poise, authority, and clarity to audiences of varying size and in various settings and, is able to adjust presentation style to the buying needs of the account;
  • Execute margin/business plan presentations supplied by employer.
  • Focus sales efforts by studying existing volume and potential volume of distributors in your given territory.
  • Utilizing the consultative sales techniques and practices, maintain routine face-to-face contact with existing accounts to ensure customer needs are met and exceeded
  • Resolves customer complaints by investigating problems, developing solutions, and making recommendations to management.
  • Engage in quarterly reviews of performance and market penetration
  • Evaluates and creates opportunities to grow the territory within a fixed budget.
  • Initiates grassroots sales techniques by scheduling appointments/drop-by to potential customers, making initial presentation, understanding account requirements and needs of potential customers. 
  • Closes new sales by building rapport with potential accounts, focusing on the account needs, explaining products and service solutions, welcoming and overcoming objections
  • Pro-actively coordinates efforts with other departments: marketing, customer service, Operations, transportation, and warehouse.
  • Keeps sales management apprised of sales activity via various reports (CRM, call logs, work plans, territory analysis).   Submits reports in a timely, organized manner.
  • Monitors competition by gathering marketplace information, trends, assessing presence, merchandising techniques, etc.
  • Maintains technical knowledge by learning about products and trends, reading industry publications, establishing personal networks, and participating in pet industry trade shows.
  • Roll up your sleeves and do what's necessary to get the job done and completes other duties as required within the same scope and level.

Qualifications

  • 3+ years of sales experience in a structured outside / field sales role, ideally in the consumer packaged goods industry.
  • Ideally a College or University degree in marketing or business studies;
  • Passionate about Petcurean's ultimate promise of putting pets first
  • Eager to learn the detailed ins and outs of pet nutrition and being a go-to person for territory nutrition and product inquiries.
  • Recognized as being an exceptional team player, who is self-directed and approachable
  • Strategic and proven thinking skills with the ability to attract new business and develop and grow the customer base through identifying new opportunities within their designated territory;
  • Strong verbal and written communication skills including superior communication and interpersonal skills using consultative sales principles;
  • Proven ability to facilitate engaging and memorable product training seminars both in a large and small group setting
  • Ability to work with various departments on resolving customer issues and suggesting enhancements and the ability to proactively identify and resolve problems in a timely manner;
  • Exemplary time management skills and an ability to work within a continually evolving environment;

Administration

  • Excellent computer skills including Word, Excel, PowerPoint, Outlook;
  • Manages effective Return On Time Investment (ROTI) for time and money spent in market.
  • Diligently maintain timely submission of charge-backs and promotional spend tracking
  • Abide by Finance policies submitting receipts on-time.
  • Providing timely and regular updates through ongoing performance management
  • Develop accurate forecasting and maintains tracking against forecast and goals for all aspects of this role

Additional Qualifications

  • Must own a personal vehicle suitable for business purposes
  • Must hold a valid passport
  • Must have appropriate home office space to effectively work from home
  • Must hold an unrestricted driver's license in the Province/State that they will be working 
  • Must have a driving record that has no more than three (3) violations in the last five (5) years; no suspensions or prohibitions of any kind in the past five (5) years; and no more than one (1) "at-fault" accident in the past three (3) years
  • Applicants must not have criminal charges or convictions related to their employment position. US Applicants must not have criminal charges or convictions related to their employment position for which they have not received a pardon. Petcurean assesses information about a criminal record on a case by case basis.

Hours of Work

This is a full-time exempt position. The Employee shall perform his/her duties at such places and during such times as may be reasonably necessary. Position requires extensive domestic travel, with an expectation of +50% overnight travel.

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