Territory Manager-B2B

Key Responsibilities:

This position services an account base not exceeding 120 active (monthly) corporate accounts, B2B sales or Direct Sales,  He/she will have to perform the following key activities:

• Manage a portfolio of customers and potential customers via personal sales visits, using face to face contact to provide a ‘personal service’.
• Develop an annual customer call cycle created annually, reviewed quarterly and updated on a monthly basis (Planned and Unplanned Maintenance) to secure committed orders with new and existing customers and gain any competitor held businesses to ensure that individual agreed targets are achieved. 
• Build a strong client relationship to ensure that the account performs and grows to its maximum potential, reducing attrition rate and minimizing opportunities for competitors to gain business.
• Conversion of qualified leads into customers (First Time Buyers) and develops and penetrates existing accounts (Retention and Development).
• Act as the customers’ main point of contact, by liaising closely with the relevant departments within the organization to ensure that their queries, problems or issues are dealt with appropriately.
• To continually develop knowledge of organization’s products/services and general commercial awareness to provide the best possible solutions to the customers.
• Ensure co-operation with other members of the sales team and throughout the sales force.
• Ensure all customer agreements are cost sensitive to ensure a suggested minimum pricing tariff is set and adhered too.  Any deviations from this tariff require management’s agreement and justifications.
• Develop a working relationship with the relevant support departments e.g. Operations, to ensure they are kept up to date with all issues relating to customers.  All non-sales activities or diversionary activities should be handled by Sales Admin Support or Customer Support Executives.
• Produce information for management necessary to evaluate performance vs. key performance indicators.
• Meet regularly with the Marketing and Sales management to evaluate the personal sales plan/strategy so as to ensure that the required revenue and shipment results can be achieved.
• Complete CVIEW sales reporting requirements in a timely manner, which includes Activities reporting, Customer Information and Pipeline maintenance.
• Complete Brick Wall and Relationship Balance Sheet Scorecard for the Top 20 accounts in their sales territory.
• Control all documentation and data relating to customer visits, agreements and terms of reference to ensure that customer information is maintained accurately in the customer database.
• Analyse and monitor customer data to measure success and identify fluctuations/trends to decide on the relevant actions to be taken.
• Adhere to regional standard profit margins and discount guidelines.
• Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximizes growth within the existing customer base & Incumbent has no direct reports.

Skills Required:

• Good communication skills
• Excellent interpersonal skills
• Self-motivated.
• Good presentation skills
• Display team working skills
• Working knowledge of organization’s Products & Services

Profile Requirements:

(Experience/Certifications/Qualifications/Licenses)

• Minimum 3 years sales experience

• Graduate. MBA Preferred

Place of work