Manager, Territory Sales

BBB | Better Business Bureau•Odessa, TX

30d•Hybrid

About The Position

This role is responsible for managing assigned Natural Gas accounts, maintaining accurate forecasts, managing sales expenses, and coordinating activities with other commercial team members and manufacturing representatives. The position involves negotiating agreements, developing customer relationships, identifying growth opportunities, and developing sales plans to achieve company targets. The Manager will also serve as a representative at major events and conferences, resolve customer pricing discrepancies, and train/mentor sales representatives and internal customer service staff. Regular reporting on sales performance and call reports is required, along with participation in meetings and preparation of materials. The role also involves building alliances across various internal functions and providing quarterly updates on budget, forecast, risks, and opportunities.

Requirements

5 – 7 years professional experience from Sales and working in a territory.
Time management skills, be a fast learner, a self-starter, and someone with genuine interest in Sales and Commercial issues.
Solid Analytic, communication, project management, and P/L skills.
Solid proficiency using Microsoft Office tools.
Results and success-oriented, conveying a sense of urgency and driving issues to closure.
Detail-oriented with excellent follow-up skills.

Nice To Haves

Some experience with Power BI and other Reporting Tools

Responsibilities

Primary Territory responsibilities: Central to Northeast USA, potential to expand into other regions as necessary
Day to Day management of all assigned Natural Gas accounts.
Maintain accurate forecast for assigned division. Requires input into our SIOP which will come from review of historical, current sales plus anticipated growth to ensure proper inventory planning to support the business.
Maintain cost effective management of all sales expenses and company property.
Coordinate activities with other commercial team members/Territory Sales Managers and manufacturing representatives to optimize sales and service.
Working with the Director you will participate in negotiating agreements, including product pricing, marketing, promotions and other contract terms.
Develop & maintain existing relationships with key customers and decision makers.
Understand & communicate specific category trends within the key customers.
Identify growth opportunities within the existing customer base and territory to double the business in 36 months.
Develop Sales Plans that achieve company targets, keep TERREPOWER competitive and drive profitable growth.
Serve as Key TERREPOWER representative at major events, conferences & shows
Monitor and resolve customer pricing discrepancies in a timely manner.
Train, mentor, and managing manufacturing sales representatives within the territory, plus internal customer service support team.
Regularly report on sales performance and call reports to Director of Sales and senior management. Utilizing our CRM, and weekly reporting templates that are key to updating progress and designed to support the requests or needs of the TSM to assist in securing more business.
Communicate all major accounts forecasting to SIOP and factory. 12 month rolling forecast from all major accounts is preferred. Tracking forecast versus firm orders. Communicate and work with category management and account representatives to help with improving accuracy and recommendations.
Build strong alliances across all functions between Sales with Product Management, Marketing, Customer Service, Category Management, Planning/Supply Chain and Finance Teams to carry out all commercial team initiatives.
Participate in meetings and assist in preparation of meeting materials. Work with Marketing Manager for all trade shows and customer events.
Provide quarterly updates for budget and forecast and subsequent updates on risks and opportunities for the SBU. 3+9, 6+6, 9+3 and coordinate sales budgets.
Prioritize and manage multiple projects, in a timely manner.