Territory Manager (Tucson, AZ)

Christensen, Inc.•Richland, WA

8d•$75,000 - $80,000•Remote

About The Position

The Territory Manager provides account management and acquires new business within a specified geographical territory. Based in the Tucson area, the role covers that region and reports to the PNW Branded Dealer Sales Manager for the Retail Fuels division of the Christensen Company. The manager is responsible for the territory’s overall profitability and growth, with branded and unbranded convenience stores and truck stops as customers. The role’s ultimate responsibility is to grow long-term volume and gross profit in the established territory. The position focuses on retaining and growing customer accounts, developing new business, and improving customer mystery-shop results. It includes regular in-person customer visits, sales planning, prospecting, and coordination with internal teams such as Credit, Fleet Card, Business Development, and Project Management. The Territory Manager also provides regular updates on goals, performance, competitive intelligence, and priorities to colleagues and leadership. The role operates in a professional office environment and involves regular standing, walking, sitting for extended periods, talking, and hearing. It also involves repetitive hand and wrist movements, reaching, and occasionally lifting office products and supplies weighing up to 20 pounds.

Requirements

A BA/BS degree in Business or at least five years of sales experience.
Success in account or relationship management and meeting company sales targets on time.
Success building long-term relationships, understanding customer demands, and generating growth.
Excellent verbal and written communication skills.
Excellent computer skills.
Conflict management skills.

Nice To Haves

A professional degree is preferred.

Responsibilities

Manage customer relationships through weekly in-person visits to drive customer Net Promoter Score.
Prepare an annual territory sales action plan that includes geographical intelligence, at-risk accounts, and investments.
Develop and execute business plans to achieve monthly, quarterly, and annual initiatives and objectives.
Work with the Credit department to manage the territory’s accounts receivable.
Ensure customers execute oil company promotions and loyalty programs.
Develop and commit to monthly, quarterly, and annual growth plans and initiatives.
Advise existing customers on ways to grow their businesses.
Provide weekly feedback and direction on customer margins.
Ensure existing customers purchase all available Christensen product lines.
Collaborate with the Fleet Card division to drive fleet volume to customer locations.
Prospect fuel accounts throughout the territory and pass leads on to develop the pipeline.
Work with the Business Development Manager to advance prospects through the sales cycle and close sales.
Collaborate with the Project Manager to manage new-brand and upgrade conversions.
Manage mystery shops through weekly in-person visits to drive customer Image/Mystery Shop Score.
Develop and execute mystery-shop plans to achieve monthly, quarterly, and annual objectives.
Counsel and train customers to help them meet mystery-shop targets.
Provide weekly goal updates in one-to-one meetings.
Report on performance against plan, competitive intelligence, success stories, and other learnings during weekly team huddles.
Report on progress toward monthly, quarterly, and annual priorities, including successes, adjustments, and failures, during monthly team huddles.
Understand and live the company’s Core Values and execute the Employee Value Proposition.
Become familiar with the Customer Value Proposition.

Benefits

Medical, dental, vision, and ancillary insurance plans.
Flexible Spending Accounts for health and dependent care, and Health Savings Accounts.
Company-provided long-term disability insurance.
Up to $50,000 of company-provided life insurance.
401(k) plan with a company contribution.
Paid time off.
Seven company-paid holidays.
Parental leave program.
Employee Assistance Program.
Employee Recognition Program.
Employee Referral Bonus Program.
Compensation and bonus incentive programs.