Territory Manager

Vestis Uniforms and Workplace Supplies | Canadian Linen & Uniform Service | Québec Linge Service D’Uniformes•Sacramento, CA

18d•$79,000 - $85,000

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About The Position

The Territory Manager oversees an assigned service territory and directly supervises Route Sales Representatives (RSRs). The role is responsible for territory safety and results, including customer retention and satisfaction, business growth, loss and ruin, piece budget, employee retention, accounts receivable collection, renewals, direct sales, route sales, and credits. The manager promotes safety, develops and coaches RSRs, builds a team-selling culture, manages day-to-day customer service, supports account installations, and works to resolve service concerns and protect pricing and profitability through customer renewal agreements. The position involves regular customer visits and substantial fieldwork: approximately 60% of the time is spent traveling with service professionals, conducting route observations, and visiting customer locations. The manager also holds weekly in-person meetings with each RSR, maintains daily remote contact with RSRs, participates in training, coordinates collections, manages merchandise controls, and investigates and reports accidents or incidents within 24 hours of notification. The role reports to a Service Manager, a Senior Territory Manager when one is present, or otherwise the General Manager. Work is primarily in the field, driving a personal vehicle or company step-van throughout the assigned territory, with additional time in a company office and exposure to loading docks, production, warehouse, vehicle loading and unloading, and vehicle maintenance areas. The role includes exposure to local weather conditions and physical activities such as walking, climbing stairs, pushing and pulling carts, and lifting and maneuvering products.

Requirements

High school diploma or equivalent.
Two years of service and route-based industry experience, with a proven track record of growing customer accounts.
Significant customer interface and service experience.
Demonstrated ability to work effectively with a variety of organizational functions.
Strong interpersonal, analytical, communication, and customer-service skills.
Considerable negotiation skills.
Computer proficiency, including working knowledge of Microsoft Office software.
Considerable management, human relations, and communication skills.
DOT certification.
Driver’s license.
Automobile insurance on a personal vehicle.
Successful completion of criminal background, motor vehicle record, and drug-screen checks.
Ability to frequently lift and maneuver up to 50 pounds and occasionally up to 100 pounds, and to load and unload product from a truck without assistance.
Ability to walk, climb stairs, and push or pull carts as required during customer visits.

Nice To Haves

Bachelor’s degree in a related field or equivalent experience.
Exposure to sales function.
Previous profit-and-loss accountability and/or contract-managed service experience.
Production planning, maintenance, or warehouse operations experience.
Openness to relocation for advancement opportunities.

Responsibilities

Promote and sustain a safety culture.
Evaluate, coach, and develop Route Sales Representatives (RSRs) in the territory.
Create a sales culture that fosters team selling through Together-In-Growth (TIG) and Shared Lead programs.
Assist with new account installations as directed by the Service Manager and/or General Manager.
Manage day-to-day customer service programs for the territory.
Visit required customers each quarter to review growth and service opportunities.
Ensure RSRs respond to and resolve service requests in a timely manner.
Set clear customer-service expectations and lead by example.
Spend approximately 60% of working time traveling with service professionals, conducting route observations, and visiting customer locations for required visits, TIG days, and follow-up.
Proactively follow up on at-risk accounts and resolve service concerns promptly.
Negotiate and secure renewal agreements with existing customers that protect pricing and profitability.
Recruit, select, and hire Route Sales employees.
Meet in person with each RSR weekly to review trends and performance, coach, and identify improvement opportunities.
Deliver and participate in training to support customer retention and service goals.
Maintain daily remote contact with RSRs to resolve pending items and situations promptly.
Attend meetings and complete administrative work to improve customer satisfaction.
Coordinate accounts receivable collections.
Protect and manage merchandise control processes.
Investigate and report accidents or incidents within 24 hours of notification.