Territory Manager - Parts & Service

 

POSITION OBJECTIVE:

 

 

Promote and increase the sale of assigned products and services in such a way that profitability meets territory sales objectives while maximizing the company's investment.

 

 

PRIMARY FUNCTIONS:

 

1.                  Manage your territory, work to achieve customer satisfaction and increase company profit.  Performance standards should meet or exceed established levels. 

 

2.                  Assure that customers are aware of all product and repair options so a choice can be offered, including financial assistance that meets the specific need.  Support the sale of all commodities

highlighted by management as critical to the branch objectives.

 

3.                  Develop and use written monthly territory plans that are designed to identify, by priority, the highest opportunity for preserving and/or increasing market share within the assigned territory.

 

4.                  With the Machine Sales Representative, develop customer and market strategies by account and territory to increase sales.  Submit written action plans to sales management.

 

5.                  Develop with the Machine Sales Representative, by customer or market segment, strategies that can increase the company's business.  Submit written objectives listing customer, objective, action

plan, person responsible and sales.  Prepare and execute customer presentations as necessary.

 

6.                  Provide complete territory coverage using personal calls and all available marketing tools,

including participation on a telemarketing team as assigned.

 

7.                  Be the communications link between the customer and the branch in areas such as technical

information, training of all types and disputes.  Assist in these endeavors upon branch request

not as standard procedure.  Settlement of invoice disputes on salesperson's quoted jobs is the responsibility of the salesperson.  "Customer Comment" forms are to be filled out, submitted, and followed through to completion in a prompt and professional manner.



8.                  Follow up with the customer within five (5) days of completion of major works or parts purchase

to assure satisfaction and to promote customer/company relationships.

 

9.                  Assist the Service Department in contacting the customer on product improvements and promote

the sale of product updates.

 

10.              Actively be aware of and promote all branch and overall company programs regardless of its

nature.

 

11.              Be technically proficient in all products and programs that are relative to product support sales.

Consult with your manager on any training that may be required.

 

12.              Suggest new sales strategies for customer and/or markets.

 

13.              Activity reports, monthly territory plans, lost sales, competitive information, data base

maintenance, and any other required reports are to be submitted on time.  Be the eyes and ears of the company in the field and report all customer, competitive or market changes of an unusual nature.

 

14.              Maintain social contacts with customers and sales influencer, including participation in

appropriate trade organizations.

 

15.              Be well groomed and maintain the company vehicle in a clean and safe condition.

 

17.       Achieve the established sales, territory, and personal goals established for the year.