Territory Sales Manager

WORK SHIFT:

JOB DESCRIPTION:

SUMMARY

The Cambro Territory Sales Manager (TSM) plays a key role as the primary point of contact for all distributors, dealers, and end users within his/her assigned market area.

ESSENTIAL JOB FUNCTIONS

• Make sales calls four days a week, with one office day.
• Sales call mix of 70% end user and 30% distribution.
• Must be able to travel both within and outside assigned market with some overnight travel required.
• Provide local support for Trade Shows, training sessions and market blitzes.
• Utilize technology to maximize sales opportunities.
• The TSM will be responsible to generate sales individually as well as working with Segment managers.
• Must be able to promote and manage an environment of open distribution, where significant competitive lines are present.
• Must be able to analyze and manage all Cambro product categories to maximize overall sales performance.
• Meeting/exceeding the territory's sales and profit goals for new products, end-user penetration, and overall quota.
• Must create an annual business plan that is to be reviewed and updated with Cambro management on a quarterly basis.
• Establishes goals for key categories and new products.
• Develops a proactive strategy to target the end-user, assess progress, and measure results.
• Identifies actions that lead to influencing the consultant.
• Creates clear objectives for driving sales with key distributors.
• Must incorporate the effective use of Cambro sales tools, and other resources provided.
• Must be able to Identify specific sources of incremental growth to achieve goals.
• Develop positive working relationships with distributors/dealers:
• Must be able to effectively educate/motivate the distributor sales force on current and new Cambro products, programs, promotions, and sales tools, and provide them with field sales assistance.
• Acts as the first point of contact for problem solving.
• Must monitor distributor sales progress and provide them feedback via periodic business reviews.
• Co-develops promotional activities with the distributor to drive sales growth.
• Gaining placement of new products in the distributor's inventory.
• Must be able to maintain adequate levels of sales literature and product samples at distributor offices/showrooms.
• Maintains good communication with Cambro factory personnel by:
• Keeps the company informed of any notable market developments regarding customers, competitors, etc.
• Consistently updates account information in the sales contact database.
• Actively participate in social selling on LinkedIn, Instagram and other social media channels.
• Completes all required paperwork (expense reports, monthly letters) in a timely fashion.
• Maintain reliable and consistent attendance, including being punctual, and dependable in order to meet the needs of the department and the organization.
• Execute each essential duty satisfactorily in order to perform job successfully.
• Follows all safety procedures required in work area, wears PPE as needed, attends all safety meetings, and reports safety issues regarding equipment or unsafe/hazardous conditions.
• Performs effectively as a team member, able to work well with others, open to receive and give feedback, and treats everyone with respect.
• Takes ownership of own work and behavior, accepts accountability for own actions, encourages solutions, and communicates status of work/projects.
• Follow all department quality standards/criteria. Raise concerns and issues to immediate manager.
• Able to understand and demonstrate Cambro company culture, display company core values (Safety, Quality, Respect, and Service).
• Understands department's key performance indicators and contributes to achieve these goals both individually and as a team.
• Other duties as needed or required.

ADDITIONAL RESPONSIBILITIES

• Must be able to work overtime as needed, remain flexible and open to possible schedule changes in order to meet business needs.

REQUIRED QUALIFICATIONS

The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• H.S. diploma or equivalent, and at least 3 years of outside sales experience.
• Working knowledge of Microsoft Office.

• Strong organization, planning, analytical, negotiation, sales presentation skills
• Read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Write routine reports and correspondence. Speak effectively before groups of customers or employees of organization. Communicate effectively, both orally and in writing.
• Calculate figures and amounts, proportions, percentages, area, circumference, and volume. Apply concepts of basic algebra and geometry.
• Solve practical problems and deal with a variety of concrete variables in situations. Interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
• Must have a valid driver's license.

PREFERRED QUALIFICATIONS

• A bachelor's degree in business, marketing, or related field. Preferred
• Foodservice sales industry experience preferred.
• Working knowledge of Salesforce and Concur.

COMPENSATION RANGE:

$80,000 - $100,00

Salary may vary based on experience.

CAMBRO is proud to be an equal-opportunity workplace. All qualified applicants will receive consideration for employment without regard to and will not be discriminated against based upon race, color, religion, national origin, gender, sexual orientation, gender identity, age, physical or mental disability, genetic information, military or veteran status, or other characteristics protected by law.