Territory Sales Manager Job at Advantage Solutions
Summary:
In addition to securing appointments and a strong closure rate, to be successful, a TSM must work independently to:
Great base salary and bonus structure to reward high performers and drive urgency where we pass through 100% of growth incentives to our employee base as spot bonuses throughout the course of a year. Strong associate compensation model coupled with medical/dental insurance, 401K, and more. Unique revenue generation model driven by a combination of retainer, growth incentive and exit transaction bonuses Responsibilities:
Job Duty
1. Experience driving a sales number / Territory Ownership / Driving incentives
2. Ability to tailor communication and training style from leadership to agents
3. Build and maintain strong relationships
4. Ability to analyze data and determine indicated action
Supervisory Responsibilities
Direct Reports
Indirect Reports
Travel and/or Driving Requirements
Minimum Qualifications
The following are the minimum job-related qualifications which an individual needs in order to successfully perform the essential duties and responsibilities of the job
(Preferred): Bachelor's Degree or equivalent experience
Field of Study/Area of Experience:
Territory Sales Manager will be measured on their ability to achieve the following:
Skills, Knowledge and Abilities
Environmental & Physical Requirements
Office / Non-Sedentary Requirements
Additional Information Regarding The Company Job Duties and Job Descriptions
Job duties include additional responsibilities as assigned by one’s supervisor or other manager related to the position/department. This job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. The Company reserves the right at any time with or without notice to alter or change job responsibilities, reassign or transfer job position or assign additional job responsibilities, subject to applicable law. The Company shall provide reasonable accommodations of known disabilities to enable a qualified applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.
Any estimate, schedule, or guideline provided to associates in this job description or elsewhere in connection with their jobs is only intended to help describe job duties and for planning purposes. Regardless of any such estimate, schedule, or guideline, associates must always record all time worked for our company (which includes but is not limited to on-site work time in an assigned store, office, or other work location; required waiting time; administrative time; and work-related travel time). Important Information:
Territory Sales Manager
FDM exists to help early-stage consumer packaged goods companies accelerate their growth. We build consumer brands and engage our clients not only as their sales agent but as an active partner in developing an overall business strategy. Our firm was founded and developed by industry veterans who are passionate about working with innovative brands and seeing them grow. We focus exclusively on best-in-class brands with material points of differentiation and chart them towards a successful exit. We leverage our 120 years of collective experience to provide market knowledge, broker management, retail relationships and other valuable industry contacts to fuel growth.
The FDM Territory Sales Manager (TSM) position is responsible for building, growing, and maintaining customer sales and relationships in Northern CA. FDM has achieved success in the marketplace primarily due to our assertion that “there are no customers in the office” which means the BDM is measured by the number and success of retail appointments and product placements. FDM is not a broker and you will often act as an inhouse sales force working directly with CEO / Founder of the brand.
In addition to securing appointments and a strong closure rate, to be successful, a TSM must work independently to:
- Have a passion for selling
- Have a thorough understanding of the grocery industry, consumer products landscape, and language terms associated with the industry.
- Maintain good buyer relationships at assigned retailers and with distributor account managers.
- Have a working knowledge of the brands that FDM represents.
- Be able to multi-task across a multi-faceted client – customer environment
- Communicate well with FDM leadership and with clients.
- Respond in a timely fashion to requests for information from FDM leadership or clients.
- Maintain accurate and complete retailer status updates via our CRM system (Asana).
- Be constantly aware of the category review schedules at assigned retailers.
- Give each of FDM’s clients the attention they deserve at each assigned customer.
- Attend and participate in company-wide meetings and FDM’s weekly video Huddles.
- Complete all assigned tasks in a timely fashion.
- Possess good communication and organizational skills.
- Must be comfortable in a fast-paced environment.
You will be on the road 4 days a week visiting retailers and making HQ calls. -
Must have reliable transportation and ability to travel 4 days a week within assigned territory of North of Monterey County to the Oregon border and east to Fresno. Must reside the SF Bay Area, south of the Golden Gate bridge.
Great base salary and bonus structure to reward high performers and drive urgency where we pass through 100% of growth incentives to our employee base as spot bonuses throughout the course of a year. Strong associate compensation model coupled with medical/dental insurance, 401K, and more. Unique revenue generation model driven by a combination of retainer, growth incentive and exit transaction bonuses
The Company is one of North America’s leading sales and marketing agencies specializing in outsourced sales, merchandising, category management and marketing services to manufacturers, suppliers and producers of food products and consumer packaged goods. The Company services a variety of trade channels including grocery, mass merchandise, specialty, convenience, drug, dollar, club, hardware, consumer electronics and home centers. We bridge the gap between manufacturers and retailers, providing consumers access to the best products available in the marketplace today.
Job Duty
1. Experience driving a sales number / Territory Ownership / Driving incentives
Proactively manage the business objectives and sales goals for the territory of assigned locations. Identify sales training opportunities; create and execute ROI-based action plans for assigned locations. Maximize client ROI by efficiently developing and executing incentives that drive key performance metrics. Manage market specific budgets for travel, and other costs. Accountable for creating and implementing local strategies and sales training initiatives for client partner employees to further improve sales or impact low performance.
2. Ability to tailor communication and training style from leadership to agents
Utilize subject matter expertise of Client’s products and services, including technology, plans, promotions, sales techniques, best practices, and on-line tools, activations procedures and methods, to drive training and knowledge of Client’s products and services. Adjust training and coaching techniques to appropriately fit the audience which ranges from agent to senior management. Educate Agents and Management on selling procedures, including marketing techniques, and utilization of the client’s products and services. Use huddles, group trainings, shadowing/observation techniques, side-by-side coaching, y-jacking and customer interactions as a direct method of demonstrating and educating employees about sales techniques and the client's new and current promotional activities.
3. Build and maintain strong relationships
Create and maintain strong relationships throughout the territory of assigned locations (physical or virtual) with Client partners. Leverage relationships to drive and increase sales of the Client’s products and services.
4. Ability to analyze data and determine indicated action
Effectively utilize territory and location performance data to develop and execute specific strategies and actions required to meet or exceed client determined business objectives and sales targets. Document and quantify opportunities, share best practices with peers and communicate challenges and recommendations both internally to management and to client teams through reporting and regular communication.
Supervisory Responsibilities
Direct Reports
- This position does not have supervisory responsibilities for direct reports
Indirect Reports
- This position does not have guidance or mentoring responsibilities for indirect reports
Travel and/or Driving Requirements
Travel and Driving are essential duties and function of this job- Travel up to 50-75% within local market
- Overnight travel – as needed, up to 20%
Minimum Qualifications
The following are the minimum job-related qualifications which an individual needs in order to successfully perform the essential duties and responsibilities of the job
Education Level: (Required): Associate's Degree
(Preferred): Bachelor's Degree or equivalent experience
Field of Study/Area of Experience:
5+ Years of experience in sales and training
Prefer experience in Marketing/Agency environment
Prefer experience in Marketing/Agency environment
Territory Sales Manager will be measured on their ability to achieve the following:
Confidently and professionally represent the Client in crowded environments through an enthusiastic, outgoing, and captivating personality. Manage the daily, weekly, and monthly needs of the assigned territory with strong organizational and communication skills ensuring information is shared in a timely manner with direct supervisors as well as Client teams.
Skills, Knowledge and Abilities
- Excellent written communication and verbal communication skills
- Good interpersonal skills
- Strong prioritization skills
- Conflict management skills
- Decision making skills
- Ability to exercise sound judgment
- Ability to make oral presentations
- Ability to work effectively with management
- Ability to visualize and plan objectives and goals strategically
- Ability to research and analyze data effectively
- Well-organized, detail-oriented, and able to handle a fast-paced work environment
- Track record of building and maintaining customer/client relationships
- Flexible and adaptable, able to change and alter according to changes in projects or business environment
- Ability to work independently and prioritize duties with minimal supervision, in order to meet deadlines
- Ability to complete multiple duties with accuracy shifting from one to another with frequent interruptions and competing deadlines
- Basic computer skills including familiarity with Word, Excel, and Internet usage
Environmental & Physical Requirements
Office / Non-Sedentary Requirements
Incumbent must be able to perform the essential functions of the job. Work may be performed in an office or warehouse environment. Typically requires the ability to spend 66%+ hours each work day doing the following activities: stand for extended periods of time, walk, bend, stoop, or climb. May have possible exposure to dust, and may require the ability to lift and/or push up to 50 pounds 33% - 66% of the time.
Additional Information Regarding The Company Job Duties and Job Descriptions
Job duties include additional responsibilities as assigned by one’s supervisor or other manager related to the position/department. This job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. The Company reserves the right at any time with or without notice to alter or change job responsibilities, reassign or transfer job position or assign additional job responsibilities, subject to applicable law. The Company shall provide reasonable accommodations of known disabilities to enable a qualified applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.
Any estimate, schedule, or guideline provided to associates in this job description or elsewhere in connection with their jobs is only intended to help describe job duties and for planning purposes. Regardless of any such estimate, schedule, or guideline, associates must always record all time worked for our company (which includes but is not limited to on-site work time in an assigned store, office, or other work location; required waiting time; administrative time; and work-related travel time).
The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not intended to be an exhaustive list of all responsibilities, duties and skills required of associates so classified.
The Company is committed to providing equal opportunity in all employment practices without regard to age, race, color, national origin, sex, sexual orientation, religion, physical or mental disability, or any other category protected by law. As part of this commitment, the Company shall provide reasonable accommodations of known disabilities to enable an applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.
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