Commercial Sales Territory Manager, South Region

DescriptionJob Title: Commercial Sales Territory Manager, South RegionReports to: PresidentDepartment: Commercial – South Region FLSA Status: Salary, ExemptDate: 7/22/2024 Supervisory: YesVisionThe territory sales manager is responsible for managing all sales activities within the South region (NC, SC, GA, FL, TN, KY, AL, MS). Position must achieve individual and territory sales goals by developing existing sales staff as well as identifying key markets for growth.ResponsibilitiesSell tileMeet Sales GoalsCollaborate with senior executives to establish and execute a sales goal for the regionLead the sales team in the planning and management of the sales process for each assigned geographic region to meet or exceed corporate set goals.Develop and implement the strategies needed to achieve the sales revenue growth required to meet objectives set by the Leadership team.Maintain a deep knowledge and understanding of the market segmentSupervise and evaluate activities of employees by providing advice, counsel, and guidance and skill development.Maintain contact with large accounts within the region and support with the closing of key sales opportunities.May be responsible for the recruitment, selection and training of sales representatives and sales office personnel within the assigned region.Responsible for coaching, mentoring, training, and motivation of employees in a positive manner to maximize sales growthPrepare annual sales forecasts and participate in the determination of market potential for the region including market coverage and product mix. Establish sales budgets, identify new target accounts and achieve the plan.Support and may select and develop distributors, dealers, and other outlets.Forecast annual, quarterly, and monthly sales goalsAssist sales personnel in their sales techniquesDevelop specific plans to ensure growth both long and short-termEducate the sales team with presentations of strategies, seminars, and regular meetingsReview regional expenses and recommend improvementsDailyConduct daily huddles with sales staff covering:Outside Sales StaffSales from previous dayAccount visits24-hour focusHigh level stucksVisit A&D ClientsReview Low Margin Report to ensure appropriate pricingEnsure outside sales reps follow their schedule and account rotation (A's, B's, and C's)Ensure inside sales reps are up to speed with pricing, sampling, and opportunity pipelinesReview Inside Sales' daily reportsCall and thank any new customers for their businessAssist with closing high-leverage sales as neededWeeklyReview all outside sales weekly reports to ensure visits (14+) are logged in SFDC appropriately and track on saturation reportReview Commercial Weekly Opportunity Report to ensure staff generates appropriate number of opportunities (7-10) and specs (3-5)Ensure OSR and ISR conduct their weekly pending meetings following the Commercial Pending Meeting templateTrack number of samples sent outAdhere to OSR schedule for the week/month/quarterSpend minimum two days making sales calls with staffAttend weekly project pipeline meetings with OSR/ISRAttend weekly meetings with VP of Business DevelopmentBi-weeklyPrepare information for the President to conduct commercial bi-weekly sales meeting (every other Monday from 9-10AM)MonthlyReview account saturation report with staff to ensure appropriate rotation through A, B, and C accountsReview and approve expense reports for outside sales staff by the 5th of every monthReview and approve any PTO for staff and ensure appropriate coverageProvide monthly sales projections to David Arabe by the 10th of every monthEnsure reviews are up to date and staff is accountable to mutual goalsReview Profit & Loss statement for profitability and gross margin goalsConduct monthly staff meetings and read the ACI NewsletterQuarterlyAddress staff's sales quarterly to assess if they are on track and turn in a plan for improvementProvide quarterly business review (QBR) to President including:Sales – are they on track?OpportunitiesSpec RatioClose RatioAdherence to expense budgetAccount saturationSampling as a % of sales (target is less than 2% individually and as a team)Acknowledge and celebrate good performersQuarterly project pipeline meetings with staff as neededReview job description for adherenceOtherIdentify potential new customers and assess opportunities for salesParticipate in networking events within the territory to build relationships and find new clientsAttend relevant industry events and conferences to build businessDevelop sales strategies to saturate existing accounts and target new onesModel Core Values and adhere to company policies/proceduresKey Performance IndicatorsExceed Sales GoalsEXPECTED NUMBER OF HOURS WORKED PER WEEK: 50I have read, understand and accept the duties, responsibilities and requirements as stated above.Employee Signature: _______________________ Date: ___________________

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