What are the responsibilities and job description for the Territory Sales Manager position at Dickerson Companies?
Position Summary: The Territory Sales Manager – Fuel & Lubricants will be responsible for the management and optimization of all activities and sales efforts in assigned territories. This includes existing customers as well as potential customers.
Status: Exempt, Full Time
Role Overview
Position will report directly to the Director of Sales. Responsible for the acquisition of new accounts and the maintaining of relationships with existing customers to include retail, commercial, industrial and other fuel and/or lubricant customers. Individual is expected to manage territory by providing services and solutions to customers, achieving sales volumes and profitability goals, and implementing corporate strategic objectives. Position will spend a significant portion of their time traveling to customer sites to present proposals, close new business and maintain personal relationships with key accounts. Position will also create pricing and inventory strategies for key accounts.
Position Responsibilities
Status: Exempt, Full Time
Role Overview
Position will report directly to the Director of Sales. Responsible for the acquisition of new accounts and the maintaining of relationships with existing customers to include retail, commercial, industrial and other fuel and/or lubricant customers. Individual is expected to manage territory by providing services and solutions to customers, achieving sales volumes and profitability goals, and implementing corporate strategic objectives. Position will spend a significant portion of their time traveling to customer sites to present proposals, close new business and maintain personal relationships with key accounts. Position will also create pricing and inventory strategies for key accounts.
Position Responsibilities
- Responsible for all sales and profit goals for territory.
- Understands company profitability and manages territory toward maximizing returns.
- Direct control and management of day-to-day sales and marketing functions.
- Implements sales processes and procedures.
- Analyzes sales data for profitability, product mix, supply and demand trends and pricing effectiveness.
- Generates prospective customers for use as sales leads and maximizes sales to those targets.
- Manages customer relations. Gains comprehensive understanding of customer’s business. Becomes an advocate for the customer while balancing needs of the company.
- Provides solutions to customer. Recognized by customer as a valuable resource.
- Investigates and resolves customer problems with deliveries, billing, and collections.
- Promotes a positive relationship with suppliers, partners, vendors, distributors and customers.
- Performs necessary administrative work, including documenting & sharing of critical customer information with other Company Departments.
- Receives and gathers customer orders and ensure deliveries are made on time.
- Work closely with operational management to maximize resources.
- BS or BA degree in a relevant field
- Minimum of 5 years as a sales management in the fuel and/or lubricant industries
- Prefer ten years of sales experience in the petroleum industry
- Extensive knowledge of various types of lubricants and their industrial applications
- Must have working knowledge of Microsoft Word, Excel, Outlook, CRM
- Proven track record of increasing volumes and profits
- Skills and abilities essential to job and career success
- Problem Solving
- Attention to Detail
- Practical Intelligence
- Analytic Ability
- Understanding of Logistics
- Familiarity with inventory management
- Excellent Communication Skills
- Ability to understand spoken/written English