Territory Sales Manager
Rehrig Pacific

Job Info

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Here at Rehrig Pacific, we are all about our people. Since 1913, our organization has focused on sustainable supply chain solutions while creating a culture and atmosphere where amazing people, like you, are celebrated for doing their best work. Rehrig Pacific has grown to meet the needs of our industry consumers across the country and internationally. We are constantly creating innovative solutions to transcend the new standards set forth by our customers. We find true fulfillment in helping others, both within the Rehrig Pacific family and in our communities. As servant leaders, we lead by example.

Brief Role Description

The purpose of this role will be prospecting new and growing existing accounts using a consultative selling approach to deliver added value based on our portfolio of delivery solutions products and services. The Territory Manager (TM) is the direct point of contact with customer and in charge of ensuring a customer•s needs and expectations are met. The TM will be the subject matter expert on delivery solutions products and services and guide their customers through the validation process efficiently and satisfactorily.

Area of Accountabilities

Build strong customer relationships understanding customers• needs and Rehrig Pacific solutions

• Present, promote and sell products/solutions using a consultative selling approach to existing and prospective customers in a defined region.
• Perform cost-benefit and needs analysis of existing/potential customers to meet their needs.
• Lead as the primary contact and build long-term relationships with SMB accounts to secure revenue on long term commitments.
• Reach out to customer leads through cold calling
• Lead customer negotiations; assist in developing pricing strategies and managing a portfolio of business.
• Expedite the resolution of customer problems and complaints to maximize satisfaction.
• Utilize selling tools such as Salesforce and LinkedIn to efficiently/effectively manage and grow the territory
• Drive new business opportunities with current and potential customers by selling our portfolio of delivery solutions products and services.
• Achieve agreed upon sales targets and outcomes within territory.
• Analyze the territory market•s potential, track sales and status reports.
• Translate the value of existing and new Rehrig Pacific products and services, using financial payback tools
• Quantify and monetize the value of our solutions and differentiate our approach to prospects and customers.

Collaborate with Director of Sales and cross functional teams to meet commitments aligned with sales team goals

• Provide management with reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Develop and sustain sales relationships with key decision makers and influencers at all levels of the organization.
• Develop and present presentations to key decision makers that clearly articulate the value of our solution directly related to their organizational challenges.
• Collaborate with Director, and National Account Manager•s to cultivate and grow current and prospective SMB accounts.
• Collaborate with customer and Rehrig•s A/R Department to optimize receivables and to mitigate bad debt risk.
• Utilize Account Services team to send product literature, price catalogs, references and other data to customer as required.
• Work in collaboration with SDR•s to set up meaningful account appointments with new prospects. Submit sales activity and forecast reports to Sales Manager; provides briefings to Sales Manager as necessary or as requested.

Develop ways to obtain new skills to grow and broaden industry knowledge

• Participate in trade shows and be an active member in industry associations within the territory.
• Maintain up to date knowledge on products, industry, and technical knowledge; share market and competitor information with applicable stakeholders within the business.
• Understand and articulate our unique solutions while effectively utilizing the Rehrig Pacific sales model to identify opportunities and maximize customer-specific value.
• Gain an understanding of the NPD process
• Attend prescribed VE and other training sessions to enhance knowledge

General Requirements

• Proven work experience as a sales representative
• Familiarity with CRM practices along with ability to build productive business professional relationships
• Highly motivated and target driven with a proven track record in sales
• Excellent selling, communication and negotiation skills
• Prioritizing, time management and organizational skills
• Ability to create and deliver presentations tailored to the audience needs
• Relationship management skills and openness to feedback
• Embrace and demonstrate Rehrig Pacific values of Family, Service, Growth, Intrapreneurship, and Innovation.

Qualifications

• Bachelor•s Degree required

• Willingness to travel; this position requires 50% overnight travel or more

• Experience using Salesforce preferred

• 2 to 3 years of business to business field sales experience required; 3 years preferred

• Consultative selling, retail, manufacturing, supply chain or B2B experience preferred

• Acceptable motor vehicle report due to the operation of a company vehicle

• Excellent communication skills, which includes both verbal and written communications and developing and conducting formal presentations

• Excellent knowledge of MS Office

Other Requirements

Minimum 50% of time spent traveling by airplane.

Job may require physical lifting of product. (Samples of crates, trays, pallets, etc.)

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Rehrig Pacific, compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $80,000.00 to $95,000.00.

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