Description

Job Title: Commercial Sales Territory Manager, South Region

Reports to: President

Department: Commercial – South Region FLSA Status: Salary, Exempt

Date: 7/22/2024 Supervisory: Yes

Vision

The 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.

Responsibilities

Sell tile
Meet Sales Goals
Collaborating with senior executives to establish and execute a sales goal for the region
Leads the sales team in the planning and management of the sales process for each the 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 segment
Supervise and evaluate activities of employees by providing advice, counsel, and guidance and skill development.
Maintain contact with large accounts within region and supports with the closing of key sales opportunities.
May be responsible for the recruitment, selection and training of sales representatives and sales office personnel within assigned region.
Responsible for coaching, mentoring, training and motivation of employees in a positive manner to maximize sales growth
Prepares annual sales forecasts and participates in the determination of market potential for the region including market coverage and product mix. Establishes sales budgets, identifies new target accounts and achieves the plan.
Will support and may select and develop distributors, dealers and other outlets.
Forecasting annual, quarterly and monthly sales goals
Assisting sales personnel in their sales techniques
Developing specific plans to ensure growth both long and short-term
Educating sales team with presentations of strategies, seminars and regular meetings
Reviewing regional expenses and recommending improvements

Daily

Daily Huddle conducted with sales staff covering:
Outside Sales Staff
Sales from previous day
Where are you today? Account visits?
24-hour focus
High level stucks
Visit A&D Clients
Review Low Margin Report to ensure we are pricing at appropriate margins
Ensure that outside sales reps are following their schedule and account rotation (A's, B's, and C's)
Ensure that inside sales reps are up to speed with their pricing, sampling, and opportunity pipelines
Review Inside Sales' daily reports
Call and thank any new customers for their business
Assist with closing high-leverage sales as needed

Weekly

Review all outside sales weekly reports to ensure visits (14+) are logged in SFDC appropriately as well as track on saturation report to ensure they are hitting all accounts and cycling through A's, B's, and C's.
Review Commercial Weekly Opportunity Report to ensure staff is generating the appropriate number of opportunities (7-10) and specs (3-5)
Ensure that all OSR and ISR are conducting their weekly pending meetings and following the Commercial Pending Meeting template to cover all stages of the pipeline.
Numbers of samples that went out
Adherence to OSR schedule they have for the week/month/quarter.
Spend at minimum two days per making sales calls with staff
Attend weekly project pipeline meetings with OSR/ISR
Attend weekly meetings with VP of Business Development

Bi-weekly

Prepare information for President to conduct commercial bi-weekly sales meeting (every other Monday from 9-10AM)

Monthly

Review account saturation report with staff to ensure they are appropriately rotating through their A, B, and C accounts. Address any issues with a plan for improvement.
Review and approve expense reports for outside sales staff by the 5th of every month
Review and approve any PTO for staff and ensure appropriate coverage
Provide monthly sales projections to David Arabe by the 10th of every month
Make sure your reviews are up to date and staff is accountable to them and following through on mutual goals
Review Profit & Loss statement to ensure profitability and achieving gross margin goals. Drill into any problem areas with support from CFO
Conduct monthly staff meetings and read the ACI Newsletter

Quarterly

Address your staff's sales quarterly to see if they are on track and turn in a plan for each to see how the department will stay on track, PAF and PIP.
Provide quarterly business review (QBR) to President which should include (by salesperson):
Sales – are they on track?
Opportunities
Spec Ratio
Close Ratio
Adherence to expense budget
Account saturation
Sampling as a % of sales (target is less than 2% individually and as a team)
Acknowledge and celebrate with good performers
Quarterly project pipeline meetings with staff as needed
Review job description to ensure adherence

Other

Identify potential new customers and assess opportunities for sales
Participate in networking events within the territory as needed to build existing relationships and find new clients
Attending relevant industry events and conferences to build business
Develop sales strategies to saturate existing accounts as well as target new ones
Model Core Values and adhere to company policies/procedures

Key Performance Indicators

Exceed Sales Goals

EXPECTED NUMBER OF HOURS WORKED PER WEEK: 50

I have read, understand and accept the duties, responsibilities and requirements as stated above.

Employee Signature: _______________________ Date: ___________________

Requirements

PI543658a63242-31181-35172529