Territory Planning Consultant

Description

The Territory Planning Consultant monitors and maintains effective and efficient territory management and drives optimization of the RBA Coverage Model. The Territory Planning Consultant plays an integral role in helping Revenue Producers and their Leaders achieve dynamic growth targets by creating data sets, hierarchies in Territory Management, and optimized individual territories based on the coverage model. Regular collaboration and open dialogue with Sales Leaders is a critical component to success in this role.

This important role uses multiple tools to synchronize sales territories with Oracle and  and supports monthly and quarterly maintenance of territories and productivity reporting.  ad hoc reporting is a must.

The Territory Planning Consultant will ideally work hybrid out of our Vancouver, Chicago or Lincoln NE offices, however it is open candidates outside of those locations.

• 6 or more years of work experience with a Bachelor’s Degree or 4 or more years of relevant experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or comparable work experience in Sales Enablement support functions or Data Analysis role in a distribution environment.
• Organization / Communication:
  Must be an organized individual who can work on multiple projects. Requires outstanding listening capability and the ability to communicate professionally both verbally and in writing with strong presentation skills and proven success in sharing strategic recommendations with multiple stakeholders.
• Customer Service:
  Must have a customer-centric attitude, and strive to take care of internal and external customers with fervor and enthusiasm.
• Computers & Electronics:
  Strong Excel ability required. Experience with Microsoft Access and  required. Experience utilizing ERP systems and mapping tools to manage territories and knowledge of Territory Management / Account Assignment functions desired. Proficiency in MS Office suite is required including PowerPoint.
• Goal Orientation:
  Must have the ability to develop and implement short and long-term plans to meet company goals and set priorities to consistently meet deadlines.
• Independent Working:
  This position requires the ability to work independently and follow through on assignments with minimal direction and demonstrate excellent decision-making.
• Establish and Maintain Interpersonal Relationships:
  Must possess the ability to develop constructive and cooperative relationships with peers, internal and external customers, suppliers, and leadership. Must be able to maintain positive and productive relationships over time.
• Office or auction site environment
• Travel requirement 4-12 times a year to meet with team and/or Director, Sales Support & Enablement

• Establish and maintain relationships with a broad base of stakeholders (i.e. Sales Leadership, Sales Operations/Compensation, Executives, etc.). Frequent communication and collaboration with Sales Leadership is a key component of this role.
• Generate and analyze sales territory performance data and provide plans to optimize sales coverage for Ritchie Bros’ current and prospective customers. Model optimal coverage to propose the number of each Sales role for each region/territory. Define and apply customer and segment-level rules (e.g. Strategic Accounts, New/Existing account flags, Industry, Sales History, and Total Potential) to identify accounts to assign to each Sales role type.
• Create data sets for each Region and segment customers based on rules to identify account segmentation. Lead meetings with Sales Leaders to align and review performance and planning – including headcount/sales role investment/budget guidance. Once resource counts are finalized, identify specific accounts for each territory and set sales and performance targets.
• Create territories in  Territory Management (including hierarchies) and coordinate Oracle territory changes to match assignments. Publish territories to  Maps and create Maps Markers / Layers for graphical territory representation, distributing as needed.
• Recommend new sales coverage strategies to achieve business goals and maintain SOPs and rules of the…