Territory Sales Manager

Overview

Job Summary:

Reporting to the General Manager, the Territory Sales Manager is a pivotal role within our organization by providing sales leadership to a team of local sales representatives across a multi-state region. Serving as a vital link between operational leadership and our customer base of collision repair shops, the primary responsibility of the Territory Sales Manager is to drive profitable revenue growth across two dimensions:
1) maximizing revenue from Empire's existing customers by ensuring they receive timely and appropriate products and services and
2) identifying viable Empire prospects and converting them to customers by professionally presenting our unique value proposition.

• Develop and Execute Regional Sales Strategy:
  Formulate and implement a comprehensive sales strategy across the region, incorporating direct communication channels (phone, email, face-to-face), mass marketing channels (trade shows, direct mail, email campaigns, open houses), and engagement with trade organizations.
• Create and implement comprehensive sales plans and strategies for your assigned territory to achieve revenue and growth objectives.
• Collaborate with local management and executive sales leadership to leverage existing sales assets, expertise, and relationships.
• Incorporate and share local market expertise, including competitive research, regional pricing trends, purchase channel initiatives, and M&A activity.
• Work cross-functionally within the region to ensure the sales strategy aligns with other departments’ goals, objectives and capabilities.
• Monitor market trends, competitor activities, and customer preferences within the territory and use insights to adjust sales strategies and identify new opportunities.

• Execute Revenue Management:
  Work directly with territory sales representatives on revenue shortfalls, identifying causes and prescribing actions.
• Identify revenue growth opportunities within specific accounts and collaboratively develop strategies to capture incremental business.
• Assist in closing new business.

• Team Leadership and Development:
  Train and mentor Territory Sales team members, including via weekly meetings, coaching, and ride-along. This will require regular travel throughout the region.
• Assist Territory Sales Representatives in closing business and managing their territory.
• Share best practices, sales techniques, and product knowledge to improve overall team performance.
• Create a culture of excellence and accountability across the sales team.

• Forecasting And Reporting:
  Provide accurate sales forecasts to company leadership and goal progress reporting to Territory Sales Reps on a regular basis. Monitor sales activities, lead generation, lead progress, and progress toward goals.

• Customer Engagement And Relationship Management:
  Drive business opportunities with regional MSO organizations, build and maintain strong, long-lasting customer relationships, understand their needs, address concerns, and provide value-added solutions. Work with executive sales leadership to build customized sales presentations and reporting packages for regional organizations. Coordinate with local operations to ensure customer commitments are met. Collaborate with the Empire customer care team to address and resolve customer service issues.
  
  Lead negotiation processes and close deals in alignment with the General Manager and Executive team, ensuring terms and conditions align with company policies and profitability goals.

• Product And Company Knowledge:
  Stay up-to-date with Empire's corporate information, including locations, products, and delivery schedules, and ensure that the sales team is fully trained to incorporate this information into daily activities.

• Sales Support And
  
  Collaboration:
  
  Ensure that all corporate sales initiatives are supported and executed within the region. Collaborate with sales managers in other regions to share best practices and contribute to a cohesive sales approach. Develop and conduct engaging business reviews with large to mid-size customers, highlighting our value proposition and services. Work with other departments (marketing, operations, procurement) to ensure…