Northern Territory Manager – Surface Protection and Automotive Markets

Northern Territory Manager – Surface Protection and Automotive Markets

Reports To:

Business Unit Director – Tape Products Division

This position leads the ABI and Ideal Tape field sales efforts for Protect Rite and Auto Wrap products. The Territory Manager is responsible for product line growth and development of new and existing accounts and developing a strategic growth plan by market. This position reports to the Business Unit Director.

This is a field‑based position covering the Northern US – Territory covers from Kansas to the East Coast, North of Oklahoma, Tennessee, and North Carolina (22 states).

• Responsible for achieving or exceeding the sales and marketing objectives for his/her designated territory.
• Become the expert of the Company product line, pricing, product specifications and its capabilities to produce those products.
• Conversant in the company’s promotional literature and be able to utilize in all selling situations.
• Know the uses and applications of all products and be able to discuss the features, advantages, and benefits of each product.
• Know the competition’s products and pricing and be able to relate them to corresponding company products.
• Keep up to date on competitive price and equipment changes, activities, and advancements.
• Develop accurate knowledge of competitive sales activity within the territory that may affect the company’s sales efforts and policies and communicate this information to company management.
• Initiate and maintain continuing sales relationships with approved accounts and prospects in his/her territory calling on them in a regular and consistent manner.
• Prospect for new user accounts and distributors within designated sales area.
• Develop accurate knowledge of the buying and/or selling practices of each distributor and end‑user in the territory in order to establish individual sales approaches for each account.
• Conduct distributor sales meetings regularly to increase the knowledge of the distributor’s sales personnel and to motivate them to promote the sale of the company’s products.
• Work jointly with and train distributor sales personnel regarding the features, advantages and benefits of the company’s products to help close sales and obtain orders.
• Ensure distributors and their sales personnel have the necessary tools and skills to help them sell the company’s products.
• Take part in distributor trade shows where such attendance can result in further sales and market penetration for the company’s products.
• Make joint sales calls with distribution sales team partners to assist in securing new business.
• End user calls, with and without distributor partners.
• Manage quality issues in a fair and equitable manner to both the customer and the company.
• Identify and report on potential new markets, products, and opportunities for the company.
• Attend and represent the company at national or regional trade shows as directed and required by the Company.
• Product samples
• Competitive information

• Prepare all required reports promptly, accurately and timely.
• Call Reports – weekly through use of Maximizer Data Base.
• Expense Reports – weekly.
• Special Price Quotations – as required.
• Complaint Evaluations – as required.
• Sample Requests – as required.
• Sample Evaluations – as required.
• Monthly Reports – monthly.
• Trade Show Lead Follow Up – within 2 weeks following event.
• Maintain accurate records of all information regarding distributors, and users, and competition through use of Maximizer CRM.
• Maintain the published company selling price in accordance with the published price list (may extend deviated pricing only with specific prior approval of the Business Unit Director or National Sales Manager).
• Maintain and use company automobile as outlined in the appropriate published company procedure concerning company vehicles.
• Operate the territory within the established direct expense budget guidelines.
• Forecast the territory’s sales on quarterly and annual basis to help the company establish sales quotas that are fair to both the company and the Sales Specialists.
• Develop pre‑planned sales and travel…