Territory Manager

Overview

The Territory Manager is responsible for managing an assigned service territory with direct supervision of route representatives. The key focus areas include customer retention, business growth, loss and ruin, piece budget, employee retention, accounts receivable collection, customer renewals, Aramark direct sales, customer satisfaction, and route sales and credits.

Responsibilities

• Promote and sustain a safety culture in the workplace.
• Effectively evaluate, coach, and develop Route Sales Representatives (RSRs) in your territory to ensure they meet performance expectations.
• Report directly to a Service Manager or Sr. Territory Manager, depending on the organizational structure.
• Create a pervasive sales culture that fosters team selling through Together-In-Growth (TIG) and Shared Lead programs.
• Assist in new account installations as directed by the Service Manager and/or General Manager.
• Manage day-to-day activities of customer service programs for the territory.
• Visit all required customers each quarter to review growth and service opportunities.
• Ensure RSRs respond to and resolve all service requests in a timely manner.
• Sets clear expectations for customer service and leads by example.

The role requires significant time spent traveling with service professionals, observing routes, and visiting customer locations. Proactive follow-up on accounts in jeopardy and resolving service concerns expeditiously are also essential responsibilities.

• Negotiate and secure renewal agreements with existing customers to protect pricing and profitability.
• Recruit, select, and hire Route Sales employees.
• Deliver and participate in training to ensure customer retention and service goals are met.
• Maintain daily contact with RSRs via remote means to address any pending items/situations.
• Attend meetings and complete necessary administrative work to improve customer satisfaction.
• Coordinate collections for accounts receivable.
• Protect and manage merchandise control processes.
• Investigate and report on all accidents or incidents within 24 hours of notification.

Knowledge/Skills/Abilities

• Demonstrated ability to successfully interface with various organizational functions to achieve results.
• Strong interpersonal, analytical, communication, and customer service skills.
• Considerable negotiation skills.
• Computer proficiency, including working knowledge of MS Office software.
• Exposure to sales function preferred.
• Significant skills in management, human relations, and communication.

Working Environment/Safety Requirements

The majority of time will be spent driving a vehicle or company step-van to visit customers and supervise employees in the assigned service territory. This may involve exposure to various weather conditions, walking, climbing stairs, pushing/pulling carts, and loading/unloading product from a truck without assistance.

Experience/Qualifications

• High school diploma or equivalent; Bachelor's degree in a related field preferred or equivalent experience.
• Two years of service and route-based industry experience with a proven track record for growing customer accounts.
• Previous profit and loss accountability and/or contract-managed service experience preferred.
• Significant customer interface and service experience.
• Production planning, maintenance, or warehouse operations experience preferred.

License Requirements/Certifications

• Driver's license.
• Automobile insurance on personal vehicle.
• Successful completion of criminal background, motor vehicle record, and drug screen checks.
• Open to relocation for advancement opportunities.