Territory Manager

Overview: The Territory Manager is responsible for a designated service territory, supervising route representatives directly. Key objectives include territory service safety and results, encompassing customer retention, business growth, loss prevention, budget management, employee retention, accounts receivable collection, customer renewals, direct sales with Aramark, customer satisfaction, route sales, and credits. Responsibilities/Essential Functions:

• Promote and maintain a safety culture
• Evaluate, coach, and develop Route Sales Representatives (RSRs) effectively in your territory
• Reports to a Service Manager or Senior Territory Manager, if present. Otherwise, reports to the General Manager
• Foster a pervasive sales culture that promotes team selling through Together-In-Growth (TIG) and Shared Lead programs
• Participate in new account installations as directed by the Service Manager and/or General Manager
• Oversee day-to-day activities of customer service programs for the territory
• Visit all required customers quarterly to review growth and service opportunities
• Ensure RSRs respond to and resolve service requests timely
• Set clear expectations for customer service and lead by example
• Spend 60% of time traveling with service professionals, observing routes, and visiting customer locations (required visits, TIG days, and follow-up situations)
• Proactively follow up on accounts at risk and resolve service concerns promptly
• Negotiate and secure renewal agreements with existing customers to protect pricing and profitability
• Recruit, select, and hire Route Sales employees
• Hold weekly in-person meetings with each RSR to review trends, performance, coach, and identify areas for improvement
• Deliver and participate in training to ensure customer retention and service goals are met
• Maintain daily contact with RSRs via remote means to address pending items and situations, ensuring timely resolution
• Attend meetings and complete administrative tasks to enhance customer satisfaction
• Coordinate collections for accounts receivable
• Protect and manage merchandise control processes
• Investigate and report accidents or incidents within 24 hours of notification

Knowledge/Skills/Abilities:

• Demonstrated ability to interface successfully with various organizational functions
• Strong interpersonal, analytical, communication, and customer service skills
• Considerable negotiation skills
• Proficiency in computer software, including MS Office
• Experience in sales function preferred
• Significant skills in management, human relations, and communication

Working Environment/Safety Requirements:

• Most time will be spent driving a company vehicle or step-van to visit customers and supervise employees in the assigned service territory. Exposed to local weather conditions (heat, wind, cold, rain, snow, etc.)
• Customer visitations may involve walking, climbing stairs, pushing/pulling carts, and exposure to weather conditions
• Must frequently lift and maneuver up to 50 pounds and occasionally up to 100 pounds, loading/unloading products from a truck without assistance
• Time will also be spent in a company office environment, exposed to loading docks, production areas, warehouses, vehicles for loading/unloading, and vehicle maintenance

Experience/Qualifications:

• High school diploma or equivalent; Bachelor's degree in related field preferred or equivalent experience
• Two years of service and route-based industry experience, with a proven track record of 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
• Meet minimum DMV/MVR points per company policy
• Successful completion of criminal background, motor vehicle record, and drug screen checks