What are the responsibilities and job description for the Territory Sales Manager position at D and H Distributing Co?
SUMMARY This position is responsible for all sales activities for their assigned accounts and / or dedicated region.ESSENTIAL DUTIES AND RESPONSIBILITIES Travel expectation is 50-75%, with a normal weekly cadence of Tuesday through Thursday in the field face to face with customers. Some travel on weekends for events, trade shows, etc. Required frequent travel including travel by car and plane. Must maintain a 12-week rolling travel plan / calendarCustomer engagement includes 120 scheduled meetings per Qtr. (Minimum of 15 face to face visits and 25 virtual scheduled meetings per month)Able to build an annual plan and provide quarterly updates on value selling and sales attainment.Deliver multiyear contracts that focus on both organic and market share targets. Increases gross margins through coordination with finance, vendor management, inside sales, pricing, and the customer. Responsible for building profitable product portfolio mix within agreements.Focus on renewal contracts and agreements where applicable. All customer and vendor meetings must be added into our CRM tracking applications.Develop new sales opportunities and protect current customer revenue within the assigned customer base and region to overachieve assigned revenue, margin, growth, breadth, and recruitment goals.Partner with Inside Sales and Vendor teams to generate activity and grow area leads.Help lead sales and support teams for the achievement of customer satisfaction and long-term business goals in line with D&H's vision and values.Actively trains on and sells new technologies / solutions. Completes required trainings. Participates in industry, vendor, and internal sales trainings. Demonstrates technical selling skills and product knowledge and possesses the ability to make suggestions, recommendations as a consultant to the customer.Tracks opportunities and forecast in designated CRM and profile systems.Responsible for developing and strengthening customer relationships including C Level, sales team, marketing, vendor management and engineering. Meet required QBR goals with custom content for the individual customer.Closes complex sales involving multiple stakeholders within D&H, our customers and our vendor community.Actively seeks out and follows up on new account recruitment opportunities.Works with vendors to develop regional markets including partner development and recruitment activities.Demonstrates the ability to multi-task in a fast-paced environment. EDUCATION and / or EXPERIENCE Education- Minimum of two-year college degree is required.Experience-Five years' experience of successfully building and supporting a regional IT sales channel.-2 to 3 years of outside sales experience.-Two tier distributing experience desired.
