What are the responsibilities and job description for the Territory Sales Manager position at Grass America?
Job Summary
The Territory Sales Manager oversees the sales and marketing efforts of Grass products within an assigned area, representing the company across OEM and distribution market segments.
Qualification Requirements
An individual must perform essential duties and responsibilities effectively. Below are the required skills and abilities necessary to fulfill the role. Reasonable accommodations will be made for individuals with disabilities.
Minimum Qualifications
- 2-5 years of prior Sales/Marketing experience.
Knowledge, Skills and Abilities
- Ability to read, analyze and interpret technical drawings and industry language, financial reports and legal documents.
- Ability to respond to common inquiries or complaints from customers and business-related sources.
- Ability to effectively present information to all levels or personnel in this industry, managers, and public groups.
- Ability to work with mathematical concepts such as probable statistical inference, fundamentals of plane and solid geometry.
- A familiarity with finance and accounting principles is helpful.
- Must understand concepts relating to profitability, contribution margin, and internal costs which influence product sales price.
- General mechanical aptitude
Additional Desired Qualifications
- Prefer: College Degree.
- 2-5 years of experience in the Kitchen Cabinet, Cabinet Hardware, Furniture, Building Materials or Related Industry.
- Additional languages are helpful but not required.
Supervisory Responsibilities
- None
Essential Functions
- Build and manage relationships with key decision-makers in territory OEM and distribution accounts, ensuring successful customer partnerships.
- Collaborate with internal departments (Customer Service, Finance, Warehouse/Shipping) to optimize resources and meet customer expectations.
- Maintain a professional and ethical representation of the Grass brand.
- Schedule regular customer visits for goal setting, product introductions, forecast updates, and market analysis. Foster a “partnering” approach to align Grass and customer goals.
- Coordinate with the distribution sales team, setting goals and holding team members accountable for achieving Grass-related objectives in the market.
- Develop and maintain a list of current and target accounts, segmenting them for a strategic channel approach and sharing data with management for product development insights.
- Compile comprehensive overviews of each account, detailing key contacts, market segmentation, financial position, and logistics for effective account support.
- Enhance the corporate image and protect the company’s brand through targeted sales and marketing activities.
- Collaborate with Product Management, Engineering/R&D, and Finance to align Grass’s goals with customer expectations and gather competitor data to strengthen the Grass brand.
- Build and maintain a competitive database with pricing and product comparisons.
- Analyze sales and costs for each customer, providing market pricing strategy advice to management to maximize profitability.
- Partner with Forecasting/Planning to align customer demand with Grass’s productivity.
- Maintain ongoing communication with the Regional Sales Manager to ensure consistent market strategies.
- Prepare monthly reports detailing sales activities and market trends.
- Represent Grass at trade shows and industry association meetings, sharing relevant insights with management.
- Contribute to budget planning sessions, assist in creating reporting methods, and monitor territory expenses for accuracy and fiscal responsibility.
