Territory Manager - Sports, Fields, and Grounds

Description

What Will You Do?

The Territory Manager is responsible for meeting or exceeding planned sales within the territory. Expanding and improving customer accounts/network through continuous prospecting to new and existing accounts. Representing Wesco Turf in  a professional manner and manage relationships with existing customers to increase loyalty and market share for Wesco Turf and all distributed lines. Developing/maintaining relationships with all purchasing agents, municipal and sports field accounts, department directors/influencers/decision makers within their respective territory. Recommending, specifications, demonstrations, quotations, sales and follow-up after delivery of Commercial equipment and allied products. Understanding processes and pricing to effectively promote purchasing contracts (i.e. National IPA, etc.) as well as State Contracts.

To grow and build a successful career with Wesco/Hector Turf, you will be responsible for:   

Dimensions

• Retailers

• Annual sales

• Budgeted increase annually in dollars, retailer base 

• Territory consists of all sports fields and grounds accounts within their respective territories and counties

• Customer base consists of existing municipal and public sports fields and city, county and state entities as well as any new projects in their respective territories including LCE/Consumer dealers who set-up and deliver state contract orders for municipalities.

Compensation Package - Base Salary/Bonuses/Other Incentives

• Base Salary: starting at $70,000 / year based on experience

• Eligible for a companywide bonus that is dependent on the company meeting performance goals. Equivalent to 0 - 3 weeks of additional pay, prorated for your first year. 

• Company laptop, cell phone, reimbursed expenses

• 401-K, Health, Dental, Vision & Life Insurance

Accountabilities 

Sales

• Assist in developing sales budgets and achieve yearly sales and margin goals for whole goods and parts

• Establish and control pricing to attain acceptable margins

• Maintain favorable relations with Toro and our other vendor partners to ensure the viability and profitability of the division

• Assist in developing expense budgets and achieve yearly expense goals 

• Assure customer service expectations and promote a standard of excellence in customer satisfaction

• Demonstrate teamwork and cooperation with other departments and employees

• Track, follow up and provide weekly Activity Reports to give account status updates, cold call information, and service issues as they arise

• Prepare and implement monthly time and territory plan and itinerary 

• Prepare and submit weekly activity and expense reports

• Prepare bids and quotes

• Interface with Field Service Advisors/Mobile Service Techs and Service Manager on technical issues and problems within their area of responsibility

• Demonstrate new products and train end user on proper operation of new equipment along with Field Service Advisors.

• Prepare and present sales presentations to all clients, including personal delivery of quotes.

• Provide outside sales support within territory for all Wesco products and services. Meet or exceed assigned sales goals for Consumer and LCE products.

• Visit all dealers who set-up & deliver SF&G equipment on a regular basis

• Maintain acceptable margins on sales of whole goods. 

• Remain aware of major competition in the marketplace and be prepared to report and offer input on competitive products/training and programming. 

• Deliver equipment as needed.

• Follow up after equipment delivery/equipment in use to answer questions that may have come up and to gauge customer satisfaction.

• Attend professional tradeshows as scheduled to walk the show floor or to be present in Toro or Wesco booths.

Training

• Conduct product training and selling sessions on a semi-annual basis with retailers and National / Regional accounts.

• Attend all educational functions (seminars, meetings, etc.) offered by Wesco / Toro.

Administration

• Submit weekly activity reports to Vice President by 9am each Monday. Include schedule information and accounting of visits and what occurred, as well as any planned follow-up.

• Turn in expense reports weekly

• Maintain Toro Extranet customer list for assigned territory

• Use and maintain accounts in Salesforce program including opportunities, wins/losses, etc.

• Create and maintain customer quotes in Apttus quoting tool

• Maintain company property: vehicle, files, demo accounts, cell phones, laptops and tablets

• Maintain current Territory Plan document and review with Vice Pr