Senior Territory Manager

Summary

This position is responsible for achieving sales objectives, pursuing new business, growing existing customer business, maximize penetration to increase Market-Share within an assigned territory that may include in store share in both fleets and dealers if needed.  In addition, this role may be required to identify, solicit, and obtain long term strategic business to include large fleets and potential dealers.

 

Responsibilities

• Implements Company sales strategies to achieve territory unit and profit goals.
• Informs and implements the business divisions programs with customers.
• Develops customers consistent with the business unit’s distribution strategy.
• Seeks new accounts and channels of distribution consistent with the distribution strategy of the business unit.
• Analyzes pricing of the Yokohama brands and competitors’ brands and recommends pricing actions.
• Proposes sell-in/sell-out pricing targets.
• Manages the information systems used in the pricing process.
• Assists in managing customer promotions, training meetings, and ride/drives.
• Acts as Liaison between Dealer and Corporate Office. 
• Negotiates business unit’s strategies with complex and influential customers.
• Able to conduct negotiations that involved other Yokohama business functions/departments.
• Effectively resolves major issues with key customers.
• Keeps themselves informed of the evolutions and trends of the profession and its environment and integrates the factors from the professional environment into day-to-day work.
• Monitors operating expenses to ensure proper use of funds within budget.
• Able to adapt and implement tactical marketing mix in coherence with the brands marketing strategy.
• Able to measure and communicate the consequences of any tactical marketing mix actions.
• Can recommend the right product and/or service for the application and/or customer, taking into consideration regulations and fitment standards.
• Provides proper use and/or maintenance recommendations required for the optimal use of the product to end users and distributors/dealers.
• Implements solutions based on customer’s supply chain requirements and our capabilities.
• Knows the business unit’s credit management rules and knows the relevant indicators applicable to the job.
• Manages the contract provisions within a commercial relationship with a customer and can identify the main legal risks of activities.
• Implements Company sales strategies to achieve territory unit and profit goals.
• Present to direct manger a complete and authentic action plans for individual territories for combined feedback, if required
• Develop and present to direct manager S.M.A.R.T. Goals based on market and internal sales data clearly formulated for continued growth, if required
• Able to manage day to day activities within the territory with minimal direction from direct manager. 

Knowledge and Skills

• Good (verbal and written) communications.
• Self-starter
• Strong Analytical and organizational skills
• Understanding of Action Selling Techniques
• Proficient in Microsoft Office -Outlook/Word/Excel/PowerPoint, SFDC, SAC

Education and Experience

• Bachelors’ Degree preferred 
• Account management experience preferred

Physical Requirements

• Must be able to remain in a sitting stationary position for prolonged periods of time while driving a vehicle or working on a computer.
• Event support such as Rid and Drive and trade-shows, including assisting with event set-up and take-down
• Employees must possess the ability to occasionally lift, carry, push, pull and move materials and objects weighing up to 50 pounds.
• Must be able to remain standing or moving on feet for prolong periods of time
• Ability to work in outdoor weather conditions