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