Territory Sales Manager

1. PRIMARY FUNCTION:  

Responsible for all sales-related duties pertaining to the customer base within assigned territory. Duties include, but are not limited to: making sales calls to and interacting with existing, newly acquired, and prospective customers; being actively involved with industry associations, the engineering community, and key authorities having local jurisdiction; and maintaining and updating all administrative tasks, weekly call reports, expense reports, customer data base, and pricing information in a timely manner. Accountable for financial performance of all assigned accounts, market share increase within assigned territory, and overall territory sales growth. May require significant overnight travel.

1. MAJOR DUTIES AND RESPONSIBILITIES:  

• Establishes and maintains a professional business relationship with existing customer base.
• Identifies each customer’s key decision-makers to create and maintain a relationship with them.
• Presents detailed information regarding the Company’s products and services on an ongoing basis.
• Targets and prospects new customers per goals outlined for the region.
• Participates actively in industry associations, including local AFSA, NFSA, and SFPE chapters.
• Builds and maintains a relationship with key engineering firms that drive fire sprinkler specifications.
• Composes and submits weekly call reports highlighting all sales activity.
• Submits weekly expense reports per company guidelines. 
• Manages annual expense budget as established by the Regional Sales Manager.
• Composes and analyzes succinct sales tracking reports.
• Creates, updates, and maintains all customer files with pricing and key contact information.
• Coordinates and keeps an efficient travel/work schedule to maximize time spent with customers.
• Develops and maintains proficiency with company software.
• Compiles data for and composes annual business plan with focus on attaining sales and gross profit dollars per goals set for the region.
• Compiles and tracks periodic account financial data based on the annual business plan.

1. EXPERIENCE: 

• Four-year degree preferably in a job related discipline.
• Minimum two years experience in sales.
• Ability and willingness to learn all aspects of fire protection industry as well as Viking’s products and services.
• Assertive personality and dedication to constant self improvement a must.
• Demonstration of excellent written and oral communication skills, including computer competence.

1. ANALYTICAL/PROBLEM-SOLVING REQUIREMENTS:  

The position requires a person that can analyze the amount of tasks needing completion and organize their time and their subordinates’ time accordingly. The person has to be a steady worker and have the ability to adapt to changes. This position requires a great degree of coordination between different departments and functions within departments of the company. The ability to make sound decisions based on known facts is critical. 

1. MENTAL/VISUAL/MANUAL COORDINATION:

        Normal mental/visual attention.

        Mental/visual attention plus manual coordination.

        Considerable mental/visual concentration, coordinating manual dexterity with mental/visual attention.

        Unusual and sustained coordination of mind and eye.

1. WORK ENVIRONMENT:

        Subject to frequent interruptions of normal routine.

1. JOB IMPACT:  

            Errors may be serious, usually not subject to direct verification, and may result in significant monetary and/or customer relation loss.

        Errors are difficult to discover, normally involving decisions not subject to detailed review.

1. EQUIPMENT USED: Position requires a person with data entry skills and working knowledge of a Microsoft Office environment.  MS Word, Excel, and PowerPoint skills are necessary, as well as customer management software. The position will use all types of office equipment.
2. LEVEL OF SUPERVISION PROVIDED:  

        Independent contributor not responsible for the work of others.

1. INTERNAL/EXTERNAL CONTACTS:  

        Regular inside and outside the organization:  Requires regular contact with subordinates and/or other departments, with occasional contacts with individuals outside the organization.  Also includes jobs with regular customer/client/vendor contacts.  Contacts are primarily for the purpose of supplying or seeking information or reports.  Requires tact and discretion in order to obtain cooperation.  May require some persuasiveness to obtain action, consent, agreement or approval.  Improper contacts outside of the organization may affect results, but primary responsibilities rest with the next level of management.