Exempt, Grade 13
Sales Incentive Program (SIP) eligible
GENERAL SCOPE
Manages an assigned account, or group of accounts, with the primary responsibility to create value for the assigned customers through the technical service they provide; and identifying new product opportunities and selling to existing customers. A Sales Service Professional's sole focus is to maintain revenue, price capture and to improve gross profit. A Sales Service Professional may work on attaining new business where appropriate, but that is not their primary assignment or job responsibility.
KNOWLEDGE
Moderate understanding of general job aspects and superficial understanding of the technical phases of the job.
JOB COMPLEXITY
Performs routine, repetitive, and basic tasks where precedent, methods and processes are well established. Makes simple decisions, but refers most to more experienced personnel.
IMPACT
Impact to overall activity is minimal. Errors do not normally have major effect on overall organization.
Job Role:
The Territory Account Manager position is highly focused on customer account management and ongoing service, support and sales development with respective accounts. This position primarily focuses on service and selling (additional products, tools and services) to existing accounts with an additional emphasis on new accounts. This is a direct, customer-facing sales role with responsibility to retain existing revenues and close new revenue opportunities with both existing and new customers.
Primary Position Responsibilities:
Effectively provide account management and ongoing service, support, and sales development to respective accounts in a defined geography and sector(s). Implement white spot prospecting to include existing products, new products and innovations, enhanced sustainability and operational efficiencies (water, energy, chemical usage), and where appropriate food safety solutions.
Monitor and report for both respective accounts and aligned Key Accounts by utilizing corresponding tools, such as Sales Funnels, quarterly reporting, market share analysis, and other reports requested by central stakeholders and supervisors.
Work intensely and directly on application expertise and execution delivery, including customer training and merchandising, to reinforce value proposition and brand equity. Hold monthly and quarterly review sessions with customers heads of department/ stakeholders.
Grow sales in geographic area and sector(s) by identifying, analyzing, and addressing opportunities for new customer acquisition as well as within existing customers through product and application recommendations.
Continuously focus on sales growth execution and sales target achievement.
Liaise with TCS to ensure appropriate service support for respective accounts.
Consult with Key Account Managers or District/Sector Managers to ensure account management support delivered in respective accounts.
Lead on time account receivable collection and prevent overdue
Capabilities and Strengths:
A Bachelor's Degree Holder
With at least 2 years job related experience
Excellent interpersonal and communication skills (written and verbal). Solid demonstrated presentation skills with ability to convey complex information to a broad audience.
Strong time management skills with the ability to multi-task while being flexible with changing demands.
Self-starter and results-oriented individual with the confidence to take risk and partner with business leaders as required.
High sense of drive and urgency with a positive outlook.
Ability to implement problem solving techniques in order to resolve customer issues and take corrective action.
Strong analytical skills with the ability to interpret and utilize data and strategic tools to improve sales, meet goals, identify opportunities, and exceed customer expectations.
Demonstrated sales skills and/or training with ability to utilize consultative sales techniques.
Ability to work independently as well as thrive in a cooperative work environment.
Proficient in Microsoft Office applications, especially Word, Excel, and PowerPoint
