Territory Sales Manager

Job: Territory Sales Manager (TSM)
Reports To: Senior General Manager

Department: Sales

Location: Regional (Eastern Central or Western Canada)

Job Purpose:
The Territory Sales Manager (TSM) is responsible for driving sales growth and profitability within their assigned region by building relationships with key accounts gathering market intelligence and collaborating with internal teams to improve stock offerings pricing strategies and customer engagement.

Key Responsibilities:
1. Sales Growth and Customer Management
Maintain and grow key accounts in the assigned territory increasing wallet share and win rates.
Plan and Conduct regular customer visits to identify new opportunities to increase sales by understanding customer buying patterns and competitor activity.
Develop recovery strategies for declining accounts in collaboration with the Inside Sales Manager (ISM) and General Manager (GM).
2. Market Intelligence and Stock Development
Collect detailed customer usage lists and part number-level data for targeted brands and business lines.
Gather competitor pricing and market trends ensuring timely updates to the Pricing Analyst and Sales Project Coordinator (SPC).
Validate new stock and pricing proposals with customers ensuring alignment with market demands.
Provide insights to the GM on economic and industry trends that might affect the business.
3. Customer Engagement and Strategy
Conduct regular business review meetings with potential growth accounts to align on long-term goals.
Track rebate-eligible customers ensuring they are on course to achieve annual rebates and providing strategic support to help them succeed.
Ensure that all customer feedback is communicated to the relevant internal teams to address challenges or capitalize on opportunities.
4. Collaboration and Reporting
Work closely with the ISM Lead Developer and SPC to align on sales strategies validate stock demand and address pricing challenges.
Ensure full territory sales budget achievement and provide regular updates to the GM.
Collaborate with the GM to align territory goals with national objectives and long-term growth strategies.

Key Deliverables:
Achieve territory sales targets and gross margin goals.
Provide actionable market insights and competitor intelligence.
Develop and validate new stock and pricing strategies.
Ensure customer satisfaction and account retention.

Key Performance Indicators (KPIs):
1. Territory Sales Performance: Achieve or exceed sales and gross margin targets.
2. Customer Retention and Growth: Increase wallet share and ensure rebate-eligible customers meet their targets.
3. Market Insights: Deliver accurate and actionable competitor and market intelligence.
4. Stock Validation: Successfully validate and align new stock and pricing proposals with customer needs.
5. Account Recovery: Implement and execute strategies to recover declining accounts.