The Territory Manager is responsible for business development and key account management in the Building Care domain, focusing on sales growth and account acquisition through strategic planning and relationship building.
POSITION TITLE:
Territory Manager
BUSINESS :
Building Care Domain
REPORTS TO:
Zonal Manager
POSITION PURPOSE:
Territory Manager will be primarily responsible for Business Development and Key Account Management in Building Care Domain primarily focussing on Diversey’ Floor Care and Equipment Portfolio. Target customer segment for this business will ideally be all large Building Service Contractors, Offices, Retail and other Infrastructure Facilities.
RESPONSIBILITIES:
Continuously focus on sales growth execution and sales target achievement through new account research and acquisition planning, leveraging sector expertise and market intelligence.
Take the lead initiative in developing rapport with identified key Accounts in the assigned territory.
Gain business at targeted new accounts within pricing/margin guidelines.
Continually evaluate key competitor activities, analyse effectiveness and prepare defensive strategic ploys.
Develop business relationship with key decision makers to further our business interests.
Implement with the team customer training & education training programs
Sales Reporting:
Plan daily, weekly and annual objectives and activities to maximise customer contact and effectiveness.
Continuously update all sales activities (e.g. funnel) using Salesforce or other CRM systems.
Provide a monthly update to direct manager on the following:
Tracking against KPI’s
Plans for coming month/quarter
Performance against previous plans
Internal Stakeholder Management:
Manage effective internal stakeholders (Customer Service, Marketing & Finance) relationships and ability to deliver the Building Care strategy through matrix reporting structure.
Work closely with Application Specialists to identify and develop relevant value propositions for customers.
EXPERIENCE / EDUCATION/TRAINING
3+ Years of overall Experience in Sales Management in B2B Business profiles from Chemicals, Building Materials, Infrastructure, BSC domain.
Strong expertise in Distribution Channel Management and Account Management
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