Territory Sales/Development Manager
Our client is a premium prepared food and beverage business, delivering innovative solutions through their uncompromising love of food and passion to inspire their people, customers and world… beyond food.
How you’ll make an impact
Their distribution channels are the lifeline to their customers, and this dynamic role will require someone with strong strategic and commercial experience coupled with well-developed people development skills. As the Territory Sales Manager you will meet sales and gross margin targets whilst ensuring the ongoing success of Territory Managers and supporting them to create a profitable business. Responsible for the progression of Territory Managers and Company Drivers through their Trusted Partner Steps and thereby delivering excellence in service and customers who love them.
What you’ll do
Understand the performance objectives for Territory Managers and manage them to these, with key
accountabilities and outcome expectations.
Deliver and execute seamless and consistent customer delivery with skilled Territory Managers and
Company drivers, to ensure the customer facing aspect of the business is consistent in service, appearance, and hygiene.
Work closely with General/Branch Manager to establish Territory Manager Model, quotas and goals
executed by their franchisee model (Territory Manager).
Secure new territory customer sales through agreed targeted prospecting activities, and follow-up of all incoming wholesale customer enquiries.
Assist with the retention of existing wholesale business and work with Territory Managers to build a strategic targeted pipeline.
Identify key areas/suburbs to build up existing routes for their Company Drivers which lead to the creation of new Territory Manager opportunities. This includes oversite on run and customer allocation.
Ensure the execution of daily business basics such as vehicle maintenance, personal presentation and
Coach Territory Managers and Company drivers through the successful completion of the Trusted Partner Steps (to level 5) within agreed timeframes.
Support Territory Managers and Company drivers within the warehouse to understand customer needs prior to delivery, to achieve product for purpose and meet customer’s expectations.
This role may require support to different locations and interstate travel
Success looks like:
A cohesive team of confident and capable Territory Managers with healthy P&L’s, robust income and
satisfied long term customers.
A team that is confident to pitch for and win new business to grow their territory.
Strong partnerships with Branch Managers that consistently deliver high customer satisfaction with their product, delivery and service.
Contribution to business profitability through securing and retention of new wholesale business, margin management and productivity gains achieved with high performing Territory Managers and Company drivers.
Meeting and exceeding Key Performance Indicators within or before expected timeframes.
Effective working relationships with colleagues and key stakeholders across the business, with an
emphasis on a One Team approach and in line with Company Vision.
What you bring to the table:
Achievement Focus; sets and achieves goals, demonstrates persistence and overcomes obstacles, measures self against standard of excellence, recognises and acts on opportunities.
Business Acumen; understands business implications of decisions, conducts cost-benefit analyses, displays orientation to profitability, demonstrates knowledge of market and competition, aligns work with strategic goals.
Performance Coaching; defines responsibilities and expectations, sets goals and objectives, gives performance feedback, motivates for increased results, recognises contributions, encourages training and development.
Problem Solving; identifies problem in a timely manner, gathers and analysis’s information skillfully, develops alternative solutions, resolves problems in the early stages.
Sales Skills; achieves sales goals, overcomes objections with persuasion and perseverance, initiates new contacts, maintains customer satisfaction, maintains records and promptly submits information.
Strategic Thinking; develops strategies to achieve organisational goals, understands organisations strengths and weaknesses, analyses market and competition, identifies external threats and opportunities, adapts strategy to changing conditions.
Written Communications; writes clearly and informatively, edits work for spelling and grammar, varies writing style to meet needs, presents numerical data effectively.
Minimum 3 years sales experience preferably within a Hospitality/ Food Services category
A proven track record of exceeding KPIs
Prior Franchise experience highly desirable
A ‘Can do’ attitude and a willingness to ‘roll up the sleeves’
You are a team player, with demonstrated sales expertise in customer win backs and increased
You have a flexible mindset, willingness to do what it takes to get the best outcome for the
business and our customers
Sound business planning and analytical skills
Strong verbal and written communications skills
IT/Computer literate, intermediate Microsoft Suite and Power BI
Enthusiastic, resilient, tenacious and persuasive with a strong customer focus
Tertiary qualifications in Business, Sales & Marketing or similar and/ or relevant work