Territory Sales Manager

New business and territory growth

• Prospect and convert distributors, dealers, retailers and specialist 4WD and automotive accessory customers through calls, visits, referrals, networking, events and targeted outreach.
• Open new accounts and progress them to product ranging, first orders and repeat purchases; follow up leads and build a pipeline that supports revenue and gross margin targets.
• Develop a structured territory plan, segment customers and prospects, prioritize opportunities, and maintain a disciplined call and visit plan.
• Review performance and use customer, product and sales data to identify gaps in territory coverage, ranging and account performance.

Account development and training

• Build productive customer relationships and account plans that increase product ranging, store participation, quote activity, order frequency and sales.
• Identify cross-sell and upsell opportunities, reactivate dormant accounts, and support promotions, launches, displays and customer programs.
• Respond to customer issues and coordinate internal support, escalating material commercial or service issues to the National Sales Manager.
• Plan and deliver practical product and sales training; support demonstrations and provide fitment or installation awareness within approved procedures.
• Keep displays and point-of-sale materials current, and follow up training to support product ranging, quotes, orders and repeat sales.

Forecasting, reporting and market support

• Maintain accurate customer, opportunity, activity and pipeline records in company CRM and reporting systems; provide reliable territory forecasts.
• Report progress against revenue, gross margin, new-account, pipeline, visit, training and conversion objectives, including risks and support needs.
• Manage travel and territory expenses within approved budgets and delegated authority.
• Monitor competitor activity, customer needs and market trends; provide evidence-based feedback on products, pricing, availability and customer experience.
• Represent RealTruck at trade shows and customer events, coordinate with internal teams to deliver commitments, and comply with company policies, safety requirements and applicable laws.

Qualifications

• At least two years of successful internal or external sales, business development or territory management experience.

Reporting context