Command and own any and all programs and items, including sales performance management, taking proactive and responsible steps to improve account profitability and cash-flow. Perform opportunity analysis for margin improvement.
Establish and drive agreed growth plans for both organic growth and new account acquisition that ensures sales objectives are achieved.
Lead important customer negotiations.
Hold regular team meetings or phone conferences to manage working capital, sales funnels, and project completion.
Develop, retain, and acquire talent by utilizing team development mechanisms and training tools to enhance sales effectiveness. Analyze respective area territory design and sales role assignments while considering market opportunity and available talent.
Deliver on-the-job sales training and monitor employee performance to ensure effectiveness. Document individual performance problems and work with human resources to ensure the right people are in the right roles and performing according to expectation. And if not, work with your manager and human resources to replace individuals that consistently fail to meet objectives.
Identify opportunities for sales professionals to grow through existing and new training modules. Be a role model for self-development and learning.
Compile and deliver area competitive intelligence to the business director and or Sector Leader to inform them about future sales and marketing opportunities.
Analyze customer information for process and customer experience improvement opportunities. Develop reports as required for your managers, as well as Sector or Marketing leads, detailing: competitive environment; opportunities for sales, product, or service improvement; trends in competitive landscape; and recommendations to improve lead generation, bid, and sales close effectiveness.
Liaise with TCS to ensure appropriate service support for Area accounts.
Facilitate the development of key competencies, such as selling skills, technical skills, etc. by following prescribed on boarding programs (new hire training program, ride-with requirements, team installations and selling opportunities, Performance Management Planning) so that Territory Managers are fully trained and capable of performing the role of a Territory Manager (selling and servicing Cleaning Equipment, ware washing, laundry and housekeeping applications).
Work with Corporate and/or Strategic Account Managers to ensure account management support is delivered by Territory Managers as agreed.