[Hiring] Territory Manager @Christensen, Inc.

Role Description

This position provides account management and new business acquisition within a specified geographical territory. The Territory Manager (TM) reports to the PNW Branded Dealer Sales Manager for the Retail Fuels division of the Christensen Company. The TM is responsible for the overall profitability and growth of their territory. The accounts are branded and unbranded convenience stores and truck stops. The TM’s ultimate responsibility is to grow long term volume and gross profit in the established territory.

Significant Activities & Deliverables

• Business Retention
  • Manage customer relationships to drive customer Net Promoter Score through weekly in-person visits.
  • Provide annual territory sales action plan with geographical intelligence, at risk accounts and investments.
  • Develop and execute business plans to achieve stated monthly, quarterly and annual initiatives/objectives.
  • Collaborate with credit department to manage territory's accounts receivable.
  • Ensure customers execute oil company promotions and loyalty programs.
• Growth
  • Develop and commit to monthly, quarterly and annual growth plan and initiatives.
  • Counsel existing customers to help them grow their business.
  • Provide weekly feedback and direction on customer margins.
  • Ensure existing customers are purchasing all available product lines from Christensen.
  • Collaborate with the Fleet Card division to drive fleet volume to customer locations.
  • Prospect fuel accounts throughout territory and pass on LEADS to develop dynamic pipeline.
  • Work hand in hand with the Business Development Manager to move prospects to close the sales cycle.
  • Collaborate with Project Manager to manage new brand/upgrade conversion process.
• Mystery Shops
  • Manage mystery shops to drive customer Image/Mystery Shop Score through weekly in-person visits.
  • Develop and execute mystery shop plans to achieve stated monthly, quarterly and annual objectives.
  • Counsel and train existing customers to help them accomplish mystery shop targets.
  • Collaborate with Project Manager to manage new brand/upgrade conversion process.
• Leadership & Team Reach
  • Be prepared to provide weekly updates on goals in 1:1 meetings.
  • Be prepared to report on current performance to plan, competitive intelligence, success stories and other learnings that will benefit the team during each weekly team huddle.
  • Be prepared to report on progress to monthly, quarterly and annual priorities as well as successes, adjustments and failures during each monthly team huddle.
  • Understand and live our Core Values and execute all aspects of our Employee Value Proposition.
  • Become intimately familiar with Customer Value Proposition.

Qualifications

• BA/BS Degree in Business and/or at least 5 years sales experience. Professional degree preferred.
• Success in account/relationship management and reaching the company's sales targets on time.
• Success in creating long term relationships, understanding customer's demands, while generating growth.
• Excellent communication skills both verbal and written.
• Excellent computer skills.
• Conflict Management.

Requirements

• Operates in a professional office environment.
• Regularly required to stand, walk, sit for long periods of times, talk, and hear.
• Repeating motions that may include the wrists, hands and/or fingers, with the ability to reach with hands and arms.
• This position requires the ability to occasionally lift office products and supplies, up to 20 pounds.

Benefits

• Health Insurance Benefits:
  • Medical, Dental, Vision, plus Ancillary Plans.
  • Flexible Spending Accounts for Health and Dependent Care, and Health Savings Accounts.
  • Company provided long term disability and up to $50,000 of life insurance.
• 401(k) plan with a generous company contribution.
• Paid time off in addition to 7 company paid holidays.
• Parental Leave Program.
• Employee Assistance Program.
• Employee Recognition Program.
• Employee Referral Bonus Program.