SCOPE:
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
SKILLS & 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
PHYSICAL & MENTAL DEMANDS
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.
COMPANY OFFERED BENEFITS
As Christensen continues to fuel exponential growth, we pursue to offer a diverse portfolio of benefits coupled with our compensation and bonus incentive programs.
A few elements of our benefit programs include:
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.
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