Details
 

09/17/2014

Territory Manager

The Andersons, Inc. - Maumee, Ohio

This position will cover Southern Ohio, parts of Kentucky and Indiana (candidate must be located in this region).

Position Summary

This position is accountable for planning, developing, and implementing sales and marketing strategies to ensure long term growth and profitability. The incumbent is expected to aggressively seek and cultivate new accounts, in established territory or market segments, by contacting prospective customers by phone, or personal visits to promote the sales of products and services. The incumbent is expected to increase sales to new and established accounts by introducing and demonstrating new products or services. The incumbent is responsible for growth, profit and performance within assigned territory. The incumbent is responsible for intimate knowledge of the customer base in the territory. This requires the incumbent to be proactive in the supply planning process to assure the availability of product to desired locations and customers. The incumbent will maintain an awareness of competitors and their actions in the markets and their reactions to our programs. This enables the incumbent the ability to keep the product management team informed about changing trends to keep our product offering consistent with customers needs. This position must balance the competitiveness of product pricing with the performance objectives of margin and profitability. The incumbent must be cognizant of profitability objectives for the profit center and division, and plan and execute strategies to contribute to the achievement of these objectives. It is essential that this position maintains profitability for the following elements: product mix, margin, sales volume, development of customer base and customer integration and link-ups. The incumbent has direct responsibility for credit exposure, collection, and control within the assigned territory. The incumbent must evaluate financial reports and overall performance of customers and make recommendations for the establishment of proper credit limits. In carrying out this responsibility, the incumbent must comply with established credit policies and procedures, and recommend improvements. This position is responsible to make periodic reports on the credit and receivable situation within the assigned territory and to collect delinquent accounts. Organizational Relationship The incumbent typically reports to the Director of Industrial & Specialty Products or the Regional Sales Manager along with the Territory Managers, the Area Sales Representatives and other sales support staff.

Principal Accountabilities

The following accountabilities are to be carried out in a manner consistent with the spirit and philosophy outlined in The Andersons' Statement of Principles:

1. Be a true leader and champion in establishing and maintaining a vision and required behaviors for our culture of ensuring human safety.

2. Deliver a courteous, pleasant and positive attitude in providing extraordinary service to all customers, coworkers and others ensuring open lines of communication.

3. Maintain an advanced knowledge of company products, services, policies and procedures.

4. Demonstrate an understanding of the gross profit impact associated with sales and service programs, as well as market trends and pricing through positive sales results and knowledge.

5. Work with product and sales management groups to develop short/long term sales plans to achieve objectives and gross profit goals.

6. Develop advanced knowledge of competitors by identifying their strengths, weaknesses, threats, and opportunities.

7. Provide existing and prospective customers the service and insight to operate their business profitably and soundly, keeping them informed of every service The Andersons can perform for them.

8. Develop sales plans for the territory and accurately update sales forecasts in order to ensure proper product supply at respective locations.

9. Administer complete credit program to establish proper customer credit limits to control credit exposure by limiting losses and maximizing sales results.

10. Establish and maintain an exemplary image of The Andersons through positive personal involvement in the industry and community.

11. Develop and continuously improve selling, finance, and computer skills with the objective of bringing the highest degree of competence and professionalism to our customers.

12. Performs other related duties within job scope as assigned by supervisory personnel.

Job Qualifications

Education:

· Bachelors Degree required, in Economics, Business Administration, or equivalent field

Experience:

· Mid Level = 3 - 5 years of applicable experience in a related discipline

Certifications/Licenses:

· Valid driver’s license

· Certified Crop Advisor Certification (CCA), a plus

Additional Skills:

· Intermediate/strong computer skills

· Critical thinking techniques

· Agronomic specific knowledge

· Strong written, oral and interpersonal communication skills

· Relationship based decision competency

· Motivated as a self starter

Working Conditions

1. Works in varying weather conditions and temperatures.

2. Working conditions could include: dust, fumes and noise.

3. Travel required.

Note: The statements herein are intended to describe the general nature and level of work being performed, but are not to be seen as a complete list of responsibilities, duties, and skills required of personnel so classified. Also, they do not establish a contract for employment and are subject to change at the discretion of the employer. The Andersons is a Drug-Free Workplace.

Qualified candidates, please submit your resume through the online career portal at www.andersonsinc.jobs.

 

Printer-Friendly Version