Position Description TransQuip Territory Manager (South Island)

Transcription

1 Position Description TransQuip Territory Manager (South Island) January 2018 This document is subject to review from time to time Section A Position: Reports to: Location: Territory Manager (South Island) General Manager Christchurch based Section B Position Objective: Functional Relationships: Nature and Scope: Limitation of Authority To drive sustainable product sales and manage customer relations in the respective South Island territory. This role will provide an opportunity for you to make your mark on your territory. Internally General Manager Senior Management team TransQuip Staff Externally Clients Existing and Prospective Suppliers Referral channels Established in 1995, TransQuip is a Christchurch based family owned business that specialises in supplying equipment, parts and accessories to the Commercial Vehicle and Contracting sectors nationwide. As defined in the Delegation of Authority Matrix or as delegated in writing by the General Manager Staff Numbers: 21

2 Section C Key Tasks and Specific Accountabilities 1 Territory Management The Territory Manager will be responsible for driving sales in their respective South Island territory and meeting and executing sales targets Set performance targets in conjunction with the General Manager and deliver or exceed these targets Supply the General Manager with regular oral and written reports on performance progress, customer needs, difficulties, interests, competitive activities, and potential for new products and services Develop, implement and review account management strategies and account qualification to grow the company s position in the market Develop clear and accurate proposals/quotations within agreed GP margins for current and prospective customers Educate existing and potential customers on TransQuip products, assist customers in selecting products best suited to their needs and secure product orders Coordinate sales efforts with the sales team, accounting and logistics to ensure products are promptly distributed (g) Maintain accurate records including sales call reports, expense reimbursement forms, billing invoices and other documentation (h) (i) Contribute to the monitoring and analysis of market trends by providing regular communication to the Senior Management Team Maintain a high level of product knowledge and keep up to date on changes within the business 2 New Business Development Maximise all opportunities to develop new business within the territory. Drive sales and business development for TransQuip Prospect for potential new clients and turn this into increased business with a focus on the big sale opportunity Cold call as appropriate within your territory to ensure a robust pipeline of opportunities Meet potential clients by growing, maintaining, and leveraging your network Identify potential clients, and the decision makers within the client organisation Research and build relationships with new clients

3 (g) (h) (i) (j) Plan approaches and pitches and develop proposals that speak to the client s needs, concerns, and objectives Participate in pricing the solution/service Handle objections by clarifying, emphasising agreements and working through differences to a positive conclusion Present an image that mirrors that of the client 3 Customer and Stakeholder Management Responsible for fostering strong relationships with customers, stakeholders and suppliers within the assigned territory (g) Develop and maintain positive relationships and networks between TransQuip and their regional South Island customers, with particular focus on high value customers with an emphasis on larger sales and accounts Establish business relationships with prospective customers in the assigned territory to generate new business for the company Research and understand customers operations to identify opportunities and solutions that are mutually beneficial to both TransQuip and the client Respond to all customer requests in a timely manner, ensuring responses are accurate, honest and reflect TransQuip s Values Ensure any customer issues or complaints are effectively dealt with and resolved to maintain customer satisfaction Administrate and maintain the customer database for the territory Has a deep appreciation of the sales process and knows when to close a deal or to walk away 4 Health, Safety and Environment Management Responsible for ensuring relevant HSE systems are in place and continuously monitor to ensure compliance within the territory Demonstrate leadership in Health & Safety and Environment procedures/issues and ensure that: Safe work and environmental practices are followed at all times by staff and contractors All operations comply with legal requirements including the Health and Safety in the Workplace Act 2015, the Resource Management Act 1991, and other relevant statutory requirements All operations operate in accordance with best practice Ensure all accidents and relevant incidents are reported on and investigated in a timely manner

4 5 Personal Development and Conduct The Territory Manager will be responsible for monitoring and developing his/her own skills and level of professionalism. Attend relevant professional courses and programmes in consultation with the General Manager Ensure new skills and competencies are obtained as required Maintain a professional image at all times. This includes keeping the company vehicle clean and tidy and taking pride in their personal presentation To adhere to company policies and procedures as set out in the company manuals Communicate in a professional manner with other staff Contribute ideas and share information with other Territory Managers and staff to grow knowledge, expertise and increase revenue and profitability within the business 6 Other The Territory Manager will undertake other duties as may be requested by the General Manager from time to time and accept changes and responsibilities as required by organisational change

5 Section D Person Specification Qualifications & Experience Previous sales experience, preferably in a related industry Knowledge of construction safety gear and vehicle parts Current New Zealand drivers licence Skills and Knowledge The ability to build effective relationships with current and potential clients Excellent communication and interpersonal skills Strong trade negotiation skills Results driven, dynamic and self motivated Professional demeanour, selling style, and appearance Financial management skills as it relates to: pricing, margins, rebates Good understanding of IT systems Flexible and adaptable with strong problem solving skills Highly trustworthy and reliable A team player Flexibility to travel frequently Is excellent at time management and prioritising Is confident, proactive and is comfortable developing new business opportunities Ability to travel in order to effectively service the territory Local market knowledge, networks and connections