Territory Sales Executive
ROLE: Territory Sales Executive
BUSINESS GROUP: Field Sales
LOCATION: Field Based (Brighton)
PURPOSE OF ROLE
The purpose of the role is to deliver forecasted sales and revenue targets for a specific geographic territory by managing and developing existing customer accounts and actively prospecting and opening new accounts.
REPORTING AND KEY RELATIONSHIPS
Development of customer relationships and prospects.
Reporting directly into a Field Development Manager.
Working with a telesales partner (TSR).
Other Key Contacts:
Drivers for Territory
Data Administration Team
New Product Team
Key & National Account Managers
DUTIES AND RESPONSIBILITIES
To develop existing customer accounts and actively prospect new accounts to ensure sales forecast and revenue targets are met as a 80% growth from current customers and 20% new business.
Manage and develop new and existing nominated national accounts using product templates and leads.
Work with the Key & National Account teams to deliver tactical activity in national accounts and Independent groups on your territory.
Manage territory on a daily basis using BI reporting, communicating & agreeing plan of action with TSR partner.
On a monthly basis share territory business plan with FDM & team detailing performance to date & forward actions.
Use mobile BI, analyse report to establish current trends across account base & identify key actions to be completed within journey cycle.
All data to be fully completed within C4C (CRM). Weekly planner to be updated in C4C for minimum 4 weeks in advance.
All customer enquiries to be responded to within 24hours of receipt and to make sure all issues are addressed and resolved as quickly as possible.
Continual improvement of product knowledge to share with customers and improve growth of sales.
Train and present “Bake Off” and presentation of products in customer locations when required.
To manage all equipment within territory to ensure maximum return on investment, relevant action to be taken if equipment is delivering under target.
To follow agreed company processes and policies namely for pricing, samples, account opening, credit applications, credit requests, quality control.
To undertake any reasonable request asked of you by the management team.
ROLE PROFILE/ JOB DESCRIPTION
To always represent the Company in a professional & positive manner.
Up to £3M invoiced sales
Max 450 customers per territory
Decision Making Level/Complexity
Identifying which prospect accounts are most valuable and making these your priority
Working within the price parameters set to negotiate terms to new and existing customers
Using ledger information to prioritise and decide which customers should be seen, spending time with those
accounts that will deliver maximum return for your investment of time.
People Management Responsibility
EXPERIENCE AND QUALIFICATIONS/TRAININGInterest/passion for food
Clear confident communication skills both verbal, written & numeric
Good Numerical Skills to GCSE standard Maths, demonstrated as commercial maths
General Interest in People
Field Sales experience
The determination to overcome obstacles and to deliver what’s required
KNOWLEDGE AND SKILLS
Structured selling techniques
Demonstrable drive and enthusiasm
Prior CRM experience
Intermediate level PC skills
Bakery / Foodservice
Sales and Revenue Forecast for territory
Ave of 6.5 visits for existing customers and 1.5 prospects per day
Revenue per Drop
ROI for equipment base
Retention of existing customers
Number of trading customers (NOBC)
Ensures Accountability Customer Focus Action Orientated
Drives Results Financial Acumen Communicates Effectively Nimble Learning