Territory Manager - VA, MD, DE, NC

Summary

 

This position is responsible for achieving sales objectives, pursuing new business opportunities, growing existing customer relationships, and increasing market share within an assigned territory. As part of our Commercial Tire Division, this role will focus on Commercial products, driving growth and brand presence across the region. In addition, the individual will work closely with their direct manager to develop strategic action plans and set measurable goals for their territory to ensure consistent achievement of sales targets.

 

 

Responsibilities

• Implements Company sales strategies to achieve territory unit and profit goals.
• Informs and implements the business divisions programs with customers.
• Develops customers consistent with the business unit’s distribution strategy. 
• Seeks new accounts and channels of distribution consistent with the distribution strategy of the business unit.
• Collects prices and calculates MR1 using business unit methodology.
• Reports competitors’ pricing activities.
• Analyzes sell-out prices and resulting margins.
• Assists in managing customer promotions, training meetings, and ride/drives.
• Acts as Liaison between Dealer and Corporate Office. 
• Leads in negotiations in an autonomous manner consistent with the predefined sales strategy.
• Able to respond to and overcome objections.
• Keeps themselves informed of the evolutions and trends of the profession and its environment and integrates the factors from the professional environment into day-to-day work.
• Monitors operating expenses to ensure proper use of funds within budget.
• Able to adapt and implement tactical marketing mix in coherence with the brands marketing strategy.
• Able to measure and communicate the consequences of any tactical marketing mix actions.
• Able to recommend the right product and/or service for the application and/or customer, taking into consideration regulations and fitment standards.
• Provides proper use and/or maintenance recommendations required for the optimal use of the product to end users and distributors/dealers.
• Understands the impacts and principles of the supply chain and knows the organization, contacts, and functions of the supply chain.
• Knowledgeable with the business unit’s credit management rules and knows the relevant indicators applicable to the job.
• Knowledgeable the relevant legal regulations and the resulting constraints to Yokohama’s actions in the marketplace.
• Responsible for calling on Dealer, Fleet, Tractor OEM and Truck Stop locations to determine course of actions to increase sales, if applicable
• Proficient in corporate warranty procedures to include causes and conditions as outlined in the TMC Conditions Manual, if applicable.
• Other tasks as requested by Zone Manager, Director or Corporate Staff.

Knowledge and Skills

• Excellent communication (written and verbal) skills
• Intermediate Analytical skills
• Understanding of Action Selling Techniques
• Proficient in Microsoft Office -Outlook/Word/Excel/PowerPoint, SFDC, SAC

Education and Experience

• Bachelors’ Degree, or equivalent experience
• Recommended a minimum of 5 years tire industry or sales account management experience.

Physical Requirements

• Must be able to remain in a sitting stationary position for prolonged periods of time while driving a vehicle or working on a computer.
• Event support such as Rid and Drive and tradeshows, including assisting with event set-up and take-down
• Employees must possess the ability to occasionally lift, carry, push, pull and move materials and objects weighing up to 50 pounds.
• Must be able to remain standing or moving on feet for prolong periods of time
• Ability to work in outdoor weather conditions