Territory Manager

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 growth of their territory. The accounts are branded and unbranded convenience stores and truck stops. The TMs ultimate responsibility is to grow the volume and gross profit of the territory.

Significant Activities & Deliverables:

Business Retention

• Manage customer relationships to drive customer Net Promoter Score

• Provide annual territory plan with at risk accounts and investments

• Collaborate with credit department to manage territorys accounts receivable

• Develop and execute business plans to achieve stated objectives

• Develop and commit to monthly, quarterly and annual initiatives

• 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 R.E. Powell

• Collaborate with GM Fleet Card to drive fleet volume to customer locations

• Prospect fuel accounts throughout territory to develop dynamic pipeline

• Drive prospects quickly through the prospect to close sales cycle

• Collaborate with VP Asset Management to manage new brand conversion process

Mystery Shops

• Develop and commit to monthly, quarterly and annual mystery shop plan and initiatives

• Counsel and train existing customers to help them accomplish mystery shop targets

• Collaborate with VP Asset Management to manage image 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

Qualifications:

• BA/BS Degree in Business and/or at least 5 years sales experience. Professional degree preferred

• Excellent computer skills

• Demonstrated success in account management and new business acquisition

• Excellent communication skills both verbal and written

• Goal driven