Territory Manager - NSW

The Role

• The Territory Managers role is to increase the Pirtek Network’s market share through growth and acquisition of major local, state and national customers & sites in the Territory Manager’s assigned area or region to support each individual Franchise to achieve budgeted sales targets and profit objectives.
• This requires the development and implementation of direct sales strategies including conceptual changes to traditional business methodology that will obtain business from new and existing accounts via a planned and proactive business approach. The Territory Manager also act as an adviser, deliver training and coach sales effectiveness to ensure the local sales effort at Pirtek Centre level delivers the business outcomes required.
• The role demands exceptional but subtle levels of negotiation in addition to excellent communication skills as you will be working alongside franchise business owners.

Developing trust relationships with a portfolio of the Pirtek Network’s major customers, acquiring a thorough understanding of their needs and requirements, and expanding the business relationships with existing and target customers by proposing value adding solutions that meet their requirements and business objectives.

Essential Duties and Responsibilities include the following. Other duties may be assigned:

• Accountable for the sales development of the market segment in the territory/region assigned to the Territory Manager by the General Manager – Sales.
• Analyse the market segment within the assigned territory and identify potential and existing customer accounts with opportunities for Pirtek Fluid Systems core products and services.
• Implement direct sales strategies including conceptual changes to traditional business methodology that will obtain business from new and existing accounts via a planned and proactive business approach. These accounts may be local, state or national customers.
• Account manage assigned (by the National Sales Manager) National or State customers and or sites
• Ensure all state and national supply agreements are maintained and renewed before the given expiry date (with rate and price adjustments in line with corporate guidelines from the National Sales Manager – Strategic Accounts) to increase Pirtek sales revenue and improve contract compliance amongst this customer category.
• Work with franchises to build successful and acceptable levels of sales, profitability, promotional and technical expertise.
• Assist and advise Franchisees to develop direct sales at OEM and major user level within the Pirtek market sectors and defined territories.
• In conjunction with the National Sales Manager, induct new Regional and Metro Franchises, to promote the business initially and create a sales base for the Franchise that provides sustainable and profitable business.
• Become competent on all Pirtek Fluid Systems core products, develop presentation material and deliver to major customers from time to time.
• Complete all weekly and monthly reports before or by the due date set.
• Achieve sales targets as set by the General Manager – Sales for the assigned market sector and the territory/region allocated.
• Introduce TSR and MST reporting systems and analyse & evaluate reports.
• Ensuring that all operations and responsibilities as documented in the company’s intranet are carried out in strict accordance with the appropriate documentation.
• Recommending improvements to existing procedures.
• Determining and initiating appropriate corrective and preventative actions for any deficiencies found within their area of responsibility.
• Ensure that all records are maintained in a secure and readily retrievable manner, for the required duration. This includes up to date CRM, sales opportunity pipelines and sales and business review plans for the franchises.
• Train and coach Centre managers, TSR’s and MST’s to improve their sales effectiveness and customer service skills.
• Competent in CRM software applications, Microsoft Word, Excel & PowerPoint
• Further clarification available in the attached Role of PFS Field Sales Document attached and available in the Franchise Inductions Booklet.

Key Performance Indicators

• Increase sales revenue to the Pirtek network and PFS (retail and wholesale), by achieving and exceeding sales targets and budgets provided by the General Manager - Sales, in the assigned territory, as well as contributing to State sales objectives and targets.
• Maintain state and national agreements with 98% compliance to renewal dates.
• Manage allocated State and National Customers and sites to ensure we continue to deliver against customer expectations, gain additional business and protect against competitors.
• Develop Franchise territory Sales Plans, Customer Maps and conduct 6 monthly sales and business reviews following the Pirtek processes and templates.
• Effectively manage the sales opportunity pipeline for the assigned territory, achieving increased sales at existing customers and winning new business (customers).
• Major Customer satisfaction levels
• Innovation and value add to the Major Customers

You

Essentials
• Excellent negotiation skills
• Strong account management skills
• Strong listening and questioning skills - outstanding communication and interpersonal skills as well as the ability to manage conflict
• Ability to understand customer needs and translate them into practical solutions
• Ability to drive change
• Proven planning skills
• Disciplined time management and ability to work under pressure
• Excellent proposal writing, project management and analytical skills.
• Ability to analyse results and identify and explain any variances from targets
• Ability to follow and ensure compliance with operational processes
• Highly developed social, interpersonal and communication skills.
• Excellent team interaction skills
• Experience of managing accounts and relationships, also at senior management level
• Experience of direct customer contact
• Experience of presenting proposals to customers at senior management level
• Be comfortable working towards clearly defined sales targets
• A good understanding of what is required to develop and maintain the most valuable customer relationships

How to Express Your Interest:

To Express Your Interest: Email your resume and cover letter to the Sales Team -

Email: info@pirtek.com.au