Purpose of Role

The purpose of this role will be prospecting new and growing existing accounts using a consultative selling approach to deliver added value based on our comprehensive portfolio of supply chain solutions. The Territory Manager (TM) is the direct point of contact with customer and in charge of ensuring a customer’s needs and expectations are met. The TM will know their product or solution inside and out and guide their customers through the validation process efficiently and satisfactorily.

Central Territory - IL, IN, MO, KY, AR, OH

Areas of Accountabilities

Build strong customer relationships understanding customers’ needs and Rehrig Pacific solutions

• Present, promote and sell products/solutions using a consultative selling approach to existing and prospective customers in a defined region.
• Perform cost-benefit and needs analysis of existing/potential customers to meet their needs.

• Lead as the primary contact and build long-term relationships with key accounts to secure revenue on long term commitments.
• Reach out to customer leads through cold calling
• Lead customer negotiations; assist in developing pricing strategies and managing a portfolio of business.
• Expedite the resolution of customer problems and complaints to maximize satisfaction.
• Utilize selling tools such as Salesforce and LinkedIn to efficiently/effectively manage and grow the territory
• Drive new business opportunities with current and potential customers by selling our comprehensive portfolio of supply chain solutions.
• Achieve agreed upon sales targets and outcomes within territory.
• Analyze the territory market’s potential, track sales and status reports.
• Translate the value of existing and new Rehrig Pacific products and services, using financial payback tools
• Quantify and monetize the value of our solutions and differentiate our approach to prospects and customers.
• Proven work experience as a sales representative
• Familiarity with BRM and CRM practices along with ability to build productive business professional relationships

Collaborate with sales managers and cross functional teams to meet commitments aligned with sales team goals

• Provide management with reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Develop and sustain sales relationships with key decision makers and influencers at all levels of the organization.
• Develop and present presentations to key decision makers that clearly articulate the value of our solution directly related to their organizational challenges.
• Collaborate with National Director, National Account Manager and National Sales Manager to cultivate and grow current and prospective national and regional accounts.
• Collaborate with customer and Rehrig’s A/R Department to optimize receivables and to mitigate bad debt risk.
• Utilize Customer Service to send product literature, price catalogs, references and other data to customer as required.
• Submit sales activity and forecast reports to Sales Manager; provides briefings to Sales Manager as necessary or as requested.

Develop ways to obtain new skills to grow and broaden industry knowledge

• Participate in trade shows and be an active member in industry associations within the territory.

• Maintain up to date knowledge on products, industry, and technical knowledge; share market and competitor information with applicable stakeholders within the business.
• Understand and articulate our unique solutions while effectively utilizing the Rehrig Pacific sales model to identify opportunities and maximize customer-specific value.
• Gain an understanding of the NPD process

Knowledge, Skills, and Experience

• Bachelor’s Degree required
• Excellent selling, communication and negotiation skills
• Ability to create and deliver presentations tailored to the audience needs
• Embrace and demonstrate Rehrig Pacific values of Family, Service, Growth, Intrapreneurship, and Innovation.
• Willingness to travel; this position requires 50% overnight travel or more
• Experience using Salesforce preferred
• 2 to 3 years of business to business field sales experience required; 3 years preferred
• Consultative selling, retail, manufacturing, supply chain or B2B experience preferred
• Acceptable motor vehicle report due to the operation of a company vehicle
• Excellent communication skills, which includes both verbal and written communications and developing and conducting formal presentations
• Excellent knowledge of MS Office

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Rehrig Pacific, compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is [enter pay range].