Territory Sales Manager

Interstate Battery System Of America - Austin, TX

Full-time - Mid Level

Austin, TX

Furniture, Home Furnishings, Electronics, and Appliance Retailers

About the position

The Territory Sales Manager (TSM) at Interstate Batteries plays a crucial role in driving new customer acquisition within their designated territory. This position is not just about sales; it embodies the company's mission to create a trusted workplace where team members can thrive both professionally and personally. The TSM will lead efforts to identify and secure new profitable customers, particularly focusing on independent local dealers. This role is pivotal in generating incremental growth for the operation and requires a proactive approach to meet or exceed established Key Performance Indicators (KPIs) and sales goals. In this position, the TSM will collaborate closely with the Market Growth Manager (MGM) and Inside Sales Specialists to develop a comprehensive sales plan aimed at expanding the dealer base. The TSM will be responsible for coordinating with these specialists to ensure efficiency and success in their sales efforts. A significant aspect of the role involves adopting an insights-based sales approach tailored to potential new dealers, helping them to enhance their overall business performance. The TSM will also be expected to follow established best practices and procedures, which include maintaining activity levels, qualifying opportunities, and effectively positioning the company's value proposition to prospects. Documenting customer interactions in CRM tools is essential, as is sharing best practices with peers in the TSM community. Additionally, the TSM will partner with the Dealer Development Manager to provide ongoing education and support to both new and existing dealers, ensuring a robust and knowledgeable dealer network.

Responsibilities

• Identify, meet with, and secure new profitable customers for the operation with a focus on independent local dealers in your territory.
• Meet or exceed established KPI's and goals including new sales production.
• Partner with the MGM and Inside Sales Specialist in developing a sales plan to attack the market and grow the dealer base in their territory.
• Coordinate with and provide feedback to Inside Sales Specialists who are dedicated to your efficiency and success.
• Develop insights-based sales approach tailored to potential new dealers to help them grow their entire book of business.
• Follow all established best practices and procedures including activity levels, qualifying opportunities, and positioning our value proposition with prospects.
• Document customer and prospect interactions in CRM tools including appointments, cold calls and other contact methods (phone, email), implementing best practices and processes, and ensuring pipeline is an accurate representation of current activity and opportunity focus.
• Share best practices amongst your peers in the TSM community.
• Partner with Dealer Development Manager in the ongoing education and support of new and existing dealers.

Requirements

• Business to business sales experience is preferred.
• Automotive experience is highly desirable.
• Demonstrated ability to lead and develop sales teams.
• Bachelor's degree preferred.
• Excellent analytical and problem-solving skills.
• Customer and results driven.
• Concise and professional written, presentation, and verbal communication skills.
• Experience with MS Office required.
• Experience with Salesforce, Concur, Workday, Tableau is desired.
• Challenger Sales Training preferred.