Territory Sales Manager

$70,000 - $75,000/Yr

GPM Investments - Richmond, VA

Full-time - Mid Level

Richmond, VA

Food and Beverage Retailers

About the position

The Territory Manager is a pivotal role within GPM Investments, LLC, primarily focused on driving new business development and managing accounts within the wholesale fuel division. This position is essential for recruiting and maintaining profitable branded and unbranded dealer accounts within a designated territory, aligning with the company's Mission and Vision Statements. The Territory Manager is tasked with not only fostering business growth but also ensuring volume increases across the assigned accounts. This role requires a proactive approach to account management, where the manager will oversee a portfolio of accounts, ensuring that all operational and contractual details are meticulously handled, including pricing, freight, taxes, and invoicing requirements. In addition to account management, the Territory Manager must maintain a keen awareness of competitors' sales efforts and programs within the territory. This involves building and updating account plans for key growth customers, ensuring they meet contract requirements, and optimizing the company's return on capital. The manager will also provide counsel and support to customers on various retailing factors, including competitive pricing and customer service, while identifying new opportunities through prospecting and customer relationship management. The role demands a self-directed and motivated individual who can efficiently manage their time by focusing on value-added activities. The Territory Manager will work closely with internal real estate groups and external brokerages to source potential wholesale marketer acquisitions. A thorough understanding of the Petroleum Marketers Practice Act and dealer fuel agreements is crucial, as is the ability to analyze Profit and Loss Reports and fuel financial reports. Building long-term relationships with customers, generating additional sales, and guiding problem resolution discussions are key components of this role. The Territory Manager will also attend industry conventions and marketing activities to develop professional relationships and advise customers on equipment upgrades, ensuring compliance with all regulations. Overall, this position is integral to the company's growth strategy and requires a blend of sales acumen, customer service expertise, and industry knowledge.

Responsibilities

• Ensure details of new account and contract set-up are in place including pricing, freight, taxes, and invoice requirements.
• Maintain awareness of and report on competitor's sales efforts and programs within assigned territory.
• Build and update account plans for key growth customers by ensuring customers are meeting contract requirements.
• Optimize the Company's return on capital deployed.
• Counsel and provide support to customers on retailing factors including competitive pricing, customer service, retail facility appearance, and cleanliness.
• Identify opportunities through prospecting, customer relationship management, and other external websites and resources.
• Develop business plan and sales proposals, present proposals to potential, new and existing customers.
• Maintain documentation of sales activities, customer efficiency and related expenses.
• Prepare and submit sales plans as required.
• Assume accountability for individual site volume performance.
• Attain quantitative and qualitative performance within assigned territory.
• Organize and execute annual client reviews.
• Through oversight and management of Company approved contractors and vendors, assume responsibility for developing, maintaining, and delivering scope, schedule and budget of all assigned imaging and customer support projects.
• Manage time efficiently by identifying value added activities and eliminating non-value-added activities that take away from the ability to drive results and be productive.
• Work closely with internal real estate groups, external brokerages, and internet resources to source potential wholesale marketer acquisitions.
• Maintain knowledge of brand requirements as related to brand/site image and procedures and ensure necessary remedies are completed.
• Understand and analyze Profit and Loss Reports as well as fuel financial and sales reports.
• Partner with customers to develop long-term relationships, generate additional sales, and guide problem resolution discussions.
• Attend various industry conventions and other marketing-based activities and develop professional relationships within these organizations.
• Advise customers on equipment upgrades: assist customers through the purchase or upgrade process by ensuring adherence to all regulations.
• Demonstrate leadership with customers by directing sales calls, managing sales contracts, and closing sales.
• Keep the sales pipeline full while managing opportunities through all stages of the business plan to achieve sales volume.
• Perform analysis of potential new business deals and contract renewals and be able to present proforma to executive team.
• Maintain communications between customers and company.
• Obtain and maintain accurate customer details and documents and all relevant information in CRM.
• Maintain a working knowledge of all relevant customer issues, pricing and billing procedures, and operational issues as well as various brand value programs, image requirements and brand standards.
• Collect documents and details to obtain a resolution to customer concerns.

Requirements

• Bachelor's Degree or the equivalent of 3-5 years' experience in the field.
• 5+ years of sales management with a focus on new business development with marketing and merchandising experience.
• Strong written, verbal, and presentation skills.
• Proficiency in Microsoft Suite including Outlook, Word, Excel, Teams, and PowerPoint.
• Two (2) years of prior customer service experience.

Nice-to-haves

• Fuel industry experience with knowledge of branded and unbranded programs.
• Experience with CRM tool(s)