Territory Sales Manager

$70,000 - $75,000/Yr

GPM Investments - Columbia, SC

Full-time - Mid Level

Columbia, SC

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. Reporting directly to the Area Sales Manager, this role requires a proactive approach to account management and business development, ensuring that all aspects of account setup, including pricing, freight, taxes, and invoicing, are meticulously handled. In this role, the Territory Manager will maintain a keen awareness of competitors' sales efforts and programs, providing valuable insights to the company. The Manager will build and update account plans for key growth customers, ensuring compliance with contract requirements and optimizing the company's return on capital. This position also involves counseling customers on various retailing factors, including competitive pricing and customer service, while identifying new opportunities through prospecting and customer relationship management. The Territory Manager will develop comprehensive business plans and sales proposals, presenting these to both potential and existing customers. Documentation of sales activities, customer efficiency, and related expenses is crucial, as is the preparation and submission of sales plans. The Manager will be accountable for individual site volume performance, striving to meet both quantitative and qualitative targets within the assigned territory. Additionally, the role includes organizing and executing annual client reviews and managing projects related to customer support and imaging, ensuring adherence to scope, schedule, and budget. Self-direction and motivation are key attributes for success in this role, as the Manager must efficiently manage time and prioritize value-added activities. Collaboration with internal real estate groups and external brokerages is essential for sourcing potential wholesale marketer acquisitions. The Territory Manager will also maintain a thorough understanding of brand requirements and the Petroleum Marketers Practice Act, ensuring compliance in all dealings with new and existing customers. Building long-term relationships with customers, generating additional sales, and guiding problem resolution discussions are critical components of this position. The Manager will also attend industry conventions and marketing activities to develop professional relationships and advise customers on equipment upgrades, ensuring adherence to all regulations. Overall, the Territory Manager plays a crucial role in maintaining the sales pipeline and achieving sales volume through effective management of opportunities and customer relationships.

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.
• Oversee and manage Company approved contractors and vendors for imaging and customer support projects.
• Work closely with internal real estate groups, external brokerages, and internet resources to source potential wholesale marketer acquisitions.
• Maintain knowledge of brand requirements related to brand/site image and procedures.
• 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 marketing-based activities to develop professional relationships.
• Advise customers on equipment upgrades and assist through the purchase or upgrade process.
• 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 present proforma to executive team.
• Maintain accurate customer details and documents in CRM.
• Collect documents and details to obtain resolution to customer concerns.

Requirements

• Bachelor's Degree or the equivalent of 3-5 years' experience in the field.
• 5+ years of sales management experience with a focus on new business development and marketing.
• 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).