Territory Sales Manager

$70,000 - $75,000/Yr

Virco - Bloomington, CA

Full-time - Entry Level

Bloomington, CA

Merchant Wholesalers, Durable Goods

About the position

As a Territory Sales Manager at Virco, you will play a crucial role in driving sales and achieving annual sales goals set by the regional manager for your assigned territory. This position is integral to the success of our sales strategy and growth across various markets served by the Regional Sales group. You will be responsible for selling our educational and commercial furniture products, managing leads, and developing relationships with customers and stakeholders in your territory. Your daily activities will reflect Virco's core values of Voice, Dignity, Fairness, Leadership, and Merit, ensuring that you not only meet sales targets but also contribute positively to the company culture. In this role, you will implement sales strategies that include soliciting and maintaining leads, developing expert knowledge of Virco products, and influencing decision-makers to choose our products. You will also be tasked with distributing sales materials, maintaining product samples, and planning your selling activities to maximize efficiency. Regular travel will be required to meet customer needs and penetrate the market effectively. You will need to stay informed about competitive products and market trends, providing your Sales Manager with insights that could impact our sales strategy. Your responsibilities will also include attending conventions, completing necessary documentation, and collaborating with company personnel to further our objectives. Flexibility is key, as you may be asked to perform additional duties as required. This position is not safety-sensitive, but it does require a commitment to maintaining the company's image and relationships with customers and the public.

Responsibilities

• Attain and exceed annual sales goals as established by the regional manager for the assigned territory.
• Implement Virco's five core values in daily working activities.
• Develop and execute sales strategies for growth in the respective territory.
• Sell the company's products to customers within the assigned territory.
• Solicit, maintain, and manage all leads for future sales of products.
• Develop and maintain leads through professional organizations, news media, and the internet.
• Recommend new customers for approval by the Region Sales Manager.
• Develop expert knowledge of all Virco products through seminars and training sessions.
• Influence decision-makers to select and recommend the company's products for purchase.
• Distribute collateral sales materials to customers, specifiers, and users as required.
• Order and maintain adequate supplies of product samples for demonstrations.
• Plan selling activities on a daily, weekly, and monthly basis to maximize selling time.
• Travel as required by customer needs and market penetration.
• Recommend product changes and new products for the assigned market.
• Attend conventions where the Sales Group's product is displayed as directed by the Sales Manager.
• Complete and distribute all forms and documents as directed by company policy.
• Maintain a continuous study of competitive product lines and markets to improve sales presentations.
• Inform the Sales Manager of significant market activities concerning bids, projects, and competitors.
• Work effectively with company-provided sales software including PlanSCAPE, SFA, Outlook, Excel, and Word.
• Cultivate and protect the company's image and relationships with customers and the public.
• Conform to all company policies, directives, and procedures.
• Respond to additional requests and directives from management to further company objectives.

Requirements

• Minimum of a High School diploma or equivalent plus at least 2 years of prior experience in sales.
• A 4-year college degree and experience in K-12 educational sales is preferred.
• Good communication skills, analytical abilities, and mathematical skills.
• Excellent interpersonal skills.
• Proficient in systems and appropriate applications, with knowledge of office-related equipment.
• Excellent team skills, flexibility, and ability to meet performance standards.
• Display applicable level of Job-Critical Skills: communications, judgment/decision making, safety, quality of work, initiative, teamwork, flexibility, leadership, service, motivation, planning/organizing, and job knowledge/skills development.
• Ability to travel overnight on average of one to four days a week, including weekends.

Nice-to-haves

• Experience in K-12 educational sales is preferred.