Territory Sales Manager
Posted on: May 25, 2019
PetroChoice, a leading distributor of lubricants, oils, fluids, and
greases is currently recruiting for Territory Sales Managers in
Elgin, IL due to growth. Our history is marked by consistent growth
and expansion, which has significantly widened our scope of
experience and capabilities as a lubricant distributor. Our mission
is to provide lubrication solutions that create value for our
customers. We will realize this mission through our commitment to
our employees as well as to the highest standards of service,
quality, integrity, and safety. We are a premier distributor of
lubricants and services to thousands of companies in many states
including Pennsylvania, Maryland, Ohio, Minnesota, Wisconsin, New
Jersey, North Carolina, Florida, Tennessee, Kansas, Colorado, and
Nebraska among others. In fact, we distribute and offer our
services from more than 50 locations in 32 states every day and
include top brands of oils, greases, and other lubricants. We offer
a competitive starting salary, comprehensive benefit package,
including medical/dental/vision, paid time off, company paid life
insurance, company paid long term disability and 401K. The
Territory Sales Manager is responsible for the acquisition of new
accounts and the maintaining of relationships with existing
customers. This individual is expected to manage the territory by
providing services and solutions to customers, achieving sales
volumes and profitability goals, and implementing corporate
ESSENTIAL DUTIES AND RESPONSIBILITIES include but are not limited
to the following. The Company reserves the right to add to, delete,
change or modify the essential duties and responsibilities at any
time. All work is to be completed with minimum supervision and in
accordance with Company standards. Other duties may be assigned.
- Primary responsibility will the acquisition of new
- Identify leads through personal territory knowledge. All leads
will be expected to be maintained within the Salesforce CRM tool
and converted to a pipeline opportunity as warranted. Leads passed
to TSM from the BDG group are expected to be followed up within a
- Generate and maintain a list of contacts that can be leveraged
into effective referrals/introductions at new customers
- Maintain an accurate pipeline within Salesforce.com and
properly execute credit applications, account setup, quotes, and
pertinent customer files (e.g. T&C document).
- Introduce new FSS to customer contacts and coordinating a
proper handoff of account maintenance over period of time not to
exceed three months.
- Actively engage/participate in all Company marketing/sales
- Understands company profitability and manages territory toward
- Implements sales processes adopted by company.
- Generates lists of prospective customers for use as sales leads
(or receives lists based on information from PetroChoice or
supplier's marketing groups) and maximizes sales to those
- Implements marketing strategies developed by company. Provides
feedback on market trends and industry conditions.
- Manages customer relations. Gains comprehensive understanding
of customer's business. Becomes and advocate for the customer while
balancing needs of the company.
- Provides solutions to customer. Recognized by customer as a
- Investigates and resolves customer problems with deliveries,
billing, and collections
- Performs necessary administrative work, including documenting &
sharing of critical customer information thru our CRM program and
other acceptable means. Responds to internal requests for
- Manages budget and expense account within company
To perform the job successfully, an individual should demonstrate
the following competencies:
- Problem Solving - identifies and resolves problems in a timely
manner; Develops alternative solutions.
- Customer Service - manages difficult or emotional customer
situations; responds promptly to customer needs; solicits customer
feedback to improve service; meets commitments.
- Interpersonal - focuses on solving conflict, not blaming;
maintains confidentiality; keeps emotions under control; remains
open to others' ideas and tries new things.
- Oral Communication - speaks clearly and persuasively in
positive or negative situations; listens and gets clarification;
responds well to questions; demonstrates group presentation
- Written Communication - demonstrates proficiency in writing
clear and concise proposals and technical documents.
- Business Acumen - understands business implications of
decisions; displays orientation to profitability; demonstrates
knowledge of market and competition.
- Technical knowledge - demonstrates technical proficiency within
industry segment; continually develops skills and competencies
necessary to fulfill job requirements.
- Diversity - shows respect and sensitivity for cultural
differences; promotes a harassment-free environment.
- Ethics - treats people with respect; keeps commitments;
inspires the trust of others; works with integrity and ethically;
upholds organizational values.
- Dependability - takes responsibility for own actions; commits
to long hours of work when necessary to reach goals.
- Initiative - takes independent actions and calculated risks;
looks for and takes advantage of opportunities; asks for and offers
help when needed.
- Judgment - displays willingness to make decisions; exhibits
sound and accurate judgment; supports and explains reasoning for
decisions; includes appropriate people in decision-making process;
makes timely decisions.
- Motivation - demonstrates persistence and overcomes obstacles;
measures self against standard of excellence; takes calculated
risks to accomplish goals; demonstrates a passion for the
- Professionalism - approaches others in a tactful manner; reacts
well under pressure; accepts responsibility for own actions.
QUALIFICATIONS: To perform this job successfully, an individual
must be able to perform each essential duty satisfactorily. The
requirements listed below are representative of the knowledge,
skill, and/or ability required. Reasonable accommodations may be
made to enable individuals with disabilities to perform the
essential functions. EDUCATION/EXPERIENCE: Bachelor's degree in
Business Administration, Marketing or Engineering and 2 years of
experience in an outside sales position, or equivalent combination
of education and experience. LANGUAGE SKILLS: Ability to read,
analyze, and interpret common technical journals, financial
reports, and legal documents. Ability to respond to common
inquiries or complaints from customers, regulatory agencies, or
members of the business community. Ability to write proposals and
technical documents that conform to prescribed style and format.
MATH ABILITY: Ability to work with mathematical concepts such as
probability and statistical inference; to calculate figures and
amounts such as discounts, interest, commissions, proportions,
percentages, area, circumference, and volume; and apply concepts
such as fractions, percentages, ratios, and proportions to
practical situations.REASONING ABILITY:Ability to solve practical
problems and deal with a variety of concrete variables in
situations where only limited standardization exists. Ability to
interpret a variety of instructions furnished in written, oral,
diagram, or schedule form. Ability to read and understand journal
entries and the flow of information through a general ledger.
Ability to define problems, collect data, establish facts, and draw
valid conclusions. Ability to interpret an extensive variety of
technical instructions in mathematical or diagram form and deal
with several abstract and concrete variables. COMPUTER SKILLS: To
perform this job successfully, an individual should have
demonstrated experience using Microsoft Excel, Microsoft Word, and
PowerPoint. Salesforce is preferred. WORK ENVIRONMENT: The work
environment characteristics described here are representative of
those an employee encounters while performing the essential
functions of this job. Reasonable accommodations may be made to
enable individuals with disabilities to perform the essential
functions. The noise level in the office work environment is
usually quiet. PHYSICAL DEMANDS: The physical demands described
here are representative of those that must be met by an employee to
successfully perform the essential functions of this job.
Reasonable accommodations may be made to enable individuals with
disabilities to perform the essential functions. While performing
the duties of this job, the employee is regularly required to sit;
talk or hear and use hands to finger, handle, or feel. The employee
is occasionally required to reach with hands and arms and stoop,
kneel, or crouch. The employee must regularly lift and/or move up
to 10 pounds. Specific vision abilities required by this job
include close vision, color vision, peripheral vision, depth
perception, and ability to adjust focus. EOE
Keywords: PetroChoice, Madison , Territory Sales Manager, Executive , Elgin, Wisconsin
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