Territory Business Manager

Position Purpose :

The Territory Business Manager will report into their respective Regional

Director of Sales and will serve as a key member of the Industrial Channel Distributor focused sales team. The primary mission of this individual is to maintain and manage distributor relationships at the local level. This person must have the ability to learn and express the value of our client's multiple product lines

Principle Accountabilities

• Act as the “Quarterback” at the distributor promoting our client's program and product solutions to effectively sell the bundle to our distributor partners within assigned territory.

• Accountable for Revenue and Net CM$ for ALL distributors and all products within the assigned territory, while working with partner Inside Sales Reps and Territory Account Representatives that support the territory.

• Primary customer contact for Elite, Premier, and Major Account local distribution within territory driving the benefits of our Sapphire Program.

• Act as the expert for the territory .

• Provide the necessary resources and act as a liaison to our distributors to enable them to promote and grow IPG’s full product suite.

• Develop our distribution partners through training of their DSR’s, making joint end user calls, and broadening their support of the product offering.

• Manage distributor health and conduct quarterly Sapphire business reviews to maintain and develop existing relationships.

• Work with our Business Development Specialists and Technical Application Specialists to aid distributors and end-users in finding the correct solution to meet their individual needs.

• Run product trials and evaluations through sales cycle.

• Strict adherence to CRM software in a routine and timely manner with quality targets, initiatives and other appropriate sales activities.

• Keep management up-to-date with competitive information such as new products, competitive price books, and price increase and decrease letters.

• Work proactively with customer service and the pricing team to resolve any outstanding issues within 24 hours.

• Ensure that the implementation and compliance of major and national accounts initiatives and plant audits are completed in a timely fashion.

Essential Skills and Experience

• Bachelor’s degree in Business Administration, Marketing or related Field.

• 5+ Years Sales Experience in Industrial/Packaging or related industry .

• Core competence on all product lines is required.

• Ability to think ahead and plan over 1-2 year time span.

• Ability to organize and manage multiple priorities.

• Sales and service systems development and deployment.

• Problem analysis and problem resolution at both a strategic and functional level.

• Technical skills in strategic planning and sales planning.

• Distributor training and development.

• Strong customer orientation.

• Excellent interpersonal and communication skills including presentation skills.

• High performance teams and a strong team player.

• Commitment to company values.

• Highly skilled with CRM usage and Sales Tracking.

• Professional appearance and behavior while representing IPG.