Territory Manager, Export

Customer Focus:   Residencial, Lawn and Commercial (RLC) and Sports, Fields and Grounds (SF&G)

Territory: Caribbean Islands and Panama

Position Purpose

• Meet or exceed planned sales within territory. Expand and improve customer accounts/network through continuous prospecting to new and existing accounts.
• Represent Wesco Turf / Hector Turf in a professional manner and manage relationships with existing customers to increase loyalty and market share for Wesco Turf and all distributed lines.
• Responsible for relationships with all purchasing agents, municipal and sports field accounts, department directors/influencers/decision makers within their respective territory. Responsible for recommending, specifications, demonstrations, quotations, sales and follow-up after delivery of Commercial equipment and allied products.
• Understand processes and pricing to effectively promote purchasing contracts.

Compensation Package - Base Salary/Bonuses/Other Incentives - starting at $72,000

• Eligible for a companywide bonus that is dependent on the company meeting performance goals. Equivalent to 0 - 3 weeks of additional pay, prorated for your first year.
• Additional opportunity to earn up to 30% of annual salary.
• Company laptop, cell phone, and reimbursed expenses

Accountabilities

Sales

• Assist in developing sales budgets and achieve yearly sales and margin goals for whole goods and parts.
• Establish and control pricing to attain acceptable margins.
• Maintain favorable relations with Toro and our other vendor partners to ensure the viability and profitability of the division
• Assist in developing expense budgets and achieve yearly expense goals 
• Assure customer service expectations and promote a standard of excellence in customer satisfaction
• Demonstrate teamwork and cooperation with other departments and employees.
• Track, follow up and provide weekly Activity Reports to give account status updates, cold call information, and service issues as they arise
• Prepare and implement monthly time and territory plan and itinerary 
• Prepare and submit weekly activity and expense reports.
• Prepare bids and quotes.
• Interface with Field Service Advisors/Mobile Service Techs and Service Manager on technical issues and problems within their area of responsibility
• Demonstrate new products and train end user on proper operation of new equipment along with Field Service Advisors.
• Prepare and present sales presentations to all clients, including personal delivery of quotes.
• Provide outside sales support within territory for all Wesco products and services. Meet or exceed assigned sales goals for Consumer and LCE products.
• Visit all dealers who set-up & deliver SF&G equipment on a regular basis
• Maintain acceptable margins on sales of whole goods. 
• Remain aware of major competition in the marketplace and be prepared to report and offer input on competitive products/training and programming. 
• Deliver equipment as needed.
• Follow up after equipment delivery/equipment in use to answer questions that may have come up and to gauge customer satisfaction.
• Attend professional tradeshows as scheduled to walk the show floor or to be present in Toro or Wesco booths.

Training

• Conduct product training and selling sessions on a semi-annual basis with retailers and National / Regional accounts.
• Attend all educational functions (seminars, meetings, etc.) offered by Wesco / Toro.

Administration

• Submit weekly activity reports to Sales Director by 9am each Monday. Include schedule information and accounting of visits and what occurred, as well as any planned follow-up.
• Turn in expense reports weekly.
• Maintain Toro Extranet customer list for assigned territory.
• Use and maintain accounts in Salesforce program including opportunities, wins/losses, etc.
• Create and maintain customer quotes in Apttus quoting tool
• Maintain company property: vehicle, files, demo accounts, cell phones, laptops and tablets
• Maintain current Territory Plan document and review with Sales Director quarterly. Include potential new account visits, as well as planned growth with existing accounts (TY, LY, %Chg)
• Maintain file of assigned competitive equipment and programs.
• Other projects as assigned.

Customer Satisfaction

• Assure customer service expectations are met and promote a standard of excellence in customer satisfaction. Achieve CSI overall rating of at least 8.0 for SF&G Grounds scores.
• Follow up and return customer phone calls and emails within 24 hours. 
• Follow up and return Sales Manager calls and emails as high priority.
• Implement Toro / Wesco CSI action plan items as assigned by Sales Director.