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To be based in the North East of England but would consider Scotland.

We are recruiting for a Territory Sales Manager. This is a full time, permanent position. We’re offering a competitive salary, dependent on experience.

Location: Home based/North East with travel to meet clientele.

Reporting to the National Sales Director, the TSM will be responsible for all customers and prospects within their geographical area typically within the 20k to 250k turnover range.

Key performance indicators
1) To achieve the sales and GP target by developing your accounts and identifying new gap fill business within the OfficeTeam full product offering

2) Win new business in line with company sales and margin targets

3) Ensure compliance to all company initiatives are achieved to timescale

4) On larger opportunities work with all sector specialists (Print, Furniture, Workplace, Workwear and MPS), to identify and develop gap fill opportunities

5) Migrate customers on to the Smart Pad online trading platform.

6) Retention and Account Reviews – complete on a quarterly / 6 monthly or annual basis depending on customer requirements quality customer account reviews, to increase retention, to position specialists and introduce where an opportunity is identified and to develop, grow accounts.

7) To create an account plan for the territory’s key accounts, that can be monitored for success and with key objectives, goals and timescales for each account.

8) Contract life cycle management – as the owner of the account it is the TSM’s responsibility to understand and work the contract life cycle, providing confidence through a proactive approach so that the client will re-sign into a new agreement ideally without the need for an official tender process. If a tender process is run by the client then it is expected that the TSM will lead this project and ensure all proposals are highly personalised with a total understanding of the client requirements and appropriate solutions to retain the business.

9) Margin Management – accounts are reviewed on a regular basis to maximise gross profit while ensuring the customer benefits from alternatives and savings. Sales Support will assist with this function.

10) The TSM will be responsible for working with their account base to ensure stocks of bespoke client stock such as Print, Specials and Workwear held on their behalf is strictly managed to the terms of the client Shelf Stock Agreement.

11) The TSM will work closely with the credit control team to ensure the account is able to pay, helping to resolve any disputes within a timely fashion to facilitate payment to terms.

12) New Business – develop a pipeline of prospects on CRM with a top 20 hot list on your Working Platform.

13) Achieve a personal new business target of £120,000 per annum minimum or as agreed with your RSD

14) Opportunities over £100k per annum should be jointly worked with the NBT

15) TSM’s will be accompanied on customer visits by either the HORS or RSD as deemed appropriate, to support on larger opportunities and for coaching to ensure best practise and honing of sales skills.

16) The TSM will have ownership of CRM for their existing and prospect accounts to ensure sales targets are achieved. Data integrity must be exemplary on CRM always working towards 100% compliance as the base data will be used by the marketing department to help drive retention and growth opportunities.

17) Attend Sales meeting for training, direction; receive instruction on company initiatives and to discuss results.

18) Attend a monthly review with your RSD in which it is expected that you will provide an overview of your area covering financial performance prior month and YTD, key factors impacting the performance and provide a detailed plan, including a forecast, of how ongoing delivery of targets will be achieved. The responsibility of preparation for these key meetings sits directly with the TSM

19) The TSM will accept all training provided. The Company continues to operate a programme of continuous improvement in every aspect of its Sales Force’s performance, to ensure that the business grows and develops

20) The TSM should lead by example, motivate and inspire their fellow team members and should support a strong work ethic and create a successful and enjoyable environment with a culture of ‘can do’.

21) TSM’s must maintain control of the costs associated within their account base / territory, and remain within budget, proportional to their performance against budget. Expenses must be claimed in accordance with the Company’s Expense Policy. Adherence to all Company HR policies, Vehicle and any other cost policies or limits of authority to be managed efficiently

Key competencies
Agility – Ability to demonstrate quick decision making. Responsive to customer needs and is focused on delivery. Willing and able to adapt and flex approach to changing business and customer needs.
Partnership – Collaborates across the company and fosters long term relationships internally and externally. Communicates effectively, managing all stakeholders. Promotes effective team working which supports knowledge sharing and a positive and respectful working environment.
Innovation – Proactively seeks ways to improve products, services and processes. Demonstrates a creative approach to solving problems and generating innovative solutions, which may include simplification, automation and digitisation.
Integrity – Takes accountability and owns issues. Finds solutions to challenges and is trusted to deliver consistent high quality outputs.