Hybrid Territory Manager (Des Moines)

ABOUT GATEWAY SERVICES INC.:

Gateway Services is North America’s leading accredited pet aftercare provider offering 24/7 professional grief support, memorial keepsakes, pet burial, and fully trackable pet cremation. With 150+ locations, 2,000 team members and servicing over 17,000 veterinary clinics across North America, Gateway has built a solid reputation for providing compassionate and respectful aftercare for pets and the people who love them.

Gateway has proudly achieved the esteemed Great Place To Work Certification™ in both Canada and the USA, a testament to our exceptional workplace culture and employee satisfaction. Join our team and experience the rewarding environment that has earned us this prestigious recognition.

Please visit Gateway Services Inc. to learn more about us.

Job Overview

The Hybrid Territory Manager, reporting into the Sales Leadership is responsible for both acquiring new business and for maintaining and developing existing customers.

The Hybrid Territory Manager is a member of the sales team and is responsible for planning and administration, monitoring, and optimizing the revenue potential of their accounts by devoting 80% of their time to growing and retaining their book of business and 20% to acquiring new customers in their respective territory.

This role involves increasing company revenue by generating sales from new and existing customers. To this end, the Hybrid Territory Manager will identify, qualify, and close accounts seeking the organizations products and services. The role will be responsible for providing prompt, courteous and knowledgeable service to clients and customers. He or she is expected to meet and exceed personal sales objectives by pursuing meetings with current and prospective customers. The Hybrid Territory Manager will also work with sales channels to raise awareness of company offerings and initiate new business ventures in order to increase market share and meet fiscal goals. THIS POSITION WILL SERVICE THE DES MOINES AREA.

Duties & Responsibilities

Position Responsibilities

• Meet or exceed minimum sales activity requirements
• Meet or exceed revenue and customer retention goals
• Adopts and uses the provided Customer Relationship Management (CRM) tools
• Maintains and develops existing customers through appropriate and ethical methods in order to optimize the quality of service, business growth, and customer satisfaction and retention.
• Makes profitable sales to Key Accounts by continuously selling all products and services offered by Gateway or Gateway affiliated company
• Collaborate with the sales and operations team to develop sales and service strategies.
• Identifies accounts where revenue may be decreasing and formulate strategies to reach out to these accounts and retain the customers.
• Proactively conducts outbound customer outreach calls weekly.
• Maintain a high profile presence in the market by conducting client care visits, turning a sales relationship into a long-term partnership.
• Take ownership of customer issues and concerns by ensuring that all messages are returned and addressed within the same business day.
• Maintains proficiency in sales knowledge and translates that knowledge into meaningful customer benefits as appropriate, including services, products, operations, and competitive strengths and weaknesses.
• Develops an annual sales and marketing strategy to accomplish sales goals and budget for next fiscal year.
• Proactively conducts strategic account reviews with all assigned customers on a regular basis in order to review service needs and usage trends.
• Assures all account issues for Key Accounts are followed up in a timely manner.
• Completes standard weekly and quarterly reports along with any ad hoc reporting requests on a timely basis.
• Organizes sales activities and uses geocoding to best maximize productive time on the phone and in the field.
• Collaborate with the sales team to develop sales and services strategies.
• Participates in all sales training
• Monitors and anticipates competitive activity to position Gateway or Gateway affiliated company (s) as the preferred vendor of choice at each presentation.
• Makes effective use of sales tools and collateral material.

Customer Service Responsibilities:

• Liaises with customers to understand their requirements with respect to products and services that the business currently offers or is planning to offer.
• Handles and responds to all customer problems and inquiries expediently and in the best interest of both the customer and Gateway or Gateway affiliated company (s)
• Debriefs on any Key Account service issue with the appropriate Operations team members
• Serve as a Helpful Expert in exceeding customer expectations on a regular basis.

Education, Training & Qualifications

• Post-secondary education, with a major in business or sales and marketing is preferred but not required.
• Minimum of three (3) years of account management experience.
• Proven account management skills required in order to create, maintain, and enhance customer relationships.
• Previous industry experience, including an understanding of veterinarian clinics or the vet industry.
• Experience with the Microsoft Office suite of products, and strong internet skills.
• Must be comfortable working towards Key Performance Indicators (KPI’s).
• Has a good understanding of what it takes to maintain and develop the most productive client relationships.
• Must be results-oriented with a sense of urgency and motivated for success.
• Strong listening and questioning skills.
• Must have a clean driver’s record and access to a vehicle.

Skills & Abilities

Communication Skills

• Oral Communication: Effectively expresses self in one-on-one and group situations and presentations.
• Written Communication: Effectively expresses ideas through a variety of written communications (e-mails, reports, memos, etc.), demonstrating strong writing skills.
• Listening: Demonstrates attentiveness and the ability to understand the oral communications of others through active listening skills.

Personal Motivation

• Initiative: Self-starter who exhibits initiative and internal motivation to achieve goals, including those beyond standard expectations.
• Integrity: Maintains social, ethical, and organizational norms.
• Energy: Maintains a high level of activity and exhibits stamina, alertness, and sense of urgency.
• Stress Management: Handle all situations (e.g. time pressure, deadlines, task difficult) with dignity and poise.
• Commitment: Demonstrates commitment to perform above and beyond the essential functions of the job.
• Enthusiasm: Demonstrates an open mind and positive attitude, while affecting others in a positive way. Displays enthusiasm and treats all prospects with respect.
• Organization: Schedules and plans daily activities through proper time management and allocation of resources.
• Tenacity: Stay with a sales plan until the objective is achieved or is no longer reasonably obtainable.
• Resilience: Handle disappointment and rejection while staying effective.
• Independence: Must be able to work independently, think before acting and make sound judgments.
• Development: Constantly works on self-improvement through continuous learning. Analyzes personal performance and learns from mistakes. Reacts positively to evaluations, appraisals, and feedback, and works to improve development objectives. Stays current on sales techniques used by professional salespeople. Reads and studies available literature on professional selling.

Interpersonal Skills

• Teamwork: Works well in a team environment, always willing to assist other partners. Reacts positively to evaluations, appraisals and feedback, while working to develop and improve as a professional. Follows written and verbal instructions.
• Sensitivity and Empathy: Takes into consideration the feelings and needs of others in plans and actions.
• Organization: Schedules and plans daily activities by utilizing proper time management and allocation of resources.
• Persuasion: Gains agreement and acceptance of ideas, plans, activities, and recommendations.
• Reliability: Can absolutely be counted on to meet deadlines, carry out tasks, and keep commitments. Works independently and with minimal oversight or supervision.
• Impact: Creates a good first impression, commands attention and respect, and shows an air of confidence. Portrays an approachable image, acts in a friendly manner with people and put them at ease.
• Resilience: Handle disappointment and rejection, while staying effective.
• Judgment: Utilizes sound decision-making ability based on the policies and procedures of the organization.
• Fact Finding: Effectively gathers information for decision-making through questioning and active listening.
• Decisiveness: Ready to make decisions, render judgments, and take action.
• Creativity: Generates and recognizes imaginative, creative solutions.
• Appearance: Displays professionalism in appearance and mannerisms at all times. Sales tools and personal grooming are always neat, clean, and fresh-looking. Automobile is kept neat, clean, and in good repair.

Working Conditions

• Mobility to drive a motor vehicle throughout the day for business needs.
• Ability to sit for up to eight (8) hours per day.
• Ability to walk in the course of business up to four (4) hours per day.
• Ability to operate a personal computer.
• Ability to talk regularly over the phone with customers and co-workers up to eight (8) hours per day.

YOU’LL LOVE WORKING WITH US BECAUSE:

The People. You will be surrounded by some of the most talented, supportive, smart, and kind leaders and teams - people you can be proud to work with!

OUR CORE VALUES:

• People First
• Exceed Expectations
• (HIT) Honesty, Integrity, Trust
• Be Passionate and Caring
• Continuously Improve

WHAT YOU CAN EXPECT FROM US:

• Generous salary and benefits package includes:

• 3 national medical plans that pay 100% after the members’ deductible and copays
• 2 national dental plans that cover many services at no cost to the plan members
• National vision plan
• Company paid Life/ AD&D, STD and LTD for all full-time employees
• Chance to purchase additional Life/AD&D coverage at discounted rates
• Critical Illness, Accident and Pet insurance are offered as an employee’s choice
• Tax savings account: HSA, Health and Dependent Care FSAs
• 401(k) Retirement plan

• Potential for Career Growth
• Employee Assistance Program
• Paid Holidays & Time Off
• A Sense of Community
• Great Hearts & Minds Scholarship Program
• Gateway Tuition Reimbursement Program

Gateway Services Inc. and our brands are committed to providing accessible employment practices and fostering a culture of diversity and inclusion. Our employees are our greatest asset and each employee's cultural differences, life experiences, self-expression, and unique capabilities are what build our company culture and success. If you require accommodation due to disability during any stage of the recruitment process, please notify Human Resources at hr@gatewayservicesinc.com.

New employees to Gateway will be required to successfully pass the E-Verify employment verification check. To learn more about E-Verify, including your rights and responsibilities, visit e-verify.gov