Territory Sales Manager

Safety Statement:

This is not a safety sensitive position.

Job Purpose:

To attain and exceed annual sales goals as established by the regional manager for the assigned territory to all markets served by the Regional Sales group.

Essential Functions:

• Implementation of Virco’s five core values in the representative’s daily working activity.
• Responsible for the sales strategy and growth in the respective territory. Includes, but is not limited to, development of all Virco targeted markets.
• Sells the company’s products to its customers within his/her assigned territory.
• Solicits, maintains and manages all leads for the future sale of products.
• In addition to company-supplied leads, the representative is responsible for the development and maintenance of leads through, but not limited to, professional organizations, news medium and the internet.
• Recommends the approval by his/her Region Sales Manager of all new customers within his/her assigned sales territory.
• Develops expert knowledge of all Virco products. This includes learning through seminars, training sessions and self-taught applications.
• Influences all individuals who make buying and specifying decisions to select and recommend the company’s product for purchase.
• Distributes collateral sales materials of the company to customers, specifiers, and users as required.
• Orders and maintains adequate supplies of product samples to demonstrate, whenever needed, their use, construction, and benefits.
• Plans selling activities on a daily, weekly, and monthly basis to ensure maximum available selling time with a minimum of expense.
• Travels as required by customer needs, project management and market penetration.
• Recommends product changes and new products for his/her Sales Group’s assigned market.
• Attends as directed by his/her Sales Manager, conventions where his/her Sales Group’s product is displayed.
• Completes and distributes all forms and documents as directed by company policy and procedure.
• Maintains a continuous study of competitive product lines and his/her Sales Group’s markets in order to improve sales presentations.
• Informs his/her Sales Manager of all significant activities in his/her market concerning bids, RFP’s, projects, new construction leads, competitors, competitive product lines, industry trends, customers, and other events, which may affect the company.
• Works effectively and efficiently with company-provided sales software which includes but is not limited to PlanSCAPE, SFA, Outlook, Excel and Word.
• Informs his/her Sales Manager of all competitive price information obtained by him/her.
• Cultivates, preserves, and protects the company’s image and relationship with his/her Sales Group’s customers, all users of the company’s products and the public at large.
• Conforms to all company policies, directives, and procedures.
• Cooperates with all company personnel.
• Responds to all additional requests and directives made by his/her Regional Sales Manager, the Director of Sales, the Vice President of Sales, or other company management to further the company’s objectives.
• Must be flexible to perform other duties as assigned and required.

QUALIFICATION GUIDELINES

Required Qualifications:

• Must have a minimum of a High School diploma or equivalent plus at least 2 years of prior experience in sales.
• A 4-year college degree as well as experience in K-12 educational sales is preferred.
• Must have good communication skills, good analytical abilities, and good mathematical skills.
• Must have excellent interpersonal skills.
• Must be proficient in systems and appropriate applications and have knowledge and proficient use of applicable office-related equipment.
• Must have excellent team skills, be flexible, and be able to meet and maintain performance standards.
• Must display the applicable level of “Job-Critical Skills”: communications, judgment/decision making, safety, quality of work, initiative, teamwork, flexibility, leadership, service, motivation, planning/organizing, and job knowledge/skills development.
• Must be able to travel overnight on average of one to four days a week as required, including weekends.

Physical Requirements:

Must be able to lift up to 50 pounds to shoulder level, to push/pull up to 50 pounds, to bend, stoop, and/or climb, and to occasionally use vibrating hand tools weighing up to 10 pounds. Will require the ability to sit at a desk, as needed, up to 75% or more of the work hours. Must be able to adjust to applicable environmental conditions, to include changes in temperature. May occasionally be exposed to chemicals, heat, cold, dust, and/or other operational conditions. Must wear applicable hearing and/or eye protection while in the production/distribution floor environment.

This job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements 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.