Territory Sales Manager
1 month ago
This Role
Our mission is to change the lives of adult smokers and educate them about a better alternative to continued smoking – IQOS, a new reduced risk heated tobacco product.
We have a team of 100+ Field Sales Executives nationwide, raising awareness of reduced risk products and selling the product to adult smokers within a controlled environment.
As a Territory Manager, you will be managing a sales team of 5-10 Field Sales Executives within your region – being accountable for their sales, performance, absenteeism and troubleshooting any queries that arise. You will be their main point of contact.
Your role will be field based with the expectation of visiting your team weekly, spending time with new starters, low performers and offering support with tips + tricks. You will need to be a strong communicator, with an eye for detail and a natural people leader.
Key Objectives
- To drive performance of your team – ensuring they are achieving the set KPI’s
- To be the expert in your teams’ field – being the go-to for any troubleshooting or support
- To deliver sales training and coaching to the highest standard
Ares of Responsibilities
Performance Management
- Planning and scheduling – submission of weekly plans and schedules
- Accountable for regional targets and sales averages
- Thorough understanding of your team's capability – across the detail of underperforming and the WHY that is causing low performance
- Monitoring team performance throughout the day + raising any concerns in timely manner
- Creation of Performance Improvement Plans, implementation, and governance
- Absenteeism – ensuring low absences within region + flagging any concerns in timely manner
- Quality and Retention
- Overall responsibility for the quality of the ‘sales experience’ [balance of closing with quality]
- Ensuring the value proposition is communicated optimally
- Customer journey assurance guardians – actively championing the perfect customer journey
- Accountable for mystery shop results of team
People Management
- Experts in your teams’ duties and able to be an exemplar in performing all the functions of an FSE's (ie pitch / sell / compliance / field coach)
- Deliver sales training and coaching: High level of coaching ability across your team sales performance / results
- Development and enhancement of FSE'S sales techniques
- Being your teams’ go-to for store, tech or personal issues, with the ability to troubleshoot
- New starters – on-boarding, hyper care, performance plans
- Monitoring staff performance + raising concerns in timely manner
- Attendance on Client Regional calls – performance reviews of team
- Building team morale – creating healthy competition and belonging to something bigger
- Celebrating your team – wins + successes
- Kit management of team – ensuring full and correct kit onsite
- Relationship Building
- Building strong relationships with FSE's, Retailers, Field Team + TED
- Bridging the gap between head office and frontliners
- Focusing on team motivation - raising any concerns that could have a direct impact on overall morale
Data + Reporting
- Accountable for the submission of daily reports including accuracy and timeliness
- Experts on TED Tech’s reporting system: able to train to a high level on the user side of reporting platform
- Analysing data trends in your region – being across the detail
Issue & Incident Escalation
- Main point of contact for your FSE's Team, TED Experience and Field Team
- Monitoring and responding to queries – solving problems and escalating to relevant stakeholders (reducing noise)
- Escalating issues appropriately using the correct channels – troubleshooting where possible prior escalating
Requirements
- 21 years old or over
- Have a valid driver's license
- Access to their own car
- 2 years of sales experience
- 1 year sales management experience
- Worked within a target-based structure
- Able to build and foster relationships
- Strong work ethic and communication skills
- Proficient in Microsoft Office suite and customer relationship management software
- Passionate about changing the lives of adult smokers across the UK
What’s in it for me?
- A comprehensive and achievable bonus structure
- Corporate expense card for petrol, parking & other business costs
- Five-days paid training focusing on company, product, systems and your role
- Full-time 5 day work commitment
- 8 hours per day
- Pension scheme
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