The Territory Sales Manager (TSM) is a Customer facing position that is typically one of the initial points of contact for a Customer wishing to buy from Geary Pacific. The position requires specialized Product Knowledge, use of the Company computer system (Mincron), ability to use Microsoft Office products like Excel, other Company tools like a CRM application, and to research information on web sites supported by Geary Pacific suppliers. The position requires ability to set goals, plan time and tasks, conduct professional sales calls, develop and provide solutions, communicate Product, Service, Industry and regulatory Information. Excellent attention to detail and the ability to multi-task are critical to success.
The TSM Position requires excellent time management skills, and the ability to travel to Customer job sites, Geary Pacific locations and occasionally to suppliers, Trade Shows or Industry Conventions. Travel is typically by car, and often means leaving home very early in the morning or arriving home very late in order to see Customers or Vendors during their normal business hours.
TSM’ must be proficient in use of technology tools like a PC, iPad, Surface PC, smartphone, web based online ordering, and able to explain available technology tools to Customers as part of presenting the Geary Pacific Value Proposition.
The position reports to the Regional Sales Manager.
Required Tasks & Responsibilities
Follow up on all assigned leads
Manage and Grow assigned accounts.
Acquire and grow new accounts.
Conduct Professional Sales Calls (PSC’s), with all accounts – new and assigned.
Eliminate sales attrition for the branch.
Analyze branch sales territory to maximize productivity.
Plan time and activities to maximize Sales results
Engage with Customers and Prospects to create Sales Opportunities
Acquire detailed knowledge of Prospects and Customers’ needs and Business Requirements.
Match Products and Services offered by Geary Pacific to solve Customer problems and needs.
Apply Geary Pacific Onboarding Process to Key Accounts.
Communicate Product / Technical information to Customers.
Communicate Customer needs / requirements to fellow Geary Pacific employees
Record specific Customer information in SMP and Mincron.
The TSM must be able to:
Write Product Job Bids and price Quotes.
Use Company supplied tools like CRM tools (SMP) & ERP (Mincron)
Research and answer Customer questions about Geary Pacific Products and Services
Consistently touch accounts via Personal calls, phone calls, email, FAX, etc.
Articulately explain Geary Pacific Value Proposition
Consistently execute Branch Sales & Marketing Plan
Always present yourself as helpful, professional and Customer focused.
Execute Professional Sales Call (PSC)
Performance Assessment and Measurement:
The TSM is assigned Key and Target accounts, with assigned monthly Performance Goals, that he is expected to develop into consistently purchasing Customers with sales every month and growth in Product Line diversity.
The Region Sales Manager and Branch Manager will collaboratively develop and assign monthly and annual goals to each TSM.
TSM performance will be measured based on a combination of some or all of the Performance Metrics and other goals such as Customer Satisfaction, contribution to Team Satisfaction and communication with Internal Customers.
Monthly assessments will be conducted with the Regional Sales Manager and Branch Manager.
Branch Sales Growth
New Account Acquisition
New Opportunity Sales Growth
Branch Sales Attrition – meet Company goal
Key Product Line Sales
Completion of assigned Continuing Education coursework (GPU, HARDI)
Completion of Dealer Onboarding process
Professional Sales Calls (PSC’s) executed
BENEFITS: Geary Pacific offers a comprehensive benefits program including: Medical; Dental;Vision; Life and Long Term Disability Insurance; 401k with matching; Paid vacation, Personal, and Holiday time.
A little bit about us....... Geary Pacific Corporation, based in Anaheim and established in 1961, is a heating, air conditioning, and ventilation distributor. Our culture is focused on maintaining a positive work environment while providing our customers with professional, knowledgeable, and friendly service. We are the partner our customers deserve. Learn more about us at www.gearypacific.com
Geary Pacific is a drug free workplace.