Territory Sales Executive

ROLE: Territory Sales Executive
2. BUSINESS GROUP: Field Sales
3. LOCATION: Field Based (Croydon, Crawley, Gatwick, Tonbridge, Hastings, Eastbourne)

4. PURPOSE OF ROLE

The purpose of the role is to deliver forecasted sales and revenue targets for a specific geographic territory by managing and developing existing customer accounts and actively prospecting and opening new accounts.

5. REPORTING AND KEY RELATIONSHIPS

Development of customer relationships and prospects.

Reporting directly into a Field Development Manager.

Working with a telesales partner (TSR).

Other Key Contacts:

Drivers for Territory

Operations

Supply Chain

Data Administration Team

Credit Control

New Product Team

Marketing

Key & National Account Managers

Chefs

Quality Control

6. DUTIES AND RESPONSIBILITIES

To develop existing customer accounts and actively prospect new accounts to ensure sales forecast and revenue targets are met as a 80% growth from current customers and 20% new business.

Manage and develop new and existing nominated national accounts using product templates and leads.

Work with the Key & National Account teams to deliver tactical activity in national accounts and Independent groups on your territory.

Manage territory on a daily basis using BI reporting, communicating & agreeing plan of action with TSR partner.

On a monthly basis share territory business plan with FDM & team detailing performance to date & forward actions.

Use mobile BI, analyse report to establish current trends across account base & identify key actions to be completed within journey cycle.

All data to be fully completed within C4C (CRM). Weekly planner to be updated in C4C for minimum 4 weeks in advance.

All customer enquiries to be responded to within 24hours of receipt and to make sure all issues are addressed and resolved as quickly as possible.

Continual improvement of product knowledge to share with customers and improve growth of sales.

Train and present “Bake Off” and presentation of products in customer locations when required.

To manage all equipment within territory to ensure maximum return on investment, relevant action to be taken if equipment is delivering under target.

To follow agreed company processes and policies namely for pricing, samples, account opening, credit applications, credit requests, quality control.

To undertake any reasonable request asked of you by the management team.

To always represent the Company in a professional & positive manner.

ROLE PROFILE/ JOB DESCRIPTION
Financial Responsibility

Up to £3M invoiced sales

Max 450 customers per territory

Decision Making Level/Complexity

Identifying which prospect accounts are most valuable and making these your priority

Working within the price parameters set to negotiate terms to new and existing customers

Using ledger information to prioritise and decide which customers should be seen, spending time with those accounts that will deliver maximum return for your investment of time.

People Management Responsibility

Nil.

7. EXPERIENCE AND QUALIFICATIONS/TRAINING

Interest/passion for food

Clear confident communication skills both verbal, written & numeric

Good Numerical Skills to GCSE standard Maths, demonstrated as commercial maths

General Interest in People

Field Sales experience

The determination to overcome obstacles and to deliver what’s required

8. KNOWLEDGE AND SKILLS

Negotiation skills

Structured selling techniques

Demonstrable drive and enthusiasm

Prior CRM experience

Intermediate level PC skills

Bakery / Foodservice

9.KEY MEASURES
KPI’s –

Sales and Revenue Forecast for territory

Ave of 6.5 visits for existing customers and 1.5 prospects per day

% GM

Revenue per Drop

ROI for equipment base

Retention of existing customers

Number of trading customers (NOBC)

10.COMPETENCIES

Ensures Accountability

Customer Focus

Action Orientated

Drives Results

Financial Acumen

Communicates Effectively

Nimble Learning