Territory Manager (Pennsylvania: Philadelphia)

As a Territory Manager at SanMar, your primary responsibilities include developing relationships with key accounts, delivering focused presentations, utilizing our CRM for optimal planning, and effectively managing customer interactions. You will identify customer needs and propose tailored solutions while also negotiating complex deals that create mutual success.

To qualify for the Territory Manager role at SanMar, candidates typically need a Bachelor's Degree or equivalent experience, along with 4-6 years of relevant sales experience. Industry-specific experience of 1-3 years is preferred, alongside the ability to communicate effectively and analyze emerging business trends.

Yes, the Territory Manager role at SanMar involves travel across the designated territory, particularly in the Philadelphia area. Candidates should be comfortable planning travel logistics and can expect to interact in person with clients frequently.

Success as a Territory Manager at SanMar requires strong communication and presentation skills, an assertive and outgoing personality, and exceptional organization and time-management abilities. You must be detail-oriented and possess the ability to build meaningful partnerships with customers while analyzing opportunities for growth.

SanMar offers a competitive salary based on geographic location, along with an annual discretionary bonus of up to 10% of base salary. Additional benefits include comprehensive medical, dental, and vision plans, a 401k with matching, paid time off, and family leave. Employees also enjoy perks like pet insurance and life insurance.

When approaching account planning, I would first analyze the current performance of each account to identify opportunities for growth. I would then set actionable goals and create a timeline to track progress. Establishing effective communication with stakeholders is key to ensure alignment and gather feedback which will inform our strategy.

Handling objections requires active listening and empathy. I take the time to understand the client's concerns fully, address them directly with factual information, and provide tailored solutions that align with their needs. Follow-up is equally as important to reassure clients that their concerns are taken seriously.

I prioritize my sales calls based on account potential and urgency of needs. High-potential accounts with immediate challenges get scheduled first, followed by those with long-term potential. I also take geographical location into account to optimize travel time.

Absolutely! In my previous position, I was able to negotiate a multi-year contract with a key account by understanding their long-term needs and aligning them with our value proposition. It required several discussions and a willingness to adjust terms, but it ultimately resulted in significant revenue for my company.

I utilize CRM software to track all interactions with clients, setting reminders for follow-up tasks. Additionally, I maintain a detailed calendar to manage my schedule and keep me accountable for deadlines. Regular reviews of my pipeline help me stay proactive with follow-ups.

I rely on effective questioning techniques such as the SPIN method, which involves understanding the client's Situation, Problems, Implications, and Needs. Listening actively helps me uncover underlying issues, allowing me to provide targeted and relevant solutions.

To increase profitability, I would focus on building strong relationships with high-potential clients, differentiating our offerings through targeted presentations, and leveraging customer feedback to refine our strategies. I’d also explore new market segments and innovative marketing tools to attract more clients.

Teamwork in a sales environment involves regular communication and collaboration towards shared goals. I believe in holding weekly update meetings, leveraging each team member's strengths, and fostering a culture of support and encouragement to collectively drive results.

To meet my sales targets, I'd set realistic yet ambitious goals, break them down into smaller milestones, and track progress regularly. I’d also analyze market trends, adjust strategies based on performance, and ensure I have a robust follow-up process in place to nurture leads.

Professionalism and integrity are upheld by remaining transparent with clients about expectations and outcomes. I always strive to provide honest assessments, follow through on commitments, and maintain open lines of communication, thus building trust and long-lasting relationships.