Territory Manager (Pennsylvania: Philadelphia)

As a Territory Manager at SanMar, your primary responsibilities include strategizing business objectives, developing and managing key accounts, conducting effective presentations, and negotiating complex sales opportunities. You’ll also be tasked with active listening to identify customer needs and proposing relevant solutions while maintaining organization and flexibility in your schedule.

To qualify for the Territory Manager role at SanMar, a Bachelor's Degree or equivalent experience is preferred, along with 4-6 years of sales experience, ideally with 1-3 years of industry-specific sales. A valid driver’s license, good driving record, and the ability to analyze business trends are also essential.

SanMar evaluates the success of its Territory Managers based on their ability to enhance profitability through effective account planning and execution. Metrics may include sales growth, client satisfaction scores, and improvement in customer relationships, all contributing to the overall business objectives.

A typical day for a Territory Manager at SanMar involves a mix of planning meetings, customer visits, preparing presentations, and data analysis in our CRM. You'll also spend time negotiating deals and following up with clients to ensure their needs are met while strategically routing your travel plans for optimal interaction.

Territory Managers at SanMar enjoy a comprehensive benefits package that includes medical, dental, and vision coverage, a 401k plan with company matching, paid time off, life insurance, and paid parental leave, making it a supportive environment for personal and professional growth.

To prioritize tasks effectively as a Territory Manager, it’s crucial to assess the potential impact of each account, utilizing data analytics to identify which account may yield higher returns. Effective scheduling and utilizing a CRM system can also help in maintaining organization while ensuring all accounts receive the attention they deserve.

In answering this, emphasize specific examples where strategic planning and relationship-building led to surpassing sales targets. Share metrics, the challenges you faced, and how your actions made a positive impact while aligning with SanMar’s core values.

When handling objections, it's vital to listen actively to the customer's concerns, provide thoughtful responses that address those specific points, and leverage your knowledge of SanMar’s value proposition to reassure them of your solutions. Sharing a personal experience can help demonstrate your approach effectively.

Successful account management involves a blend of regular communication, tailored solutions, and leveraging data for insights into customer needs. Emphasize your proactive approach in developing relationships and planning ahead for meetings based on your understanding of customers’ business trends.

Share specific CRM platforms you have experience with, emphasizing how they help streamline communication, manage customer relationships, and track sales progress. Illustrate with examples of how using a CRM has increased your productivity in prior roles.

To assess new business opportunities, I focus on market research and analysis of emerging trends. I examine potential profitability, align them with customer needs, and determine how they fit into the current sales strategy, ensuring they complement SanMar’s business model.

Teamwork is essential in my sales approach as it fosters collaboration and enhances problem-solving. I believe sharing insights and strategies with the sales team can often lead to better solutions for customers and alignment with overall company goals, including those at SanMar.

Maintaining a positive client relationship involves consistent communication, understanding their evolving needs, and providing value regularly. Using tools to schedule follow-ups and ensuring prompt responses to inquiries can solidify trust and foster long-term partnerships.

In a sales role, I’m motivated by setting and achieving goals, the thrill of closing deals, and building meaningful relationships. Establishing a genuine connection with clients while representing a respected brand like SanMar fuels my enthusiasm and commitment.

Ensuring compliance with company policies requires familiarity with those guidelines and integrating them into the sales process. Being proactive, asking questions when unsure, and implementing a checklist system to verify compliance at each stage can help prevent oversights.