Territory Manager - Memphis, TN

DEMDACO is a gift and home décor company based in Leawood, KS. We strive to 'lift the spirit' with our customers, consumers and colleagues by partnering with artists representing a wide range of styles and mediums and whose work is consistent with our values - 'pursuing business the way it ought to be.' Products are curated through this filter then carefully reproduced by skilled craftspeople around the world. Under the DEMDACO brand, our product categories include Gifts, Home Décor, Entertaining, Fashion, Baby and Willow Tree. For more than 20 years, DEMDACO has strived to 'Lift the Spirit' in times of celebration, when comfort is needed, or just to put a smile on someone’s face.

We believe that business in not merely a financial endeavor, but first-and-foremost, a human endeavor. This philosophy guides our business decisions and informs how the company interacts with colleagues and customers and it leads our efforts in creating a dynamic workplace. https://www.demdaco.com

We have a Territory Manager position open for the Memphis Tennessee area. The position of Territory Manager is responsible for the effective business results of DEMDACO product lines at the retail level. This position is responsible for prospecting, qualifying, selling and servicing retail partners whose merchandise needs can be filled with DEMDACO product lines. Additionally, this position is responsible for account planning and forecasting.

Essential Duties and Responsibilities include the following: (additional duties may be assigned)

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Achieve territory revenue objectives as defined by the company and/ or RSM
• Service and increase sales with existing company account base in their designated sales territory. Expand brand presence in current accounts where applicable.
• Develop and open new accounts in their designated sales territory including replacing any distribution that is lost due to account attrition. Achieve new account objectives as defined by the company and/or RSM. Expand channels of distribution within the assigned geography.
• Must sell entire DEMDACO product line and will have separate and specific revenue goals for both Willow Tree® and Portfolio
• Responsible for account planning and forecasting within their designated sales territory
• Communicate consistently and effectively to customers, Regional Sales Managers and internal staff regarding sales and marketing issues in a timely manner.
• Spend an average of 30 hours per week in face to face selling time between first and last appointment of the day calling on customer accounts in the field
• Have at least 12-15 confirmed appointments per week, with a minimum of 2-3 sales per day, one in the morning and one in the afternoon. Have a list of prospective customers/prospects to see in each territory zone between appointments or as a back-up plan should appointments fall through.
• Expected to attend Conference Calls with their Regional team twice a month
• Report to RSM in writing on a weekly basis regarding Account Executive successes, issues and opportunities
• Exercise fair and equitable decision making regarding accounts and distribution
• Follow specific DEMDACO sales policies and procedures such as account management, distribution, new accounts and credit
• Understand and utilize systems and sales tools for order writing and reporting
• Ability to learn and effectively utilize technology tools such as: Sales Force Automation Systems, Web Based Data Presentation Systems and Customer POS Systems
• Be present at shows that that have a reasonable impact on their territory as defined by the RSM. May also be expected attend any other national shows and/ or sales meetings as determined by the RSM or DOS

Competencies:

To perform the job successfully, an individual should demonstrate the following competencies:

Accountability - Accepting responsibility that results in anticipation or prevention of problem areas, and problem solving inside and outside the department or organization. Arrive at meetings and appointments on time.

Adaptability - Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays or unexpected events. Exhibits a desire to learn and improve, no matter the skill level.

Customer Focus - Knowing the (internal and external) customer business needs and acting accordingly; anticipating customer needs; and giving high priority to customer satisfaction and customer service. Timely follow-up and follow-thru with customer needs/requests. Honest and direct communication with customers. Respond to customers and co-workers in a timely, professional manner.

Dependability - Follows instructions, responds to management direction; takes responsibility for own actions; keeps commitments; completes tasks on time or notifies appropriate person with an alternate plan.

Integrity - Behaving ethically (doing the right thing) and acting fairly; Treats others with honesty, fairness and respect; keeps commitments; inspires the trust of others; works with integrity; upholds organizational values. Asks for and offers help when needed. Makes decisions that are objective and reflect the just treatment of colleagues; Takes responsibility for accomplishing work goals and accepts responsibility for decisions and actions. Sets an example for others by acting in ways that are consistent with organizational goals and objectives

Judgment - Displays willingness to make decisions; exhibits sound and accurate judgment; supports and explains reasoning for decisions; includes appropriate decision-making process; makes timely decisions; attempts to maintain the best interest of the customer as well as the company when making decisions.

Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions. Overcomes objections in selling situation. Outlines and supports the company position when it may be different than that of what the customer requests. Communicates with supervisor when unable to carry out work responsibilities.

Organizational Support - Follow policies and procedures; completes tasks correctly and on time; supports organization’s goals and values.

Professionalism - Reacts well under pressure; treats others with respect and consideration regardless of their status or position; accepts responsibility for own actions; follows through on commitments. Takes responsibility for professional development, including studying/learning new products and promotions, and creating solid product presentations.
Experience and Skills:

Qualifications:

The requirements listed below are representative of the knowledge, skill, and/or ability required.

• Gift Industry experience desired managing a sales territory
• Outside Sales experience selling business to business
• Understanding of sales process including:

• Needs assessment
• Qualifying account as well as decision makers
• Contracting to gain understanding, agreement & forward moving action plan
• Ability to develop creative solutions to customer needs
• Creative Presentation skills
• Provide follow up and service

• Understanding and utilization of selling best practices
• Experience with independent retail as well as regional key accounts
• Sound decision making skills
• Thorough understanding of the Retail Gift Trade
• Ability to work in a rapidly evolving and dynamic environment
• Proficient in Microsoft Office Suite:

• Excel, Word, PowerPoint & Outlook

• Ability to learn and effectively utilize other technology tools such as:

• Sales Force Automation Systems
• Web Based Data Presentation Systems and Business Intelligence Tools
• Customer POS Systems

• Detail oriented with ability manage multiple high objectives and meet deadlines
• Requires a hard working self-starter desiring a fast-paced, entrepreneurial lifestyle
• Able to follow directions and effectively execute directives

Supervisory Responsibilities:

None

Work Environment:

Entrepreneurial

Dynamic

Fast paced

Firm deadlines

Physical Demands:

Some lifting and carrying of catalogs, samples, computer equipment for day-to-day sales call activity, on multiple occasions throughout the work day.

Occasionally required to move or set up for meetings or show displays including but not limited to furniture and display pieces

Travel in the field for customer visits, to trade shows and markets, or for other sales activity or meetings
Job Benefits:

Benefits:

• Medical, Dental and Vision Plan
• 401(k) with company match
• Life Insurance
• Time off includes PTO and 5 “Lift the Spirit” Days designed to assist with volunteer efforts and helping others
• Annual Community Giving Day
• Generous product discounts
• Casual work atmosphere
• Potential for annual bonus based on company performance
• Costco membership
• Company paid short-term and long-term disability