Territory Manager - New Hampshire - DEMDACO

DEMDACO is a gift and home décor company based in Leawood, KS. We strive to 'lift the spirit' with our customers, consumers and colleagues. ' 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 25 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. To learn more, please visit https://www.demdaco.com

Brief Description of responsibilities: 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 Regional Sales Manager (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, RSM 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 Territory Manager 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, EMUN, Concur, Web Based Data Presentation Systems and Customer POS Systems, Microsoft Office Suite and Teams.
• Be present at shows that have a reasonable impact on their territory as defined by the RSM. May also be expected to attend any other national shows and/or sales meetings as determined by the RSM or Director of Sales.

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:

o Needs assessment.

o Qualifying account as well as decision makers.

o Contracting to gain understanding, agreement & forward moving action plan.

o Ability to develop creative solutions to customer needs.

o Creative Presentation skills.

o 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:

o Excel, Word, PowerPoint, Teams & Outlook

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

o Sales Force Automation Systems

o EMUN

o Concur

o Web Based Data Presentation Systems and Business Intelligence Tools

o Customer POS Systems

* Detail oriented with the ability to 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.

Benefits:

• Medical, Dental and Vision Plan
• Annual contribution to your Health Savings Account.

• Company paid short-term and long-term disability.
• Company provided $100,000 Basic Life Insurance Policy.
• 401(k) with company match.
• Time off includes PTO, Sick Leave, Jury Duty, Bereavement, and 5 Lift the Spirit Days to give back to your community.
• Annual Community Giving Day.
• Generous product discounts.
• Bonus potential based on the growth of the territory's existing accounts.

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 workday. 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.s