Territory Manager - Sports, Fields, and Grounds

Job Type

Full-time

Description

What Will You Do?

The Territory Manager is responsible for meeting or exceeding planned sales within the territory. Expanding and improving customer accounts/network through continuous prospecting to new and existing accounts. Representing Wesco Turf in a professional manner and manage relationships with existing customers to increase loyalty and market share for Wesco Turf and all distributed lines. Developing/maintaining relationships with all purchasing agents, municipal and sports field accounts, department directors/influencers/decision makers within their respective territory. Recommending, specifications, demonstrations, quotations, sales and follow-up after delivery of Commercial equipment and allied products. Understanding processes and pricing to effectively promote purchasing contracts (i.e. National IPA, etc.) as well as State Contracts.

To grow and build a successful career with Wesco/Hector Turf, you will be responsible for:

Dimensions

• Retailers
• Annual sales
• Budgeted increase annually in dollars, retailer base
• Territory consists of all sports fields and grounds accounts within their respective territories and counties
• Customer base consists of existing municipal and public sports fields and city, county and state entities as well as any new projects in their respective territories including LCE/Consumer dealers who set-up and deliver state contract orders for municipalities.
  
  

Compensation Package - Base Salary/Bonuses/Other Incentives

• Base Salary: starting at $70,000 / year based on experience
• Eligible for a companywide bonus that is dependent on the company meeting performance goals. Equivalent to 0 - 3 weeks of additional pay, prorated for your first year.
• Company laptop, cell phone, reimbursed expenses
• 401-K, Health, Dental, Vision & Life Insurance
  
  

Accountabilities

Sales

• Assist in developing sales budgets and achieve yearly sales and margin goals for whole goods and parts
• Establish and control pricing to attain acceptable margins
• Maintain favorable relations with Toro and our other vendor partners to ensure the viability and profitability of the division
• Assist in developing expense budgets and achieve yearly expense goals
• Assure customer service expectations and promote a standard of excellence in customer satisfaction
• Demonstrate teamwork and cooperation with other departments and employees
• Track, follow up and provide weekly Activity Reports to give account status updates, cold call information, and service issues as they arise
• Prepare and implement monthly time and territory plan and itinerary
• Prepare and submit weekly activity and expense reports
• Prepare bids and quotes
• Interface with Field Service Advisors/Mobile Service Techs and Service Manager on technical issues and problems within their area of responsibility
• Demonstrate new products and train end user on proper operation of new equipment along with Field Service Advisors.
• Prepare and present sales presentations to all clients, including personal delivery of quotes.
• Provide outside sales support within territory for all Wesco products and services. Meet or exceed assigned sales goals for Consumer and LCE products.
• Visit all dealers who set-up & deliver SF&G equipment on a regular basis
• Maintain acceptable margins on sales of whole goods.
• Remain aware of major competition in the marketplace and be prepared to report and offer input on competitive products/training and programming.
• Deliver equipment as needed.
• Follow up after equipment delivery/equipment in use to answer questions that may have come up and to gauge customer satisfaction.
• Attend professional tradeshows as scheduled to walk the show floor or to be present in Toro or Wesco booths.
  
  

Training

• Conduct product training and selling sessions on a semi-annual basis with retailers and National / Regional accounts.
• Attend all educational functions (seminars, meetings, etc.) offered by Wesco / Toro.
  
  

Administration

• Submit weekly activity reports to Vice President by 9am each Monday. Include schedule information and accounting of visits and what occurred, as well as any planned follow-up.
• Turn in expense reports weekly
• Maintain Toro Extranet customer list for assigned territory
• Use and maintain accounts in Salesforce program including opportunities, wins/losses, etc.
• Create and maintain customer quotes in Apttus quoting tool
• Maintain company property: vehicle, files, demo accounts, cell phones, laptops and tablets
• Maintain current Territory Plan document and review with Vice President quarterly. Include potential new account visits, as well as planned growth with existing accounts (TY, LY, %Chg)
• Maintain file of assigned competitive equipment and programs
• Other projects as assigned.
  
  

Customer Satisfaction

• Assure customer service expectations are met and promote a standard of excellence in customer satisfaction. Achieve CSI overall rating of at least 8.0 for SF&G Grounds scores.
• Follow up and return customer phone calls and emails within 24 hours.
• Follow up and return Sales Manager calls and emails as high priority.
• Implement Toro / Wesco CSI action plan items as assigned by Vice President.
  
  

What Can We Give You?

Wesco’s foundation is built on the strength and quality of our people. We are committed to providing all the resources and tools necessary to help our people be successful. Recognizing that our employees are our greatest resource, our competitive rewards package is designed to attract and retain our talented associates.

Health Insurance – Medical, dental, vision, and life insurance is available to full-time employees, eligible dependents, and spouses.

Wellness – At Wesco, we recognize that our associates are our greatest asset, and our health and happiness are essential to success. The Wellness Program is a comprehensive initiative designed to promote the physical, mental, and emotional well-being of our associates. We aim to create a supportive and inclusive environment that empowers employees to prioritize their health and well-being, leading to increased productivity and employee engagement. Human Resources creates a monthly newsletter that promotes the upcoming wellness activities.

Growth Opportunities – Nearly half of our employees have worked in our organization for over ten years. We are committed to the advancement of our employees by providing challenging work assignments, formal and informal training, professional associations, and networking opportunities.

Competitive Salary – In addition to their base pay, employees are eligible for our company-wide bonus that is dependent on Wesco meeting our sales goals. We have met these goals every year for the past 10 years, the bonus is equivalent to 0-3 weeks of additional pay and is prorated for your first year. Territory Managers are eligible to earn up to 30% of their annual salary and receive a company vehicle, laptop, cell phone, and reimbursed expenses.

Who Are We?

Since 1987, Wesco Turf has been the golf, grounds, and irrigation market leader. We are a worldwide provider of the highest quality used golf course equipment. We are an exclusive provider for Toro, Club Car, Bernhard, Salsco, Harper, Ventrac, and MCI-Flowtronex and Watertronics Pump Stations in Florida and Southern Georgia. Wesco has been honored multiple times as Toro’s North American Distributor of Excellence. On August 1st, 2022, Wesco acquired Hector Turf located in Deerfield Beach, FL, expanding our market to include from Vero Beach to Key West, including the Bahamas, Puerto Rico, Dominican Republic, and the Caribbean Islands. Wesco Turf has the following locations: Sarasota, Deerfield Beach, Lake Mary, and Jacksonville, Florida.

Requirements

What Do You Need?

To be considered for this role, a candidate should meet the following requirements:

• Must have excellent customer service skills
• Ability to multi task and handle the pressure of deadlines
• Minimum level of education is high school
• Minimum 5 years’ experience in administrative/customer service/sales or related support function
  
  

We are committed to providing equal employment opportunities for training, compensation, transfer, promotion, and other aspects of employment for all qualified employees without regard to sex (including pregnancy and childbirth), race, color, religion, national origin, age, disability, sexual orientation, gender identity, genetic information or veteran status. M/F/D/V

Wesco Turf, Inc. is an equal opportunity employer. M/F/D/V

Salary Description

Starting at $70,000 / year