Territory Sales Manager
Job Description
Working with Good Times USA:
Good Times USA is a privately owned marketer and distributor of OTP products (cigars, cigarillos, wraps, rolling papers, pipe-tipped cigars, and much more). Our state-of-the-art analytics department and strong support structure empower all field sales personnel. Working with Good Times USA means being part of a dynamic professional environment where your impact shapes a large and ever-changing industry. We prioritize investing in every team member's professional growth while fostering a positive and collaborative environment.
Role Purpose:
As a Territory Sales Manager (TSM), you are responsible for maintaining and growing our business in a designated area. This involves managing customer relationships, sales analysis, inventory management, and the execution of promotional activities for independent wholesalers, distributors, retailers, and chain accounts.
Accountabilities & Responsibilities:
- Maintaining and Growing Business Relationships:
- Build and maintain strong relationships with independent retailers, wholesalers, and chain accounts.
- Identify opportunities for growth by engaging new accounts and expanding existing ones.
- Sales and Inventory Management:
- Conduct quarterly inventory counts and address issues such as overstocks, out-of-stocks (OOS), and gaps.
- Utilize sales data to adjust orders, improve product rotation, and manage inventory levels effectively.
- Fulfilling Quarterly Distributor, Wholesale, and Retail Visitations:
- Conduct scheduled visits to wholesalers, distributors, and retailers as outlined in the quarterly planner.
- Use these visits to evaluate account performance, address challenges, and drive growth initiatives.
- Ensure all visits align with company objectives and are documented in the CRM system.
- Promotional Activities:
- Plan and execute tabletop events and in-store promotions as outlined in quarterly planners.
- Use promotional activities to increase visibility and sales of focus brands.
- New Distribution:
- Focus on the placement of new Good Times products in retail stores and wholesale accounts.
- Align placements with the company's target store list and strategic goals.
- Retail Visit Frequency:
- Execute retail visits according to quarterly planners, ensuring no more than one visit per quarter per location, at a rate of 15 stores per day.
- Point-of-Sale (POS) Management:
- Maintain and refresh POS materials to align with current promotions and ensure brand visibility.
- Secure premium shelf space and endcap placements, particularly in Cash & Carry accounts.
- Business Reviews:
- Conduct quarterly business reviews with accounts, highlighting performance gaps and growth opportunities.
- Collaborate with accounts to align on rebate performance and growth strategies.
- Collaborative Planning and Execution:
- Work closely with the Regional Sales Manager (RSM) and Area Sales Manager (ASM) to implement distribution and promotional strategies for focus brands.
10. Order Review for Distributors and Wholesalers:
- Review distributors and wholesalers’ orders to ensure correct price points and product mix for each specific region.
- Assist customers in maintaining adequate inventory levels to avoid out-of-stocks.
11. Follow Standard Operating Procedures:
o Adhere to company standard operating procedures and directions when selling to retailers, including documentation, purchasing, pricing, and tracking inventory.
12. Pass Monthly Audits:
o Ensure compliance with monthly audits for inventory and contingency funds.
13. Monitor Competitive Performance:
o Track and report the movement of Good Times and competitors’ products in assigned markets.
o Provide ongoing updates on the performance of top-selling brands and new product releases by competitors.
14. Maintain Company Equipment:
o Ensure all company-provided tools and equipment are kept in excellent condition.
Experience, Knowledge, and Skills Requirements:
- Proven ability to build and maintain strong business relationships.
- Flexibility to adapt to changing environments and customer needs.
- Excellent planning, presentation, negotiation, and communication skills.
- Strong analytical skills to draw conclusions and make decisions based on data.
- Proficiency in Microsoft Office and CRM tools.
- Minimum experience managing and presenting to chain and corporate accounts.
Physical Requirements:
- Ability to lift and carry up to 40 pounds.
- Capable of bending, squatting, and climbing step ladders.
- Ability to operate a motor vehicle, entering and exiting frequently.
Additional Details:
- Tools Provided: Company vehicle, cell phone, credit card, and Surface Pro for business operations.
- Compensation: Base salary starting at $60,000/year with up to $12,000 in bonuses annually.
- Benefits:
- 401(k) with company match.
- Medical, dental, vision, and life insurance.
- Paid time off.
Core Competencies:
- Resilience and Problem Solving: Perseverance and adaptability in addressing challenges.
- Results-Oriented: A drive to exceed objectives and improve performance.
- Customer Focused: Maintaining strong communication and alignment with customer goals.
- Integrity: Reliability and effort to uphold professional and ethical standards.
Training:
Comprehensive training includes one week in Tampa, FL, followed by 2-3 weeks in various company territories nationwide. Travel during this period is required.
Schedule:
- Monday to Friday, with occasional travel as outlined in quarterly planners.
Join Good Times USA and help shape the future of OTP distribution and marketing!
Job Type: Full-time
Pay: From $65,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Compensation Package:
- Bonus opportunities
- Commission pay
- Yearly bonus
Schedule:
- 8 hour shift
- Monday to Friday
Work Location: On the road