Territory Sales Manager, New England
A Territory Sales Manager (TSM) has the entrepreneurial responsibility of managing and overseeing a set territory to ensure sales targets are achieved. The TSM will play a pivotal role in identifying and securing new accounts while nurturing existing relationships to drive territory growth. As a champion of consultative selling with a passion for pet nutrition, the TSM will seek out innovative solutions and opportunities for retail partners, acting as a key advocate for the Petcurean brand.
Through strategic prospecting, effective route planning, and resource optimization, the TSM will expand the company’s market presence and build a robust pipeline of new business opportunities. Skilled in overcoming buyer objections and understanding market trends, the TSM will proactively deliver value-driven and tailored solutions that align with Petcurean’s commitment to excellence, all while adhering to an approved budget.
This role will report to the Regional Sales Manager, East USA and will have a strong working relationship with the US Sales team.
Responsibilities:
- Manage day-to-day business development and sales within the territory, fostering Petcurean’s values and difference.
- Develop and execute territory sales plans, including new store openings and Core Account strategies.
- Focus efforts on high-potential accounts (80/20 rule) to maximize results.
- Conduct engaging presentations tailored to account needs and deliver business plan reviews.
- Maintain routine contact with accounts to understand needs, resolve issues, and ensure satisfaction.
- Identify and pursue growth opportunities, leveraging grassroots sales techniques.
- Monitor competition, market trends, and distributor performance.
- Submit daily sales activity reports, including CRM updates, forecasts, and expense tracking.
- Represent Petcurean at trade shows and conduct product training sessions.
- Collaborate with internal teams (marketing, operations, customer service) to resolve issues and enhance customer experience.
- Roll up your sleeves and do what’s necessary to get the job done and completes other duties as required within the same scope and level.
Qualifications
- More than 3 years combined experience in a structured outside sales role, ideally in the consumer packaged goods or pet food industry.
- Equivalent to a Bachelor’s Degree Program in a relevant discipline.
- Must hold a valid passport.
- Must have appropriate home office space to effectively work from home.
- Must hold an unrestricted driver’s license in the State that they will be working.
- Must have a driving record that has no more than three (3) violations in the last five (5) years; no suspensions or prohibitions of any kind in the past five (5) years; and no more than one (1) “at-fault” accident in the past three (3) years.
- Must own a personal vehicle suitable for business purposes.
- Applicants must not have criminal charges or convictions related to their employment position for which they have not received a pardon. Petcurean assesses information about a criminal record on a case-by-case basis.
Skills and Abilities
- Passionate about Petcurean’s ultimate promise of putting pets first.
- Eager to learn the detailed ins and outs of pet nutrition and being a go-to person for territory nutrition and product inquiries.
- Recognized as being an exceptional team player, who is self-directed and approachable.
- Strategic and proven thinking skills with the ability to attract new business and develop and grow the customer base through identifying new opportunities within their designated territory.
- Strong verbal and written communication skills including superior communication and interpersonal skills using consultative sales principles.
- Proven ability to facilitate engaging and memorable product training seminars both in a large and small group setting.
- Ability to work with various departments on resolving customer issues and suggesting enhancements and the ability to proactively identify and resolve problems in a timely manner.
- Exemplary time management skills and an ability to work within a continually evolving environment.
- Ability to lift up to 40lbs+.
- Excellent computer skills including Word, Excel, PowerPoint, Outlook.
- Manages effective Return On Time Investment (ROTI) for time and money spent in market.
- Diligently maintain timely submission of charge-backs and promotional spend tracking.
- Abide by Finance policies – submitting receipts on time.
- Providing timely and regular updates through ongoing performance management.
- Develop accurate forecasting and maintain tracking against forecast and goals – for all aspects of this role.
Hours of Work
This is a full-time exempt position. The Employee shall perform his/her duties at such places and during such times as may be reasonably necessary. Position requires extensive domestic travel, with an expectation of 40-50% overnight travel.
