Territory Manager

SUMMARY

Work with existing channels engaged in the sale and promotion of company products, find new channels, and develop/hunt for sales opportunities direct with potential end-users. Work closely with the National Sales Manager on sales projects directly with distributors, dealers, end user or direct OEM’s. Develop and work to a territory management plan to visit distributors, dealers, end users, OEMs, and end-users to sell Pelican products to achieve the assigned Territory Sales Revenue Target. Represent Pelican at industry forums, trade shows and other functions as required.

PRIMARY DUTIES AND RESPONSIBILITIES

• Sales: Achieve the assigned Territory Sales Revenue Target.
• Products: Develop an expert level of product knowledge of Pelican’s range, including an intimate understanding of the wide range of end users and the ways in which Pelican products are used by all market verticals.
• End-Users: Hunt for new end-user customers of Pelican products. These opportunities, when appropriate, may become direct customers or be pulled through a dealer channel.
• Channel Management: Represent Pelican into Distributor, Dealer and OEM customer organisations providing product information, updates, training and support. Manage every aspect of these relationships, leveraging Pelican’s resources to facilitate a smooth, successful and growth-driven partnership. Conduct regular visits to and activity with Distributor and Dealer organizations generating sales activity to derive pull-thru demand for Pelican products. Determine ambient competitive activity, review status of and revise current sales initiatives, thereby ensuring the achievement of Pelican’s objectives, & reporting back to the National Sales Manager.
• Channel Development: Perform ongoing research into and acquisition of potential new Distributors, Dealers, and OEM’s, including the monitoring & potential migration of competitors’ channels
• Research: Perform Internet, catalogue and tradeshow research on potential clients and competitive products.
• Administration: Assist other Pelican departments in resolving customer issues as required, commensurate with comprehensive account management practices.
• Tradeshows: Represent Pelican at trade shows involving, but not limited to, stand set up/pack up, providing product specialist expertise during the event, generating/recording & following-up leads, providing product information, and conducting competitive intelligence research activities.
• Prepare proposals & quotations as required for distributors, dealers, end users & OEM’s, consistent with Pelican’s sales guidelines & approvals process.
• Other duties and reporting as assigned by the National Sales Manager or Managing Director.
• Perform other duties as and when required.

JOB REQUIREMENTS                                          

• Strong written and oral communication skills. The candidate must be able to communicate technical sales information clearly and concisely to sales staff, distributor, dealers, OEM’s, and end users.
• Must be adept in use of MS Office, particularly Excel, Word, PowerPoint, and ideally Access (or similar database to basic level), Internet and email. Spelling, Grammar & Mathematics competence is essential.
• Excellent organizational skills and be able to work unsupervised and/or remotely.
• Min.3 years’ Sales experience and sound understanding/experience in channel management.
• Technical skills.  Must understand or possess the ability to learn the technical aspects of Pelican products.
• Ability to travel in designated area on a regular basis.
• Personality: Self-driven, results-oriented with a positive outlook, and a clear focus on high quality and profitability. A natural forward planner who critically assesses own performance. Mature, credible, and comfortable in dealing with senior large company executives. Reliable, tolerant, determined, and able to develop alternative strategies if/when “hitting walls”. Excellent listener and able to quickly ascertain customer’s needs. Empathetic communicator who is able to see and acknowledge things from the other person's point of view. Well presented, articulate, respectful, professional and business-minded. Sufficiently mobile and flexible to travel.  Keen for new experience, responsibility and accountability. Able to get on well with others and be a team-player.
• Business and Selling Skills: Must be an excellent face-to-face and telephone communicator. Able to demonstrate success and experience managing strategic account customers.
• Management Ability: Though internal staff management is not part of the job, any previously developed people-management skills, interpersonal skills, and internal selling skills will be well regarded and provide a professional advantage.

Pelican Products, Inc. is an Equal Employment Opportunity/Affirmative Action employer. 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.