Title - Territory Development Manager

Purpose

The key focus of this role is to develop direct and control the Sales Team with in a Region to achieve revenue, sales and margin targets.

This position is responsible for the sales budget of that Sales Region and the management of the Regional Sales team to ensure they achieve their accountabilities and targets as per the Stanley Black & Decker (SBD) National targets. 

Reports To

Sales Manager

Business Priorities               

Profitable Growth

• As a member of the Sales Management team, provide input to the tactical sales plans and strategies so that they align with the objectives SBD.

• Increase the sales revenue for the SBD brands through strong execution of Stanley Marketing and Sales plans with in the relevant Region via the Account Executives at store level.

• Optimise market share growth for the SBD family of brands within the relevant  sales region

• Achieve agreed budgets for sales, margin and expenses.

Financial Management

• Achieve budget targets and manage SG&A spend in the relevant Sales Region

• Contribute the yearly Sales budget cycle.

• Manage contractual arrangements with selected state accounts  

• Continually review and enforce agreed pricing guidelines/matrix by region.

Customer

• Professionally manage the relationship between the state account customers and SBD to ensure continued customer satisfaction with the SBD products and services.

• Ensure the Account Executives manage their respective roles including program execution; reporting in a timely, professional and optimal manner.

• Seek and respond to all customer feedback

Operating Performance

• Monitor the daily and monthly reports on progress against budget for the relevant region with a focus on all the key account customers and provide timely and relevant reporting to the Regional Manager.

• Direct Regional operations and set priorities between sales activities, quality processes and customer service standards.

• Ensure that the Account executive team is trained and provided with the resources to undertake their roles effectively,

• Manage the call plan cycle nationally to determine appropriate representative service levels and ensuring cultural values are upheld.

New Product Development

• Actively support the introduction of new products – support the tactical planning, pricing analyses and execution of product where required

High Performance Culture

• Provide dynamic leadership to the Account executives within your region and ensure their functions are aligned with the key strategic objectives of the sales team.

• Conduct ongoing performance assessment for the team

• Manage the product knowledge and training program for the sales team.

• Communicate and promote the Mission, Vision, Principles and Values of the company to all staff.

• Set standards for job performance that reflects the values and strategic objectives of the business and measure against these.

• Provide recognition for commitment and performance that meets or exceeds expectations.

• Encourage the recruitment of exceptional talent  which meets the business context

• Promote a culture of learning and accountability in staff and provide a supportive environment to encourage staff growth and development.

• Do active career development and succession planning to ensure the continued development and growth of staff while protecting the knowledge base of the business.

Required Competencies and Behaviours

Essential Competencies

• Drive for Results: Can be counted on to exceed goals successfully; very bottom-line oriented; steadfastly pushes self and others to deliver outstanding results; acts decisively to create business improvement.

• Attention to detail: demonstrates a high level of thoroughness and attention to detail and accuracy.

• Leadership: demonstrates a high level of organisational awareness, is commercially astute and able to link tactical planning activities to specific sales requirements

• Team Leadership: Creates strong morale and spirit in his/her team; shares wins and successes; fosters open dialogue; defines success in terms of the whole team; creates feeling of belonging to the team; trusts and inspires others by setting challenging goals and stretch targets.

• Managing and Measuring Work: Clearly assigns responsibility for tasks and decisions; sets clear objectives, performance targets and measures; monitors process, progress and results; designs feedback loops into work.

• Timely Decision Making: Makes decisions in a timely manner, sometimes with incomplete information and under tight deadlines and pressure; able to make a quick decision.

Behavioural and Communication Skills

• Demonstrates Good to Great company values and behaviours.

• Self motivated and a desire to achieve a successful career.

• Confident, assertive and a clear communicator.

• Comfortable operating at an Operational Management level and ability to manage stressful situations in a calm and controlled manner.

• Adopts an engaging management style that is firm, fair and decisive.

• Problem solver, flexible, able to adapt to new ways of working.

• Approachable and strong listening skills.

• High level of self awareness and willingness to learn from feedback and constructive criticism.

Education and experience

• Experience in a team management environment.

• Sound understanding of financial concepts and financial management

• Fastening products experience would be an advantage

Key Functional Relationships

Internal

• Leadership/Senior Management team

• Business Unit heads

• All company staff

• Customer service

• AP and AR

• Marketing teams

• IT team

External

• Customers