Territory Business Manager - Pacific NW

Itape; Washington; Remote; USD 90,000 - 130,000; Full time

Job summary

The Territory Business Manager at IPG leads distributor relations and drives the 'THE BUNDLE' across the assigned territory. This exempt, salaried role partners with Regional Director of Sales to grow revenue and optimize product solutions.

You'll quarterback distributor programs, train DSRs, run quarterly business reviews, and collaborate with Inside Sales Reps to meet revenue targets while maintaining CRM discipline and competitive awareness.

Qualifications

• Bachelor’s degree in Business Administration, Marketing or related field.
• 6-7 years of sales experience in industrial/packaging or related industry.
• Core product line knowledge and CRM proficiency.
• Able to plan 1-2 years ahead and manage multiple priorities.

Responsibilities

• Act as quarterback for distributor programs and promote IPG solutions within territory.
• Own revenue and net CM for all distributors and products in territory.
• Serve as primary contact for local distribution and promote Program benefits.
• Develop distributor partners through training and joint end-user calls.
• Manage distributor health and conduct quarterly business reviews.

Skills

Sales experience

CRM usage

Communication skills

Presentation skills

Team player

Strategic planning

Distributor training

Education

Bachelor’s degree in Business Administration, Marketing or related Field

Tools

CRM software

Sales tracking

Job description

Position Description

Title: Territory Business Manager

Department: Sales

Immediate Supervisor: Regional Director of Sales

Status: Exempt Salaried

Position Purpose: The Territory Business Manager will report into their respective Regional Director of Sales and will serve as a key member of the Industrial Channel Distributor focused sales team. The primary mission of this individual is to maintain and manage distributor relationships at the local level. This person must have the ability to learn and express the value of IPG’s multiple product lines, “THE BUNDLE”.

Principle Accountabilities

• Act as the “Quarterback” at the distributor promoting IPG program and product solutions to effectively sell the bundle to our distributor partners within assigned territory.
• Accountable for Revenue and Net CM$ for ALL distributors and all products within the assigned territory, while working with partner Inside Sales Reps and Territory Account Representatives that support the territory.
• Primary customer contact for local distribution within territory driving the benefits of our Program.
• Act as the tape expert for the territory.
• Provide the necessary resources and act as a liaison to our distributors to enable them to promote and grow IPG’s full product suite.
• Develop our distribution partners through training of their DSR’s, making joint end user calls, and broadening their support of the IPG product offering.
• Manage distributor health and conduct quarterly business reviews to maintain and develop existing relationships.
• Work with our Business Development Specialists and Technical Application Specialists to aid distributors and end-users in finding the correct solution to meet their individual needs.
• Run product trials and evaluations through sales cycle.
• Strict adherence to CRM software in a routine and timely manner with quality targets, initiatives and other appropriate sales activities.
• Keep management up-to-date with competitive information such as new products, competitive price books, and price increase and decrease letters.
• Work proactively with customer service and the pricing team to resolve any outstanding issues within 24 hours.
• Ensure that the implementation and compliance of major and national accounts initiatives and plant audits are completed in a timely fashion

Essential Skills and Experience

• Bachelor’s degree in Business Administration, Marketing or related Field.
• 6-7 Years of Sales Experience in Industrial/Packaging or related industry.
• Core competence on all product lines is required.
• Ability to think ahead and plan over 1-2 year time span.
• Ability to organize and manage multiple priorities.

Essential Skills and Experience cont.

• Sales and service systems development and deployment.
• Problem analysis and problem resolution at both a strategic and functional level.
• Technical skills in strategic planning and sales planning.
• Distributor training and development.
• Strong customer orientation.
• Excellent interpersonal and communication skills including presentation skills.
• High performance teams and a strong team player.
• Commitment to company values.
• Highly skilled with CRM usage and Sales Tracking.
• Professional appearance and behavior while representing IPG.

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