The Territory Manager focuses on business development and key account management within the hospitality sector, driving sales growth and managing customer relationships.
ABOUT COMPANY
DIVERSEY - A Solenis Company
Diversey’s purpose is to protect and care for people every day.
Diversey has been, and always will be, pioneers and facilitators for life. We constantly seek to deliver revolutionary cleaning and hygiene technologies that provide total confidence to customers across all our global sectors. These include: facility management, healthcare, hospitality, retail and food service; in addition to food and beverage. Diversey is a provider of cleaning, sanitation and maintenance products, systems and services that efficiently integrate chemicals, machines and sustainability programs. Everything we do is based on the implicit belief that cleaning and hygiene are life essentials and that what we undertake constitutes a vital service.
Harnessing 100 years of expertise and knowledge, Diversey develops cleaning technologies that save lives, providing a tailored, customer-centric approach that empowers sustainable solutions. Protecting and improving the environment, we operate with our customers’ needs at the heart of everything we do. Diversey’s ethical commitment is implicit in all our products and everyday relationships with our staff, our customers, and our planet. These ethics drive our commitment as Pioneers of the future and creators of connection and innovation.
Industry: Chemicals, Hygiene and Cleaning
Products: Business-to-business products and services. Chemicals, intelligent floor care machines, tools and equipment, with a wide range of technology-based value-added services including the food Safety consulting services, and environmental impact reduction.
Vision: A healthy and safe world where people are free to lead their lives.
Mission: To protect and care for people every day by pioneering future focused cleaning and hygiene technologies.
POSITION TITLE:
Territory Manager
BUSINESS :
Hospitality
REPORTS TO:
District Manager/Zonal Manager
POSITION PURPOSE:
Territory Manager will be primarily responsible for Business Development and Key Account Management in Hospitality/ Food Service Domain.
RESPONSIBILITIES:
Continuously focus on sales growth execution and sales target achievement through new account research and acquisition planning, leveraging sector expertise and market intelligence.
Take the lead initiative in developing rapport with identified key Accounts in the assigned territory.
Gain business at targeted new accounts within pricing/margin guidelines.
Continually evaluate key competitor activities, analyse effectiveness and prepare defensive strategic ploys.
Develop business relationship with key decision makers to further our business interests.
Implement with the team customer training & education training programs
Sales Reporting:
Plan daily, weekly and annual objectives and activities to maximise customer contact and effectiveness.
Continuously update all sales activities (e.g. funnel) using Salesforce or other CRM systems.
Provide a monthly update to direct manager on the following:
Tracking against KPI’s
Plans for coming month/quarter
Performance against previous plans
Internal Stakeholder Management:
Manage effective internal stakeholders (Customer Service, Marketing & Finance) relationships and ability to deliver the Healthcare strategy through matrix reporting structure.
Work closely with Application Specialists to identify and develop relevant value propositions for customers.
EXPERIENCE / EDUCATION/TRAINING
3+Years of overall Experience in B2B selling/Institutional Selling in Food Service or Hospitality or related Segment.
Demonstrated proven ability to build and nurture customer relationships
Drive for results, Customer Focus, Integrity and trust. Passion for selling the product
Experience using CRM systems, such as Salesforce preferred
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