BCS Job Application

Requisition #:	10247
Position:	Territory Manager #312
Group:	Sales Mini-Bulk
Location:	Visalia, CA
Reports To:	Mini-Bulk Sales Manager
Description:	Mini-Bulk Account Manager will actively manage a territory and interact with key internal and external business associates including their Sales Manager, Corporate Account Managers, the Shared Service (Customer Service/Ops) Team, and Accounting (Tax & Collections) to efficiently and effectively support and fulfill our customer needs. • As the Company continues to expand geographically and into new product areas, the Mini-Bulk Account Manager is expected to understand their market and maintain future customer target lists for industry and product development. • Ability to identify, aggregate, and report on all BCS product opportunities. This includes customer product(s), consumption volume, application, product storage capability and/or packaging as well as competitor pricing and contract terms. • Works closely with the Sales Manager to develop the strategy of their territory, including municipal sales to maximize sales and profitability of their assigned territory. • Develops and implements effective sales plans, prospect identification, sales activity and account management to develop and protect their assigned territory. • Accountable for managing territory from order to cash payment including price management, pricing recommendations, account setup process and managing receivables. • Provides concise feedback to Sales Management regarding market activity, competitive pricing activity and feedback on special price support. This includes sales and potential sales to all consumers, distributors and municipal customers. • Maximize the sale of all products consistent with the annual, short and long term strategic business plans. • Sells deep into a key account organization by developing multiple contacts at various levels of management and within various functional groups (e.g. safety, operations, purchasing,). • Ensures prospects and customers are properly qualified, including their safety and environmental performance and financial worthiness. • Supports the Performance Chemical, Trades North America and Bulk lines of business to maximize the sale of all BCS products to ensure achievement of the Company growth initiatives. • Responsible for executing productivity initiatives including CRM, Gallons per Delivery, receivable collections and others as identified by the Company. • Understands and effectively utilizes Customer Relationship Management (CRM) tools to manage and drive productivity within assigned territory. • Expected to maintain an organized territory by providing manager with weekly itinerary and on-time expense report submission; actively manages customer pricing files, follows all assigned administrative procedures and special projects as requested. • Utilizes discretion with company funds for entertainment and travel as outlined in the Company Travel and Expense policy.
Requirements:	BA/BS degree. • 3+ years of successful territory management and sales experience • Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems. • Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction. • Excellent communication skills, including the ability to listen and speak with others to convey information effectively. • Must possess the ability to communicate information and ideas in writing so others will understand. • Strong critical thinking ability - using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems. • Good judgment and decision making skills – the ability to consider the relative costs and benefits of potential actions to choose the most appropriate one. • Excellent time management skills required. • Professional appearance and presentation required. • Strong organizational skills with the ability to handle diverse and significant workload. • Ability to develop and grow strong relationships with key customer contacts and suppliers. • Proven track record of success in market and customer development • Excellent written and verbal communication skills • Ability to conduct presentations • Proficient in the use of MS Office including Excel, Word, and PowerPoint • Ability to travel – less than 10% travel required. • Ability to work in the US. PREFERRED QUALIFICATIONS: • Knowledge of chemical industry and related products • Ability to build strong and lasting business relationship (internal and external)

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