Territory Sales Manager

Norma Precision Inc. based in Savannah, GA, a wholly owned subsidiary of Beretta Holding, is the exclusive supplier of Norma Ammunition to the US and South American Markets. For more than a century, Norma employees have developed and fine tuned the methodology and processes in the production of our ammunition. Norma is proud to offer exceptional products that perform at the highest standards and levels compared to any bullets manufactured in the world today. With the US Corporate offices and manufacturing in Savannah, Norma Precision Inc. is positioned to be an industry leader in the US and South American markets now and in the future.

POSITION SUMMARY:

• Is passionate about transforming sales and whose values align with Norma Precision Inc. culture- we achieve our mission through our values and are looking for someone who is humble, default aggressive, adaptable, and remarkable.
• Has high emotional intelligence – you have a genuine empathy for customers and maximize your impact through understanding the motivations of each customer and adapting your communication and sales approach accordingly.
• Has a proven track record for negotiating sales and programs that drive economic value for both parties (company and customer).
• Has a commitment to overachievement – you have a proven track record of consistently outperforming sales quota attainment and you have a never quit “gritty” attitude towards sales targets regardless of adversity being faced.
• Is a champion of the consultative sales process– you utilize existing CRM reports and continue to develop and leverage internal data to strategically engage customers through the consultative sales process.
• Has experience being managed in a structured sales environment utilizing a CRM tool. These could include managing via a sales methodology, a forecast methodology, and a structured deal management by sales stage.
• Has strong business acumen – understands and uses good judgement of existing and potential sales opportunity.
• Is accountable – you have a proven ability and strong willingness to follow through on your own promises and commitments.

ESSENTIAL DUTIES OF THE JOB INCLUDE:

• Establishes, develops, and maintains business relationships with current customers and prospective customers in the assigned territory for all Norma Precision Inc. product categories.
• Conducts product knowledge presentations with retail sales associates and end users on a regular basis.
• Responds to customer requests quickly and expedites the resolution of customer problems and complaints.
• Coordinates sales effort with marketing, sales management, accounting, logistics and technical service groups.
• Analyzes the territory market potential and determines the value of existing and prospective customer’s value to the organization.
• Maintains an active sales pipeline equal to or greater than 30% of your annual sales revenue goal by driving the Norma Precision Inc. consultative selling process (CSP) defined as; 1) identifying total account potential in the most impactful sales categories, 2) identifying total real account opportunity for individual category growth, 3) gaining mutually agreed upon account sales commitments, 4) establishes and documents an account sales business plan outlining plan to achieve account sales growth commitments, and 5) regularly tracks and measures account performance to commitments. 6) consistently maintains up to date and accurate reporting of all the above in company CRM. 7) 20 face to face sales calls per week & logged into the company CRM platform.
• Travel and conducts regular account sales business review meetings with targeted accounts.
• Provides the organization with oral and written reports on customer needs, problems, interests, competitive activities and potential for new products and services.
• Is a Norma Precision Inc. product knowledge expert regarding appropriate fit for purpose applications, technical services matters, market insight and conditions, competitive activities, advertising, and promotional trends.
• Installs new and maintains current POP material with proper updates ensuring that Norma Precision Inc. merchandising meets our marketing guidelines and are presentable to the public.
• Ensures that all customer account pricing and programs are accurate and up to date.
• Represents Norma Precision Inc. by participating in trade shows and conventions.
• Operates territory within allocated sample, merchandising and travel/entertainment Expense Budget.
• Utilizes company issued technology and CRM systems to drive and maximize sales revenue with customer accounts.

STANDARDS OF PERFORMANCE:

While the list of major job duties explains what is to be done, performance standards provide us with specific performance expectations for the Territory Sales Leader. They are the observable behaviors and actions which explain how the job is to be done, plus the results that are expected for satisfactory job performance.

• Minimum Standards of Sales Performance:
  • Total Revenue: Achievement of annually established territory sales revenue targets.
  • Travel/Time in Field: 50% Travel with 75% of time in the field in front of customers.
  • Quantity of Sales Calls: A minimum of 40 customer facing calls per month.
  • Quality of Sales Calls: A minimum of 10 Consultative Selling Process focused calls per month Consultative Sales Process defined as:
    • 1. Uncovering or updating customer total category Purchase Potential
    • 2. Gaining / updating and documenting customer sales purchase commitment
    • 3. Reviewing customer current sales performance to documented commitment
    • 4. Developing / updating and reviewing / documenting customer business plans
  • CRM maintenance:
    • 1. Customer events and sales activities are updated daily with identified next steps and follow-up dates.
    • 2. Account contacts accurately maintained
    • 3. Prospect accounts accurately maintained in “Prospect Funnel” with documented activity within the past 30 days always.
  • Number of active accounts vary depending on specific territory size and geography.

JOB REQUIREMENTS:

• Bachelor’s degree in business administration, sales and marketing or related field
• A minimum of two-years outside sales experience with a proven track record of performance
• Experience utilizing a consultative sales process
• Experience utilizing CRM to manage and forecast sales opportunities
• Strong analytical skills to identify trends and patterns
• Strong interpersonal communication, teambuilding, decision making, and conflict resolution skills required
• This position requires frequent travel

Working Environment and Physical Efforts:

Work is typically performed calling on Sporting Goods Retailers and the incumbent needs to be able to move about the store and travel environment. Must be able to drive a vehicle to these appointments. Position also requires standing, walking, reaching, pushing, pulling, and squatting while merchandising product and requires unloading product and building and updating displays and POP material. Position works across a wide variety of weather conditions. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, and depth perception.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability or protected veteran status or disability status. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.