Territory Manager - Western Canada

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Job Title: Territory Manager

 

Region: Western Canada - Alberta, British Columbia

 

Reports to: Regional Service Manager

 

FLSA Status: Exempt

 

Summary: The position of Territory Manager is on the front line of Krone in its relationships with Dealers and Customers. The requirements for this position are listed below. The TM is supported by members of Regional Management and Marketing to guide and assist him or her in the execution of their duties and responsibilities.

 

Duties and Responsibilities include the following. Other duties may be assigned.

 

General Accountabilities and Responsibilities:

1. With support from the Regional Sales Manager (RSM), maintain the Dealer Network. *
   1. Recruit new Krone Dealers. * 
   2. Participate in the Dealer Orientation process. * 
   3. Identify underperforming Dealers, develop corrective actions. * 
2. With support from the RSM, participate in a consistent effort of Progressive Dealer Representation. * 
   1. Develop an Annual Dealer Business Plan for Dealers. * 
   2. Develop Annual Business plan for the Sales Territory. * 
   3. Secure Pre-Season and In-Season orders to support the Dealer plans and Territory plans. * 
   4. Identify and capitalize on opportunities to increase sales at each Dealer location. * 
3. With support from the Product Specialist Group (PSG): 
   1. Schedule and conduct Product demonstrations, Product Sales Training, Open Houses, Hay Days, etc.. * 
   2. Become proficient in Product Knowledge of all saleable products. * 
   3. Assist PSG in the development of the key sales features, competitive feature comparisons, and competitive    price comparisons for assigned Krone Product Groups. * 
4. Be knowledgeable in Company Programs to assist and support Dealers and Dealer Salesmen:  a. Volume Bonus Program. * 
   1. Monthly Sales Programs including Finance Programs. * 
   2. Commercial Products Loaner/Rental Program, if applicable. * 
   3. Schedule of Terms and Discounts. * 
5. Per directives and instruction from the Regional Manager or when requested: 
   1. Approve and properly classify monthly expenses on or before stated expense review deadline. * 
   2. Utilize KroneLink for all call reporting, notes, and calendar planning. * 
   3. Submit weekly settlements updates. * 
   4. Submit Territory forecasts for machine sales. * 
   5. Investigate and assist in resolving Dealer issues such as:
      1. Past due open accounts. *
      2. OWR submissions. *
6. With support from the Regional Manager: 
   1. Interpret and enforce provisions of the Dealer Agreement. * 
7. With support from the Marketing Group: 
   1. Develop Dealer advertising and promotion at the local level. * 
   2. Educate Dealer/Dealer Salesmen on print and electronic sales aids developed by the Marketing Group. * 
8. General Accountabilities and Responsibilities 
   1. Approve Wholesale Orders and Transfers. * 
   2. Advocate for Dealer compliance with the Krone brand image. * 
   3. Protect Krone assets including Inventory of Krone Products.  Conduct inventory audits, be vigilant regarding the disposition of KNA Inventory. * 
   4. Work in a cooperative manner with other Krone employees including Marketing, KST, Service, Parts,  Product Testing and Accounting to resolve related issues that may arise on the Territory and to assist in  advancing their agendas in the Sales Region. * 
9. Domicile is required to be within assigned territory. * 
10. Must have valid driver’s license and be insurable to operate company vehicles. Estimated travel of 30,000 to 40,000 miles per year. Travel consumes approximately 80% of work time with overnight stay of at least 3 to 4 nights per week depending on domicile location within territory. * 
11. Must be able to travel internationally as required. * 

*Essential Function

 

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and/or abilities required. Reasonable  accommodations may be made to enable individuals with disabilities to perform the essential functions. 

 

Language Ability: 

Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.  Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to effectively present information to top management, public groups, and/or boards of directors. 

 

Math Ability: 

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, fractions, percentages, ratios, area, circumference, and volume to practical situations. Ability to apply concepts of basic algebra, geometry, and mathematical concepts such as probability and statistical inference. 

Reasoning Ability:

Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables. 

 

Computer Skills: 

To perform this job successfully, an individual should have knowledge of Microsoft Word, Microsoft Excel, Business Systems Accounting software, and Inventory software. 

 

Education/Experience: 

Bachelor’s degree (B.A./B.S.) or equivalent from a four-year accredited College or University; or four to six years related experience and/or training; or equivalent combination of education and experience. 

 

Certificates and Licenses: 

Valid Driver's License with insurable driving history. Valid Passport for International Travel. 

 

Knowledge, Skills and Other Abilities:

Time management skills  Oral and written communications, Professionalism, Self-driven 

 

Physical Demands: 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

While performing the duties of this job, the employee is regularly required to stand; walk; sit; use hands; reach with hands and arms; climb or balance; stoop, kneel, crouch or crawl; and talk or hear. The employee must frequently lift and/or move up to 100 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, ability to adjust focus, and ability to see color. 

 

Work Environment: 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

While performing the duties of this job, the employee is regularly exposed to work near moving mechanical parts; and outdoor weather conditions. The employee is frequently exposed to wet or humid conditions (non-weather); extreme cold (non-weather); extreme heat (non-weather); and vibration. The employee is occasionally exposed to work in high, precarious places; fumes or airborne particles; toxic or caustic chemicals; dirt and dust; and risk of electrical shock. 

The noise level in the work environment is usually very loud.

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