Territory Manager - Baltimore, MD

Baltimore, MD, United States

DEMDACO is a gift and home décor company based in Leawood, KS. Westrive to 'lift the spirit' with our customers, consumers andcolleagues by partnering with artists representing a wide range ofstyles and mediums and whose work is consistent with our values -'pursuing business the way it ought to be.' Products are curatedthrough this filter then carefully reproduced by skilled craftspeoplearound the world. Under the DEMDACO brand, our product categoriesinclude Gifts, Home Décor, Entertaining, Fashion, Baby and WillowTree. For more than 20 years, DEMDACO has strived to 'Lift the Spirit'in times of celebration, when comfort is needed, or just to put asmile on someone’s face.

We believe that business in not merely a financial endeavor, butfirst-and-foremost, a human endeavor. This philosophy guides ourbusiness decisions and informs how the company interacts withcolleagues and customers and it leads our efforts in creating adynamic workplace. https://www.demdaco.com

The position of Territory Manager is responsible for the effectivebusiness results of DEMDACO product lines at the retail level. Thisposition, which covers the Baltimore region, is responsible forprospecting, qualifying, selling and servicing retail partners whosemerchandise needs can be filled with DEMDACO product lines.Additionally, this position is responsible for account planning and forecasting.

Essential Duties and Responsibilities include thefollowing: (additional duties may be assigned)

Reasonable accommodations may be made to enable individuals withdisabilities to perform the essential functions.

Achieve territory revenue objectives as defined by the companyand/ or RSM

Service and increase sales with existing company account base intheir designated sales territory. Expand brand presence in currentaccounts where applicable.

Develop and open new accounts in their designated sales territoryincluding replacing any distribution that is lost due to accountattrition. Achieve new account objectives as defined by the companyand/or RSM. Expand channels of distribution within the assigned geography.

Must sell entire DEMDACO product line and will have separate andspecific revenue goals for both Willow Tree® and Portfolio

Responsible for account planning and forecasting within theirdesignated sales territory

Communicate consistently and effectively to customers, RegionalSales Managers and internal staff regarding sales and marketingissues in a timely manner.

Spend an average of 30 hours per week in face to face selling timebetween first and last appointment of the day calling on customeraccounts in the field

Have at least 12-15 confirmed appointments per week, with aminimum of 2-3 sales per day, one in the morning and one in theafternoon. Have a list of prospective customers/prospects to see ineach territory zone between appointments or as a back-up plan shouldappointments fall through.

Expected to attend Conference Calls with their Regional team twicea month

Report to RSM in writing on a weekly basis regarding AccountExecutive successes, issues and opportunities

Exercise fair and equitable decision making regarding accounts and distribution

Follow specific DEMDACO sales policies and procedures such asaccount management, distribution, new accounts and credit

Understand and utilize systems and sales tools for order writingand reporting

Ability to learn and effectively utilize technology tools such as:Sales Force Automation Systems, Web Based Data Presentation Systemsand Customer POS Systems

Be present at shows that that have a reasonable impact on theirterritory as defined by the RSM. May also be expected attend anyother national shows and/ or sales meetings as determined by the RSMor DOS

To perform the job successfully, an individual should demonstrate thefollowing competencies:

Accountability - Accepting responsibility thatresults in anticipation or prevention of problem areas, and problemsolving inside and outside the department or organization. Arrive atmeetings and appointments on time.

Adaptability - Adapts to changes in the workenvironment; manages competing demands; changes approach or method tobest fit the situation; able to deal with frequent change, delays orunexpected events. Exhibits a desire to learn and improve, no matterthe skill level.

Customer Focus - Knowing the (internal and external)customer business needs and acting accordingly; anticipating customerneeds; and giving high priority to customer satisfaction and customerservice. Timely follow-up and follow-thru with customerneeds/requests. Honest and direct communication with customers.Respond to customers and co-workers in a timely, professional manner.

Dependability - Follows instructions, responds tomanagement direction; takes responsibility for own actions; keepscommitments; completes tasks on time or notifies appropriate personwith an alternate plan.

Integrity - Behaving ethically (doing the rightthing) and acting fairly; Treats others with honesty, fairness andrespect; keeps commitments; inspires the trust of others; works withintegrity; upholds organizational values. Asks for and offers helpwhen needed. Makes decisions that are objective and reflect the justtreatment of colleagues; Takes responsibility for accomplishing workgoals and accepts responsibility for decisions and actions. Sets anexample for others by acting in ways that are consistent withorganizational goals and objectives

Judgment - Displays willingness to make decisions;exhibits sound and accurate judgment; supports and explains reasoningfor decisions; includes appropriate decision-making process; makestimely decisions; attempts to maintain the best interest of thecustomer as well as the company when making decisions.

Oral Communication - Speaks clearly and persuasivelyin positive or negative situations; listens and gets clarification;responds well to questions. Overcomes objections in sellingsituation. Outlines and supports the company position whenit may be different than that of what the customer requests.Communicates with supervisor when unable to carry out work responsibilities.

Organizational Support - Follow policies andprocedures; completes tasks correctly and on time; supportsorganization’s goals and values.

Professionalism - Reacts well under pressure; treatsothers with respect and consideration regardless of their status orposition; accepts responsibility for own actions; follows through oncommitments. Takes responsibility for professional development,including studying/learning new products and promotions, and creatingsolid product presentations.

Experience and Skills Qualifications:

The requirements listed below are representative of the knowledge,skill, and/or ability required.

* Gift Industry experience desired managing a sales territory

* Outside Sales experience selling business to business

* Understanding of sales process including:

Needs assessment

Qualifying account as well as decision makers

Contracting to gain understanding, agreement & forward movingaction plan

Ability to develop creative solutions to customer needs

Provide follow up and service

* Understanding and utilization of selling best practices

* Experience with independent retail as well as regional key accounts

* Sound decision making skills

* Thorough understanding of the Retail Gift Trade

* Ability to work in a rapidly evolving and dynamic environment

* Proficient in Microsoft Office Suite:

Excel, Word, PowerPoint & Outlook

* Ability to learn and effectively utilize other technology toolssuch as:

Web Based Data Presentation Systems and Business Intelligence Tools

* Detail oriented with ability manage multiple high objectives andmeet deadlines

* Requires a hard-working self-starter desiring a fast-paced,entrepreneurial lifestyle

* Able to follow directions and effectively execute directives

Supervisory Responsibilities:

None

Dynamic

Physical Demands:

Some lifting and carrying of catalogs, samples, computer equipmentfor day-to-day sales call activity, on multiple occasions throughoutthe workday.

Occasionally required to move or set up for meetings or show displaysincluding but not limited to furniture and display pieces

Travel in the field for customer visits, to trade shows and markets,or for other sales activity or meetings

Medical, Dental and Vision Plan

401(k) with company match

Time off includes PTO and 5 “Lift the Spirit” Days designed toassist with volunteer efforts and helping others

Annual Community Giving Day

Complimentary on-site fitness center, yoga classes and fitness training

Casual work atmosphere

Potential for annual bonus based on company performance

Company paid short-term and long-term disability

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