Territory Manager

Role Summary

The Territory Manager leads sales execution and account management for an assigned territory by supervising route operations, developing new business, analyzing customer needs and merchandising performance, and coordinating promotions, collections, and reporting to achieve territory goals.

A Territory Manager must be able to become DOT certified and obtain a CDL Class B license. You will be provided on-the-job training to obtain these certifications after the hire date.

The position is salaried and a company car is provided. The typical hours vary based on the particular location.

Key Responsibilities

• Supervising merchandisers, driver salespersons, and the route supervisor.
• Analyzing the territory for new sales prospects and making sales calls.
• Analyzing present customers for proper space and delivery.
• Setting up programs of promotions for territory accounts.
• Restocking ice cream product displays during promotions and non-delivery days.
• Working with the Credit Manager to collect overdue accounts.
• Maintaining good relations with customers and their personnel.
• Performing administrative and office duties, including submitting required reports.
• Regular communication with the Branch Manager and/or Sales Manager.
• Other duties as assigned.

Knowledge, Skills & Abilities

• Leadership and supervision: Ability to lead, coach, and coordinate merchandisers, driver salespersons, and route personnel to meet territory goals.
• Sales and prospecting skills: Ability to identify new sales opportunities, conduct effective sales calls, and grow distribution and display presence.
• Analytical skills: Ability to analyze territory performance, customer space needs, delivery execution, and promotional results; use data to make recommendations.
• Customer relationship management: Ability to build and maintain professional relationships with customers and their personnel and resolve issues appropriately.
• Communication skills: Ability to communicate clearly with customers, branch leadership, and internal partners (including Credit) and provide timely updates and follow-through.
• Planning and organization: Ability to plan promotions, schedule priorities, and manage multiple accounts while meeting deadlines.
• Administrative skills: Ability to prepare and submit required reports accurately and maintain organized records.
• Technology skills: Proficiency with email, spreadsheets, and business applications used for reporting, sales planning, and communication.

Qualifications

• Bachelor’s Degree from an accredited four-year college.
• Safe driving record with no more than two preventable collisions or moving violations in the past three years.
• Valid driver’s license.
• Must be at least 21 years of age to meet DOT requirements.
• Must be able to become DOT certified and obtain a CDL Class B license (on-the-job training provided after hire date).

Physical Requirements

• Driving: Frequent driving within the assigned territory; ability to operate a company vehicle safely and travel to customer locations.
• Standing/walking: Regular standing and walking in retail environments while evaluating space, delivery execution, and promotional displays.
• Merchandising support: Ability to assist with restocking displays during promotions and non-delivery days; may include bending, reaching, and working in cold environments (freezers/coolers).
• Lifting/carrying: Ability to lift and carry product/cases up to 50 pounds (with or without reasonable accommodation) when assisting with restocking.
• Office/administrative work: Ability to sit and use a computer for extended periods to complete reports, email, and other administrative duties.

Work Environment

• Work is performed in a combination of retail customer locations, on the road within the territory, and in a branch/office setting.
• May include work in cold environments (freezers/coolers) during store visits and restocking, and variable indoor/outdoor conditions.
• Work environment subject to change based on duties performed.