LOCATION: Greater Seattle area (within one hour)
States of Coverage: WA, OR, ID, WY, MT, ND, SD, AK, HAAre you a dynamic sales person who thrives on winning? As the face of our brand in the field, the Territory Manager will establish the best distribution of independent kitchen supply stores and larger hardware stores with outdoor cooking and home goods. The Territory Manager will also support national stores that carry MADE IN with training and merchandising. This position requires a self-starter with strong communication skills, and Salesforce experience.
Our Territory Manager will be supported by the VP of Sales, building out short term and long term goals with ability to give input and feedback. This position requires someone who is comfortable taking initiative and making decisions on the fly. We want to own the shop: This includes merchandising, negotiating for better locations and multi-locations and building that pathway to sell-through. We want to own the shop employee: This means follow through, in-person training events, sales contests, discount codes & fostering a team of MADE IN shop employee advocates. This position reports to the Vice President of Sales and supports other sales leaders and channels requiring a strong collaborator and clear communicator. As Territory Manager you will impact our company and customers by not only selling- in, but also making sure your doors are selling-through. KEY RESPONSIBILITIES INCLUDESales and Business Development:
- Onboarding with a goal to get up to speed quickly and effectively.
- Build out a 3, 6 and 12 month sales strategy with your VP, focusing on your top 10 Hardware Doors, top 10 Gourmet Indy doors and your 3-4 biggest markets first.
- Proactively and strategically help your existing doors grow by expanding product segments, training and merchandising.
- Identify and pursue new retail accounts strategically, maintain accurate records of sales activities, customer interactions, and territory performance.
Customer Relationship Management:
- Build and maintain strong relationships. Great partners = great friends.
- Provide exceptional customer service, support and follow through.
- Address customer inquiries, concerns, and feedback in a timely and professional manner.
- As the eyes and ears of the brand, listen to retailer feedback, filter up the most important feedback on product, programs, brand, competitors etc.
Territory Management Requirements:
- You must have a reliable car, and valid driver's license; we reimburse the government allocated amount that covers gas and service.
- Travel throughout your territory as well as trade show support is required to build face-to-face relationships with our customers. Not every week will require overnight travel, but many will, as much as 2-3 weeks per month with some months including as much as 40-50% travel.
- A typical 40+ hour week can look like Mon-Tue office days, key meetings, planning future retail visits and loops. Wed-Fri are field days, including day trips as well as overnight trips. Some Saturdays to support key accounts, events and trade shows can be expected.
- Product Education aka clinics or PK’s: The Territory Manager requires both proficiency and comfort when speaking in front of staff, reading the room, knowing what key learnings to pass along in allotted time.
- Merchandising expertise: The Territory Manager will showcase our products in the best way possible using MADE IN POP (Point of Purchase). Negotiating the best locations you can, including multi-location positions for outdoor cooking vs home goods area. Delivering and setup of POP materials vs shipping them is preferred when possible.
- Marketing Support: As our retail presence and partnerships grow, the Territory Manager will work with their key accounts to support their marketing and event efforts.
- Participate in sales meetings, training sessions, and industry events as required.
Reporting and Analysis:
- Prepare and submit regular sales reports, forecasts, and territory analyses to the Vice President of Sales.
- Analyze sales data to identify trends, opportunities, and areas for improvement.
- Enter all call activities into the Salesforce reporting system.
- Strategic Planning: The Territory Manager will develop comprehensive yearly business plans that align with company objectives to achieve growth targets.
Minimum Qualifications:
- 3-5 years outside selling experience at retail and wholesale.
- Must have, and maintain, a valid driver's license and clean driving record. Candidates must be comfortable on the road, driving many miles a day, renting cars, driving at night, in the rain etc.
- Excellent interpersonal skills and strong problem-solving skills.
- Excellent fact-based, strategic selling skills and ability to forge business partnerships to help close a sale.
- Demonstrated proficiency with Google Workspace and MS Office (Word, Excel, PowerPoint) with the ability to learn new systems quickly.
- Ability to work independently including to plan and prioritize route coverage to achieve sales goals.
- Excellent verbal and written communication; solid presentation skills (presentations to small groups are required)
- Ability to use and communicate basic business math and interpret internal/external industry data and reports.
- Physical Requirements: Must be able to receive sample boxes, lifting boxes as much as 20 pounds, receive and install POP/Merchandising tools.
- Ability to stand for long periods of time.
Preferred Qualification:
- Consumer packaged goods sales experience.
Benefits We Offer:
- Competitive salary, stock options, 401k, healthcare benefits (including fertility and family-building care, mental health therapy, teladoc virtual health access along with HSA and FSA plans) and free and discounted cookware
- A people-centric workplace with flexible time off
Made In is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship.
Made In makes hiring decisions based solely on qualifications, merit, and business needs at the time.
