Territory Sales Manager

Territory Sales Manager

Overall Job Summary

This position is responsible for leading and fostering business-to-business (B2B) & Direct sales initiatives within a designated area. This role will work closely with internal teams, external partners, and specialists within their area to drive sales growth and establish long-term partnerships with B2B, Bulk, and Direct Sales customers. The role is accountable for running profitable operations of the Tractor Supply Direct Sales Team for their assigned area. The primary focus will be on negotiating contracts, closing deals, and exceeding sales targets, staffing, training, and development of talent within their Direct Sales Specialist Team. This role requires frequent travel within the assigned area to meet with clients and oversee sales activities of Sales Specialists.

Essential Duties and Responsibilities (Min 5%)

• Achieve monthly, quarterly, and annual sales/revenue goals as assigned.
• Negotiate contracts and close deals with B2B, Bulk, and Direct Sales customers, including Life Out Here event centers, venues, and businesses within assigned area.
• Develop and maintain strong sales relationships, leveraging insights from existing partnerships to identify new business opportunities.
• Collaborate with internal and external partners to develop processes and capabilities necessary to meet customers needs, including inventory management and delivery.
• Ensure effective expense control, labor spend, and Profit/Loss management.
• Protect company assets and help stores reduce shrink by adhering to loss prevention standards.
• Define, create, and manage key performance indicators (KPIs), metrics, and financial reporting to track the success of B2B, Bulk, and Direct sales relationships and drive incremental growth.
• Serve as the internal subject matter expert on B2B, Bulk, and Direct Sales customers, providing insights and recommendations for enhancing inventory and delivery capabilities.
• Manage financial performance and outcomes for all Direct Sales Specialists within the assigned area.
• Hire, train, develop, and performance manage all Direct Sales Specialists within assigned area.
• Develop and maintain standard operating procedures (SOPs), processes, and systems to support customer needs.
• Establish and maintain solid business relationships with internal partners locally and at the Store Support Center to ensure support for sustaining customer relationships, ensuring Legendary Service is maintained, and financial outcomes are achieved.
• Stay informed on competitive and industry insights related to B2B sales models, as well as Life Out Here event centers, businesses and venues.
• Hold accountability to maintain Customer Loyalty within assigned area including but not limited to resolution of Customer issues and analyzing reporting to identify and overcome customer satisfaction opportunities.

Required Qualifications

Experience: 3+ years of experience in an Outside Sales Management/Leadership role, preferably in B2B sales or sales to large event centers. Preferred experience partnering with retail operations needed to support B2B & Bulk sales customers. Previous experience as a Sales leader or manager preferred.

Education: Bachelor's degree in business, operations, logistics, supply chain, or related field preferred. High School diploma required. Any suitable combination of education and experience will be considered.

Professional Certifications: N/A

Preferred knowledge, skills or abilities

• Advanced computer skills, including proficiency in Microsoft PowerPoint, Word, Excel, Outlook, and OneNote.
• Strong communication (verbal, listening, and written), leadership, and interpersonal skills.
• Ability to maintain strong business relationships and credibility with all levels within and outside the organization.
• Strong analysis and problem-solving skills.
• Strong leadership and negotiation skills.
• Proven ability to manage, train, and develop a team of outside sales specialists.
• Farming, ranching, pet/equine, or welding knowledge is strongly preferred.
• Profit/Loss, scheduling, shrink control, and payroll management, staffing, hiring, supervision and counseling experience preferred.
• Work varied hours, days, nights, and weekends as business dictates.
• Must have a valid driver's license.

Working Conditions

• Hybrid / Flexible working conditions
• Travel required 50% - 75% to customer sites & districts, TSC Stores and DCs
• Promote a safe and productive work environment for Team Members and customers and adhere to Company safety training and guidelines

Physical Requirements

• Sitting
• Standing (not walking)
• Walking
• Kneeling/Stooping/Bending
• Driving a vehicle
• Reaching overhead
• Lifting up to 50 pounds

Disclaimer

This job description represents an overview of the responsibilities for the above referenced position. It is not intended to represent a comprehensive list of responsibilities. A team member should perform all duties as assigned by his/ her supervisor.

Company Info

At Tractor Supply and Petsense by Tractor Supply, our Team Members are the heart of our success. Their dedication, passion, and hard work drive everything we do, and we are committed to supporting them with a comprehensive and accessible total reward package. We understand the evolving needs of our Team Members and their families, and we strive to offer meaningful, competitive, and sustainable benefits that support their well-being today and in the future.

Our benefits extend beyond medical, dental, and vision coverage, including company-paid life and disability insurance, paid parental leave, tuition reimbursement, and family planning resources such as adoption and surrogacy assistance, for all full-time Team Members and all part-time Team Members. Part time new hires gain eligibility for TSC Benefits by averaging at least 15 hours per week during their 90-day lookback period. The lookback period starts the first of the month following the date of hire. If the 15-hour requirement was met, the benefits eligibility date will be the first day of the month following 4 months of continuous service.

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