Territory Manager

Objective

Achieving the sales goals within the assigned territory by means of a network of agents and maintaining a relationship network with customers for this purpose.

Description of the activities

Market research and contributions to the sales policy

. Tracking developments in the market and recognizing opportunities and threats.

. Conducting market research in order to provide well-founded advice on the assigned territory and the market position to be taken.

. Preparation of the market strategy to be followed and tactical market plans within the assigned area.

. Preparation of annual turnover projections.

. Monthly information on revenue forecasts.

Provisioning the agent network

. Setting up and maintaining a network of agents on the basis of the market, the marketing plans and the turnover to be realised, or decide not to work with an agent in a specific area.

. Agent selection and contracting.

. Managing agents and ensuring sufficient commercial and technical knowledge and skills among the agents.

. Making agreements about the commission to be calculated, discounts for customers and other commercial matters, all this after consultation with and permission from the Sales Director.

. Organizing seminars, trainings, presentations, and meetings for agents to inform them of developments and desired outcomes.

. Assessing the results of the agents and taking adequate measures to correct them.

. Set up yearly sales activity plan with the agents with monthly and quarterly review of business developments

Acquisition and sale

. Maintaining relationships with existing customers and establishing relationships with new customers.

. Sparring with (potential) customers and agents about the customer's wishes and the products and services that CPM can provide.

. Where necessary, call in the process engineer and/or sales support engineer for the possibilities in the process techniques.

. Drawing up quotations together with sales support, negotiating with the customer about prices and delivery and warranty conditions and making payment agreements.

. Drawing up, together with sales support, contracts in which possible risks and legal consequences have been taken into account.

. Working together with an Account Manager for parts and service contracts in the assigned region.

. Actively participate in marketing activities in collaboration with Marketing team.

Miscellaneous

. Participating in kick-off meetings after drawing up the order confirmation and then initialing it for approval before it is submitted to the Sales Director for signature.

. Informing the agent and the customer of any deviation from the delivery date at the request of Order Processing.

. Contacting the agent and/or the customer at the request of Order Processing about outstanding payments of the order in question.

. Providing market expertise for product innovation/product adaptation.

. Taking care of presentation to customers and at trade fairs.

. Generating overviews of the sales results per agent, per product group and per market segment.

Projects

. Participating and contributing to internal and external projects for the benefit of the CPM organization

Requirements

. commercial and negotiation skills,

. market analysis skills,

. thorough technical knowledge of CPM's products and the possible modifications to the products to be delivered,

. process knowledge within the applications of the machines supplied/to be supplied,

. office automation systems, such as Microsoft Office and SAP.