Territory Sales Manager

Our client in Moorestown, NJ is seeking an experienced Territory Sales Manager for their company.  This is an amazing full-time, DIRECT HIRE (NOT contract to hire) opportunity to work for one of the world’s largest international integrated oil and gas companies with businesses located in over 30 countries! Medical, Dental, Vision and Life Insurance Benefits offered, as well as a 401K plan! 

Salary:  $90,000-$94,000/yr plus bonus

This individual is required to maintain a home office, conduct field work a minimum of four (4) days per week, and report to the Moorestown, NJ office at least one (1) day per week.  This individual will coordinate all of the sales activities as well as marketing and merchandising of company products and programs within their designated territory.

Field Work:

• Conduct sales call meetings with each account two times every 30 days and prepare a report.
• Enforce LNA’s Retailing Standards and implement Performance Improvement Plans.
• Accomplish assigned Performance Objectives
• Comply with the Sales Force Effectiveness Guidelines
• Conduct a minimum of bi-annual night rides within the territory to enforce hours of operation and evaluate lighting and third shift operations
• Counsel accounts on implementation of their business plan, financial statements, etc.
• Resolve inquiries received from assigned accounts 
• Enforce uniform compliance at all sites.
• Ensure participation in POP signage program.
• Solicit motor oil orders, manage bulk storage tanks, and ensure appropriate merchandising
• Solicit dealer participation with LNA’s preferred vendors
• Counsel dealers on Convenience Store operations including: Proper product placement and merchandising, store layout, appropriate SRP’s, promotional opportunities, product theft deterrent practices, inventory control, proper vendor practices, programs (lottery, coffee, food service, etc., customer service
• Counsel dealers on other business operations including: Car Wash, service bays, cobrand/Joint venture
• Facilitate dealer changes (opening, closing, assignments) including recruiting candidates to lease/operate stations, interview prospective candidate, train approved candidates, etc.
• Identify and implement co-brand opportunities 
• Solicit new reseller business
• Implement marketing initiatives and programs
• Prepare territory review analysis and presentations
• Document the condition of accounts with pictures and video on a regular basis

Administration:

• Create and maintain station and subject files
• Manage a wide variety of reports on station operations to keep upper management apprised of open issues and progress
• Prepare and send weekly itinerary to supervisor by 9am Monday morning
• Update and present monthly Business Expense Report to supervisor by the 5^th of each month
• Process rent waivers and credits to dealers for approval as needed
• Provide vacation coverage for assigned TSM

Contract Administration:

• Ensure the accuracy and facilitate the execution of commercial contracts and related agreements
• Prepare proposals for contract renewals, new contracts, non-renewals, terminations, COT changes, and any necessary changes to the agreements
• Prepare Memo Finalizations for closed accounts
• Ensure all accounts have the required insurance coverages, limits, provisions, etc.
• Send deficiency letters for contract violations and request default/legal letters if violations are not corrected

Financial:

• Monitor bounced drafts and collect returned EFTs
• Administer credit terms, credit limits, and payment terms
• Propose repayment agreements as necessary
• Conduct audits of Daily Sales Reports for Retail sites every 30 days
• Analyze monthly and YTD Profit and Loss report and develop action plans for improvement

Maintenance and Capital Improvements:

• Propose capital expenditures
• Oversee capital improvement projects in conjunction with the capital improvement department
• Survey sites routinely for outstanding maintenance issues and ensure that they are resolved and charged to the responsible party in accordance with Company policy
• Manage and obtain approvals for dealer funded improvements

Environmental:

• Implement all possible measures to prevent product releases, and resolve suspected or confirmed product releases
• Resolve NOVs
• Execute the Product Removal policy including preparation of the Product Analysis, Product Acceptance and Product Removal Reports
• Prepare investigation reports as necessary
• Ensure current compliance documents are posted or on-file as required at each site

Real Estate:

• Assist with Real Estate development projects 
• Provide recommendations for extending or non-renewing underlying leases
• Complete site surveys and provide recommendations for potential acquisitions

Supply and Distribution:

• Counsel dealers on delivery procedures
• Manage delivery issues and report product outages
• Investigate delivery shortages and collect required back up documents
• Coordinate product delivery for new stations and sites undergoing compliance testing or capital improvement projects
• Notify the supply and distribution department of anything that would affect sales volume or deliveries

Pricing:

• Conduct competitive retail price surveys as required
• Maintain Competitive Trade Area Analysis and Market Survey reports for each site/price zone
• Advise the pricing department of any changes to the trade area and propose to add or remove competitors as appropriate
• Administer pricing programs
• Work in conjunction with the pricing department to establish prices with the goal of maximizing long term sales and profitability, while still meeting short term goals

Customer and Dealer Complaint Resolution:

• Resolve dealer and customer complaints
• Monitor Google Reviews, investigate complaints with dealers, and propose responses
• Prepare investigation reports as needed

Legal:

• Participate in court hearing as required
• Conduct investigations, prepare reports as requested by Legal Department

• Immediately advise legal of any potential or actual claims

EDUCATION and/or EXPERIENCE – Bachelor’s degree from four–year college; or three to five years related experience and/or training; or equivalent combination of education and experience.

CERTIFICATES, LICENSES, REGISTRATIONS - Valid state driver’s license

COMPUTER SKILLS- Proficient in Microsoft Outlook, Excel, Word, and PowerPoint