Territory Account Manager

Job content

Company:

Number of Openings:

0

Worker Type:

Permanent

Position Overview:

Job Description:

Finning UK & Ireland are continuing to expand and enhance their thriving Sales Division and are looking for enthusiastic and driven Territory Account Managers. The main focus of the TAM will be to manage Territory within a designated area focusing on conquest customers whilst maintaining relationships with core accounts so that revenue and profits are maximised for both New and Used Equipment. Utilise Finning CRM tool Saleslink to ensure the territory is being covered in alignment with regional PINS aspirations by model family.

Major Job Functions

Owner of the annual business plan for equipment, work tools, CVA & warranties to the respective territory prospects and customers. Employ a dedicated approach to planning the coverage of the territory, utilising customer/product knowledge, sales support tools and inside sales to focus on ‘customers in market’. Record all activities through Finning CRM tool (Saleslink) to ensure account coverage and participation metrics are executed in line with the company strategy.

Develop and utilise a variety of information sources to ensure that industry or sector knowledge is covered to an appropriate level. Develop appropriate sales plans for the key sectors/industries in the territory to ensure that sales targets equipment and services are achieved and where possible exceeded. Ensure accuracy above 90% on a rolling 90-day plan. FST updated to reflect monthly deliveries.

Effectively utilise the available range of marketing campaigns & finance options available to support the development of cost effective solutions for customers in the territory whilst also maintaining profitability.

Coordinate across internal functions and departments to ensure that the highest levels of customer service are provided to customer within the territory. Identify key decision makers and quickly build the necessary intimacy and trust to close opportunities successfully. Be regarded by the customer as the face of Finning.

Effectively manage opportunities from across the business to provide the customer with a timely and effective follow-up. In addition, identifying opportunities for other Finning divisions is a priority. Collaboration with Cat Finance TAM to ensure a joined up go to market strategy. Finning CRM adherence (Saleslink) is key in maintaining an awareness of competitors, feeding intelligence on their activities to include lost sales reporting. Communicate progress/issues within the territory to any other Finning parties so that a definitive, integrated approach is presented to all customers.

Specific Skills

• Financial literacy
• Ability to influence and persuade
• Teamwork and interpersonal skills
• Organisational awareness
• Driven and results orientated
• Presentation skills
  
  

Knowledge

• Product and industry knowledge ref paving and compaction products
• Understand local marketing principles
• Understand territory/sector planning process
• Sound knowledge of Finnpave/Finning/Cat business and Sales support tools
• PC literate with strong working knowledge of MS Office and Finning CRM software, Excel & PowerPoint
  
  

IND1

We are committed to diversity at Finning, to building and sustaining a diverse and inclusive workforce and as an equal opportunity employer we encourage applications from all qualified individuals. Finning does not discriminate against applicants based on genders, races, national and ethnic origins, religions, ages, sexual orientation, marital and family status, and/or mental or physical disabilities.