Territory Account Manager

Job Title: Territory Account Management (TAM)

Department: Sales

Responsible to: Head of Sales

Responsible for: Territory Accounts

Summary of main purpose of the Job:

The Territory Account Manager (TAM) is responsible for:

· Consistently communicating to all customers, the key benefits of using Harlech Foodservice as a TOTAL FOODSERVICE solution for their business;

· Focusing upon and actively promoting Harlech’s CORE RANGE of products;

· Understanding their marketplace and be proud of our COMPETITIVE PRICING;

· Supporting operational efficiencies within the sales operation whilst ensuring excellent CUSTOMER SERVICE is maintained,

· Working collectively as one team with the Account Adviser function in growing the sales and profitability of customers in their postcode pipeline.

Knowledge and Skills Required:

• Experience in sales and providing solutions based on customer needs
• Strong communication and interpersonal skills with aptitude in building relationships with professionals of all organisational levels
• A firm grasp of our TOTAL FOODSERVICE OFFERING
• Ability in problem solving and negotiation
• Strong commercial acumen
• Thorough business knowledge of specific territory i.e. customer base and competitors
• Good IT skills

Main Duties and Responsibilities:

Your Own Accounts and Key Accounts

· Developing strong business relationships with a portfolio of profitable accounts and clients, continually reinforcing the benefits of Harlech as their TOTAL FOODSERVICE solution.

· Working with your Line Manager to discover additional ways of further strengthening Harlech’s TOTAL FOODSERVICE proposition to key customers e.g. discounts and rebates

· Effective communication of Harlech’s drive lines as a key priority and have a clear understanding of their role in relation to CORE RANGE and COMPETITIVE PRICING.

· Acquire a complete understanding of your customer’s needs and requirements and how our CORE RANGE, COMPETITIVE PRICING and CUSTOMER SERVICE can fulfil them.

· Complete account management that involves a proactive approach toward overdue debt and collection of any outstanding balance when required.

· Work closely with the Account Adviser (AA) to support the development of postcode accounts, ultimately maintaining and growing the number of TAM maintained accounts moving forward.

• Visit prospective customers that fit a ‘new account criteria’ and help them understand the advantages of using Harlech as their TOTAL FOODSERVICE solution, with the intention of generating profitable sales growth.

· Ensure a thorough understanding of your local competitor activity and how they compare to our key business priorities, feeding back to the centre where required.

General Conduct

• Keep all computer and manual records updated daily/weekly as required.
• Ensure Company vehicles are always kept clean and tidy, reporting any defects or problems to your Line Manager.
• Attend monthly team sales meetings with Head of Sales to discuss KPI performance.
• Ensuring you follow productive journey plans, ensuring frequency of visit and length of call represents the customers overall sales and profitability.
• Ensure as far as is reasonably practicable your own health, safety, and welfare and that of others who may be affected by your acts.
• Any other duty which may be reasonably requested by your Manager