Job Objective
The Territory Business Manager is responsible for generating and cultivating an increasing loyal customer base for PFC products through active selling with the dealers and distributors that will translate to continuous growth in the market share within a territory. The position is also responsible for the collection of payments from customers ensuring that accounts do not go beyond the credit terms.
Key Duties and Responsibilities
Business Development in the Territory
Develops Territory Sales and Marketing plan that includes market analysis, projected sales growth and competitor information.
Assists the National Sales Manager in business planning and recommends potential market areas in the designated territory.
Undertakes monthly market study on product price, price trend, competitor’s promotional activities, product placement, price positioning, distribution network and logistical support.
Credit & Collection Management
Ensures efficient collection from dealers/distributors accounts to ensure that they do not go beyond the agreed credit terms by regularly doing collection visits.
Distributor Management (Customer Relationship Management)
Provides assistance to the distributors in building his/her business through helping him/her in developing his/her sales strategies and in linking with sub-dealers and end-users (bakeries)
Assists dealers/distributors in the recruitment of sales personnel.
Trains the sales personnel of the distributor in the effective transfer of selling principles and techniques, product knowledge, market research, and information.
Provides technical assistance, e.g. baking demonstration to end users (bakeries)
Handles customer complaints. Assists in the warehousing concerns of dealers/distributors when needed. Coordinates with the Technical Service Analysts regarding quality issues of products.
Supervises the achievement of sales personnel under the distributor in the achievement of sales targets.
Monitors, analyzes and evaluates dealer/distributors’ sales achievement. Provides recommendations and solutions to findings.
Operates within the approved territory sales budget.
