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Territory Account Manager

Territory: Northwest Indiana including these counties: Lake, Porter, Laporte, Newton, Jasper, Benton, White, Cass, Carroll, Fulton, Marshall, Starke. Also includes SW Michigan county of Berrien.
Job Description and Statement:
To maintain and build the customer account base and sales volumes through the professional daily interaction with customers in the installed and manufacturing environments in the assigned territory. Examples of the sales contacts are: store owners and department managers, buyers, as well as service technicians. The Territory Sales Representative's role includes introduction, information sharing and sales of Hoosier Penn offered products and services. The objective being to sell the full line of Hoosier Penn's products and services to achieve maximum sales volumes while maintaining profitability with the goal of always providing excellent service and serving the customer's needs as best as you/we can.
Specific Responsibilities:
With assistance of management, develop and implement a sequential call coverage routing system for time efficient and effective sales calls, providing for a maximum effort of account coverage within the assigned territory. Changes/additions/deletions of routing system are ongoing and a matter of the daily sales call routine.
Account calls within the assigned territory consist of all accounts in the automotive aftermarket trade class as well as the industrial/manufacturing trade class in the assigned territory whether currently supplied/sold by Hoosier Penn or a sales competitor.
Sell, when applicable, the full line of Hoosier Penn's products in order to maximize distribution and maximize profits at the account.
Prospect and be prepared to propose business to customers Hoosier Penn Oil does not currently enjoy. New accounts are vital to our existence and growth, so the ability to prospect is essential.
With assistance of management, develop relatable professional quotes and proposals for new business opportunities.
Build and maintain positive, productive relationships with account personnel & ownership, resolving product and/or service issues promptly and ensuring excellent customer service ongoing.
Manage all assigned territory budgets in order to control costs and maximize sales and customer promotional opportunities.
Manage and control the output of loaned equipment recognizing the actual needs of account/s product usage through the life of the business relationship. As needs change at the account, you will need to assist in evaluation of the need for additional equipment investment/s on a case by case basis. Follow up is required on loan agreements, ensuring the account is in compliance with any/all agreements that secure the equipment investment at the customer's site of business.
Maintain, and retain in good condition, an adequate supply of all available marketing materials to help you sell HP Oil and other vendor programs & products, taking full advantage of any marketing opportunity to elevate overall end user sales.
Preserve and update, as necessary, and refer/defer to all assigned company manuals/binders and published programs in order to be aware of and remain consistent with all Hoosier Penn Oil established objectives, policies and procedures.
On a call-by-call basis, record & update all sales, merchandising and competitive activities via HP Oil reporting and/or record keeping forms, and share these encounters with management asap.
Submit all field reports/special reports in a legible form and in a timely manner.
Maintain ongoing communication with General Sales Management with regard to competitive activity/pricing/programs/problems/opportunities with current & prospective customers in the assigned territory. Communication is a key to the role of sales representative at HP Oil.
Retain orderly, legible records by accurately completing appropriate order forms, credit requests, inventory sample records, etc. Ensure that all records/paperwork are communicated as appropriate and required to Hoosier Penn corporate offices.
Job Requirements:

Candidates should be:

o Licensed with the appropriate state of residence driver's license and have a current and 'clean' driving record.

o Physically able to perform the job:
- extended standing, driving is required & routine.
- push/pull up to 30 pounds and be agile enough to navigate in and thru service facilities and manufacturing plants.

o Able and willing to travel up to 80% of the work day/week.

o Self-motivated self-starter, able to take initiative and use sound and thoughtful judgment in day-to-day decision making.

o Punctual and absolutely reliable in work commitment and attendance.

o Professional, courteous, dependable and responsible, with outstanding organizational and
communication skills.

o Flexible and able to work with other sales team members, as well as support staff and logistics/operations crew.

o Possess solid general computer, math, and analysis skills.

o Experience - 2-3 years in a similar or equivalent direct route sales position.

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