Jensen Distribution Services

Jensen Distribution Services





Location:Outside Sales

Reports To:Division Sales Manager

Prepared By:John Wade

Prepared Date:12/13/05

Revised Date:12/30/10

SUMMARY: The Territory Manager (T.M.) is responsible for meeting territory sales plans. The T.M. travels throughout assigned territory calling on assigned accounts and prospects to develop business. The T.M. also works with assigned accounts to help them increase their retail sales of products they purchase from our Company. Scheduling, planning, communications, and follow-up are conducted using our Customer Relations Management (CRM) software. Good math, computer, and time management skills are required.

DESCRIPTION: The primary responsibility of the Territory Manager is to increase sales. This is done by increasing our Company’s market share by selling more merchandise to existing accounts as well as converting prospects into new accounts.

Increased Jensen Distribution market share is achieved in several different ways. By converting "competitive" supply programs to those served by the company, by helping our accounts increase their retail market share by using the Jensen "retail marketing" programs and by selling additional product lines. In addition to growth responsibilities, maintenance of existing business at wholesale and retail levels is vital.

The Territory Manager plays a key role in the expansion of the dealer market served by the company, making prospect calls to initiate interest and develop new business. The Territory Manager must also be aware of opportunities for stores being sold, potential new stores being added, as well as all growth opportunities and retail changes in the trade area.

This position requires a substantial knowledge of retail operations, financial reports, and the ability to effectively communicate solutions to the retail marketing problems faced by independent retailers. The Territory Manager must be pro-active, and demonstrate the initiative to pursue opportunities with the existing account base, as well as with prospects.

The Territory Manager is the front line representative of the company, and as such, must maintain high standards in appearance, professional knowledge and commitments to resolve retailer problems. The Territory Manager is given a great deal of autonomy and, as a result, must be a self-starter and aggressive in the approach to fulfilling objectives. Operating knowledge of word-processing, spreadsheet, and other related computer programs is necessary.

This position requires travel, as well as the ability to effectively manage time allocation through the use of telephone, fax, and computer technology. The Territory Manager will communicate problems and recommend solutions to the company, as the need occurs.

Projects to convert a prospect to an account, or re-set an existing account to increase business are the responsibility of the Territory Manager using the guidelines and project forms provided.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

Compiles and maintains a list of prospects and contacts in CRM for use as sales leads, based on information from newspapers, business directories, and other sources.

Travels throughout assigned territory to call on accounts and prospects to develop lasting business relationships and solicit orders. Communicates regularly with assigned accounts in person at their location, by phone, by email, or other available methods.

Presents programs to accounts and prospects, using a laptop computer, catalogs and other marketing materials.

Complete all Jensen training modules as assigned.

Prepares reports of business transactions, work schedules, and business opportunities in CRM.

Attends trade shows as assigned.

Keeps control of all expenses and reports them as per company policies.

Maintains all Company provided equipment in good working order and reports any maintenance issues or concerns as needed.

QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE: Bachelor's degree (B. A.) from four-year college or university; or one to two years related experience and/or training; or equivalent combination of education and experience.

LANGUAGE SKILLS: Ability to read, analyze, and interpret general business documents, technical procedures, or governmental regulations. Ability to write reports and business correspondence. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

MATHEMATICAL SKILLS: Ability to calculate figures and amounts such as discounts, interest, commissions, and use addition, subtraction, multiplication, and division.

REASONING ABILITY: Ability to solve practical problems and deal with a variety of variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

TECHNICAL SKILLS and ABILITIES: The skills listed below are representative of the knowledge, skills, and/or abilities required.

  • Basic computer skills
  • Knowledge of Microsoft Office products, preferred – word-processing, spreadsheets, database
  • Basic knowledge of Internet


  • Organizational and time management skills. Ability to set goals, prioritize, and follow through.
  • Highly motivated, self-starter. Works well with minimal supervision.
  • Willing to handle job pressure and varied workloads. Ability to handle multiple work functions simultaneously.
  • Administrative skills.
  • Understands the importance of excellent customer service.
  • Written and verbal communication skills. Follows written and verbal instructions well.
  • Negotiating skills

CERTIFICATES, LICENSES, REGISTRATIONS: Must have current driver's license and a good driving record.

PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to stand, walk, sit, and talk or hear. The employee is occasionally required to use hands to finger, handle, or feel; reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, and ability to adjust focus.

WORK ENVIRONMENTThe work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is occasionally exposed to outside weather conditions. The noise level in the work environment is usually quiet but can vary greatly when working at certain locations.