Territory Manager

Job Description

Are you looking for an opportunity to turn your ambition and your people skills into a rewarding career with an industry leader? Join our team at American Tire Distributors! As the nation's premier tire distributor, ATD’s coast-to-coast distribution network provides approximately 80,000 customers across the U.S. and Canada with rapid and frequent delivery of high quality tires, custom wheels and shop supplies. 

   

Position Description: 

The Territory Manager owns accounts within an assigned geography, maximizing selling and growth opportunities. This role harnesses internal and external partnerships, business intelligence, customer experience, and revenue analytics to maximize unit and revenue growth within assigned territory.

 

 

 

KEY RESPONSIBILITIES
• Responsible for prospecting and identifying dealer growth opportunities within an assigned geography, delivering growth through the activation of dormant and/or under penetrated accounts.
• Identify the products or services that best meet the customer's stated/identified needs, use business 
intelligence and market expertise to propose product screens and product segment recommendations.
• Travel throughout the geographic area of the assigned territory. Travel to the Solution Center or other 
Distribution Centers as determined by Management.
• Grow program dealers in the assigned geography while improving total units through program as a % of total units sold.
• Develop and grow opportunity accounts graduating them to the Key Account Manager.
• Ensure quality CRM data to enable customer retention, business development, follow-up actions, and other sales activities.
• Work collaboratively with all support roles to drive additional unit/revenue opportunities in assigned 
geography to build strong customer relationships that drive a positive customer experience.
• Identify upsell/cross opportunities based on understanding of customer needs based on relationship and predictive data models.
• Utilize data, analytics, and standardized reporting to improve time management and drive strategic activity.
• Attend local or regional trade events to enhance market visibility.

 

COMPETENCIES
Being resilient: Is calm and professional in difficult situations; continues to work toward 
objectives. Overcomes obstacles without becoming discouraged; draws lessons 
from failures. Recovers from setbacks and adversity.

Builds Networks: Draws upon own network to gain insight, build support, and achieve outcomes. 
Leverages networks to identify industry experts, explore some best practices, and 
exchange ideas and knowledge.

Business Insight: Clearly understands how own activities relate to critical business drivers. Monitors 
business news and market changes for impact on the business or on own expertise 
area; uses this to shape decisions.

Collaborates: Readily involves others to accomplish goals; stays in touch and shares 
information; discourages "us versus them" thinking; shows appreciation for others' 
ideas and input.

Customer Focus: Keeps in contact with customers to ensure problems are resolved, or to improve 
customer service. Studies customer feedback and emerging customer needs and 
uses these to determine some creative new ideas.

Drives Results: Holds self to high standards of performance; sets some challenging goals; wants 
to achieve meaningful results; pursues initiatives/efforts to successful completion 
and closure. Focuses on key goals, even during setbacks and obstacles.

Instills Trust: Demonstrates integrity, upholding professional codes of conduct. Instills trust by 
following through on agreements and commitments despite competing priorities 
and by being honest and straightforward.

Interpersonal Savvy: Relates openly and comfortably with diverse groups of people. For example, takes time to build rapport in meetings; speaks about common interests and priorities; 
shows tact and sensitivity in difficult interpersonal situations. Maintains productive 
relationships with a wide variety of people and from a range of backgrounds.

Nimble Learning: Learns through experimentation when tackling new problems, using both 
successes and failures as learning fodder. For example, experiments to find the 
best possible solution and gains insight from test cases. Makes use of new 
concepts and principles when addressing problems. Learns from mistakes to avoid 
repeating them.

Persuades: Convinces others through a variety of means and methods of persuasion, including 
well-reasoned rationale. Recognizes when compromise is necessary and shifts 
approach to accommodate others.

Plans and Aligns: Plans and prioritizes work to meet commitments aligned with organizational goals. For example, outlines clear plans that put actions in a logical sequence; conveys 
some time frames. Aligns own work with relevant workgroups. Takes some steps 
to reduce bottlenecks and speed up the work.

Situational Adaptability: Takes steps to adapt to changing needs, conditions, priorities, or opportunities. Understands the cues that suggest a change in approach is needed; adopts new 
behaviors accordingly.

QUALIFICATIONS
Education (Preferred)
• High School or GED degree

 

Work Experience
• Minimum of 2 years of related experience preferred

 

SKILLS
• Action Planning
• Commercial Acumen
• Knows the Buying Influences
• Customer and Market Analysis
• Strengthens Customer Connections
• Builds Customer Loyalty
• Understands Customer Needs
• Manages Resistance

PHYSICAL DEMANDS/WORKING CONDITIONS
Physical Demand Description Physical Demands/Work Environment/Travel Requirements: 
• Physical demands: While performing the duties of this job, the employee is 
occasionally required to stand; walk; sit; use hands to finger, handle or feel 
objects, tools or controls; reach with hands and arms; climb stairs; balance, 
stoop, kneel, crouch or crawl; talk, hear, taste and/or smell; the employee must 
occasionally lift and/or move up to 50 pounds. Specific vision abilities required 
by the job include close vision, distance vision, color vision, peripheral vision, 
depth perception and the ability to adjust focus. 

• Work environment: While performing the duties of this job, the employee is 
exposed to weather conditions prevalent at the time. The noise level in the work 
environment is usually moderate. 

• Travel required: As required by the position