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Job Title:Territory Account Management (TAM)
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
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
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