Territory Account Manager – (NC,SC,GA,FL,AL,MS,TN,VA,WV,KY)

Essential Functions/Key Responsibilities:

• Value Added Selling: Evaluates situations, draws conclusions, and makes sound decisions. Utilizes resources to answer all customer questions and works with the Technical Adviser and Customer Service to handle all concerns, complaints, and problems.
• Commits to a results-driven sales approach to not only include product sales but also engage customers in Walking Seminars, roll audits, banded rolls, etc.
• Main focus is on managing, serving, and growing active accounts.
• Prospecting: (leads self-generated system functioning) Successfully recruits new customers and increases sales volume.
• Planning: (Itineraries-Territory Coverage-Goal attainment pace) Plans and organizes schedule well, follows all company procedures, and makes efficient use of time between road and office. Completes sales visits and follow-up calls, emails, and text messages within a reasonable or better time frame, files sales reports on a timely basis. Develop overall sales plans for the territory in conjunction with the regional manager.
• Ability to travel overnight 50-70%.
• Product Knowledge: (Service-Features-Benefits-Usage) Understands and effectively utilizes job-related information, procedures, and skills. Networks effectively with co-suppliers within the territory.
• Selling Skills: (Counselor Selling Skills) Is willing to accept responsibility for job-related decisions and actions. Ability to adjust to market changes, customer demands, additional accounts, etc.
• Performance: (Total Sales-Product Mix-Market Penetration) Meets to exceed quotas set for territory on a quarterly basis; achieves sales quotas efficiently and in accordance with company standards.
• Development: (Job Improvement-Personal Growth) Works to develop new skills and takes advantage of opportunities for training and development to improve sales/customer service skills.
• Attitude: (Takes Direction-Commitment of Performance) Demonstrates ability to work without direction and offers new ideas for making sales quotas. Interacts well with others; demonstrates courtesy, patience, diplomacy, discretion, and self-control; communicates clearly, effectively, and professionally with both customers and Harper team members. Committed to a result-driven sales approach to not only include product sales, but also engaging customers in Walking Seminars, Road Shows, and the promotion of all technical services included in Harper’s Optimization Plus structure.
• Teamwork: Works with and proactively plans and communicates with Harper Technical Adviser (HTA) team members.
• As a result of living in the territory, the individual receives little direct supervision. Most supervision is done by phone and/or mail. Corporate Management will visit the region periodically.
• Keep track of all late-paying accounts and help keep late-paying accounts to a minimum.
• Log and track via Harper system (Epicor) by accurate recording and keeping up-to-date notes of activities.
• Provide weekly calendars and expense reports on time in accordance with Harper policies. Keep accurate expense logs.

Qualifications

• Four-year degree from college or university; or minimum 5 years’ experience in the flex/printing industry and/or training; or equivalent combination of education and experience. Experience with printing, plates, inks and sales experience is ideal.
• Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.
• Ability to respond to common inquiries or complaints from customer, regulatory agencies, or members of the business community.
• Ability to write speeches and articles for publication that conform to prescribed style and format.
• Ability to effectively present information to customers, top management, and public groups.
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
• Ability to apply concepts of basic algebra and geometry.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
• Must live within the boundaries of assigned territory.
• Ability to travel 50-70%; including some nights and weekends.
• No more than 2 consecutive days in the home office.
• Must possess a valid driver’s license, and good driving record.