Territory Sales Manager

OtherTerritory Sales Manager

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Overview

New Business Development & Sales Hunting Actively identify, prospect and convert new customers across distributors, dealers, retailers,

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OtherTerritory Sales Manager

Actively identify, prospect and convert new customers across distributors, dealers, retailers, specialist 4WD and automotive accessory channels within the assigned territory.
Maintain a consistent new-business activity level through outbound calls, customer visits, referrals, networking, industry events and targeted prospecting.
Open new accounts and move them quickly from initial engagement to product ranging, first order and repeat purchase.
Follow up sales leads and customer enquiries with urgency, maintaining momentum until an outcome is achieved.
Build and manage a healthy pipeline of qualified opportunities capable of delivering territory revenue and gross margin targets.
Demonstrate resilience, initiative and persistence when developing relationships and winning business in competitive markets.

Develop and execute a structured territory plan aligned with the national sales strategy and targets set by the National Sales Manager.
Segment customers and prospects based on sales potential, strategic fit, conversion likelihood and required effort.
Prioritise opportunities that offer the strongest combination of revenue, gross margin, repeat sales and broader channel value.
Maintain a disciplined weekly call and visit plan that balances prospecting, account development, training and follow-up activity.
Review territory performance regularly and redirect time toward the customers, products and activities most likely to deliver results.
Use customer, product and sales data to identify gaps in territory coverage, ranging and account performance.

Build productive relationships with store owners, managers, sales teams, distributors, dealers and other key customer contacts.
Develop account plans that increase product ranging, store participation, quote activity, order frequency and overall customer sales.
Identify cross-sell and upsell opportunities across RealTruck's product portfolio and convert them into recurring revenue.
Reactivate dormant or underperforming accounts through targeted engagement, training and commercially sound sales initiatives.
Support agreed promotions, product launches, displays and customer programs to improve sell-through and brand visibility.
Respond to customer issues promptly and coordinate internal support, escalating material commercial or service issues to the National Sales Manager.

Plan and deliver practical product and sales training for distributor, dealer and store teams throughout the assigned territory.
Train customer teams on product features, customer benefits, application, value proposition, competitor differentiation and key selling messages.
Build confidence in product selection, quoting, ordering and objection handling so customer teams can convert opportunities without unnecessary delay.
Support product demonstrations and provide fitment or installation awareness within the limits of approved training and company procedures.
Follow up training activity to measure outcomes, reinforce knowledge and convert training into product ranging, quotes, orders and repeat sales.
Ensure RealTruck displays, point-of-sale materials and product information are current, accurate and presented consistently in participating locations.

Maintain accurate and timely customer, opportunity, activity and pipeline information in the company's CRM and reporting systems.
Provide reliable territory forecasts based on qualified opportunities, customer commitments, sales trends and known risks.
Report progress against revenue, gross margin, new-account, pipeline, customer-visit, training and conversion objectives.
Provide the National Sales Manager with clear visibility of key opportunities, risks, competitive activity and support required.
Manage travel and territory expenses responsibly and within approved budgets and delegated authority.

Monitor competitor activity, customer needs, local market trends and emerging sales opportunities within the territory.
Provide evidence-based feedback on product gaps, pricing, availability, customer experience and marketing requirements.
Represent RealTruck professionally at trade shows, customer events, field activations and industry activities.
Coordinate with Customer Support, Operations, Marketing, Product and other RealTruck teams to deliver customer commitments and support sales conversion.
Operate in accordance with company policies, delegated authorities, safety requirements and applicable laws.

~1 min read

At least 2 years of successful internal or external sales, business development or territory management experience.
Experience in the Australian automotive aftermarket, 4WD, automotive accessories, retail, wholesale or a related channel is essential.
Demonstrated success in selling a solutions based automotive product.
Demonstrated success prospecting for new customers, opening accounts and converting sales opportunities.
Experience delivering product or sales training to retail stores, distributors, dealers or customer teams.
Experience using a CRM to manage sales activity, pipeline, follow-up and reporting.

Strong hunter mentality with the confidence and persistence to initiate contact, ask for the business and close opportunities.
Ability to prioritise competing sales opportunities based on commercial value and likelihood of conversion.
Strong presentation and training skills, with the ability to explain technical products in clear, practical language.
Sound negotiation, communication and relationship-building skills.
Structured territory planning, time management and follow-up discipline.
Commercial awareness, including an understanding of revenue, gross margin, pricing and promotional activity.
Ability to work independently in the field while remaining accountable to agreed plans, targets and reporting requirements.
Technical aptitude to understand and demonstrate automotive accessory products.
Proficiency in Microsoft Office, CRM platforms and sales reporting tools.

Substantial travel within the assigned territory is required, generally 50 to 70% of working time, including customer visits, store and distributor training, trade shows and periodic time at the RealTruck Australia office.