Outside Sales Territory Manager

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Newark, NJ
Salary: $65,000.00 to $80,000.00 /year

Cultivate exceptional customer relations by proactively meeting with customers to understand their needs. Develop and implement a strategy for growth of both wallet share and market share meeting Willoway’s forecasted growth. Continually analyze and understand both positive and negative market conditions and update Willoway management. Continually maintain a professional image positioning Willoway as an industry leader. We are seeking qualified candidates to join our team in this role at Willoway Nurseries, Inc.

Primary Responsibilities:

Create and Meet Objectives

Set annual forecasts, objectives and goals of assigned customers

Meet daily, weekly and monthly sales forecasts

Assess, develop and manage the strategic direction of the assigned customers

Build and Maintain Customer Relationships

Build relationships with customers becoming the “Face of Willoway”

Support Willoway brand and Brand Harmony

Provide support to the inside sales team in the order solicitation process

Travel to visit customers in person at their place of business on a predetermined schedule

Facilitate customer tours at the nursery

Promptly respond to and resolve any customer issues

Provide spring order presentations to customers and write orders

Develop a strategy to grow share of wallet gaining a larger percentage of the customers’ buy

Continually oversee customers’ topline sales identifying areas of concern in the account’s performance. Provide solutions to management to resolve any issues on underperforming accounts. Work with customers to implement revised plans and monitor results

Facilitate Growth

Grow the customer base by finding additional customers or re-establishing relationships with dormant customers in the territory

Evaluate and understand the marketplace; provide feedback to gain market share

Support the Team

Support the team in all decisions in a professional manner

Work with assigned inside sales team for each customer to ensure we are maximizing customer potential. Report any areas of concern during the in-person monthly review meeting with the Sales Manager

Support predetermined Willoway marketing programs, new plant and brand introductions

Maintain activities and other pertinent information in Sales Force CRM system improving internal communications and follow up

Support and participate in the Great Game of Business, company culture and core values

Additional Responsibilities:

Perform other duties as assigned

Skills: Ability to develop relationships with customers, strong leadership skills for interaction with ISR, strong selling skills, excellent computer skills

Knowledge: Bachelor’s Degree. Horticultural experience. Knowledge of Microsoft Office including Outlook, Power Point, Excel and Word. Experience with CRM’s.

Abilities: Strategic thinker, strong communicator (verbal and written), extremely responsive, ability to be accountable to revenue and expense goals, strong work ethic, organized approach to territory, positive attitude

Work Environment: Home office in the sales territory, customer sites, company tours, trade shows and travel environment including travel by car and plane. 30% overnight travel required.

Work schedule and include weekends when scheduled: 2,200 hours/year. Hours can include early mornings or evening or weekend availability for communications or internal meetings or customers meetings, travel, and trade shows.


Compensation negotiable and competitive. Base wages plus earned bonus opportunity and sales goals incentives. Benefit package includes medical/dental/vision insurance, 401k with employer match, group and voluntary term life insurance, PTO and paid holidays upon hire.

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