Territory Manager

Position Description

Reports To: Director, Sales – Australia

Name: Direct Reports: Nil
& New Zealand

Position Purpose:

To effectively manage and grow Australian sales through relationships management as well as selling, educating
and promoting S&C Electric Company products and services. This role is responsible for ensuring that targets are
met and/or exceeded, new business is developed and that S&C Electric Company’s standards for growth and
profitability are met.

Position Specification:

Key Result Area Major Activities Key Performance Measures

1. Sales & • Achieve sales territory targets • Targets met
Relationships • Organise and conduct customer meetings/visits • < 10 meetings per month,
Management targets met, growth achieved
• Achieve territory market share • Market share targets met,
growth achieved
• Follow up on all leads and channel opportunities • Within 24 hours, positive lead
to sale conversion
• Attend trade shows • Sales leads generated, positive
lead to sale conversion
• Follow up all technical support queries and escalate • Within 24 hours, positive
to engineers where required external feedback
2. New Business • Identify and build new lead channels • Growth achieved via new
Development markets, products and
customers
• Develop, maintain and utilise networks effectively • Networks leveraged
• Develop and implement new business sales • Growth achieved via new
strategies markets, products and
customers
• Promote new and existing S&C products and • Profit growth achieved with
services to new and existing customers current customers
3. Internal • Report on sales figures • Monthly, to S&C guidelines,
Support & trends and issues identified
Reporting and suggestions provided for
improvement
• Attend sales meetings • Weekly WIP, positive internal
feedback
• Provide internal support to the sales team • Positive internal feedback,
company sales targets met
• Maintain and update customer CRM details • CRM always up to date
4. Conduct & • Be a productive member of the S&C Electric • Receive positive feedback from
Culture Company team and treat colleagues and the the team
company with respect
• Help to maintain the S&C Asia Pacific company • Issues identified and
culture addressed < 24hrs
• Abide by the company policies and procedures • Always adhered to
• Have a neat and presentable appearance • Always, no issues
• Conduct activities as per ISO, OH&S and S&C • Always adhered to
Electric Company standards
Territory Manager
Position Description

Obligations:

The above is to be used as minimum requirements; however other tasks may be assigned at the discretion of the
company.

Person Specification:
• Qualifications in Engineering (post graduate preferable) and/or experience in an electrical trade and power
systems
• Strong knowledge of electrical power systems and the electrical engineering industry
• Demonstrated sales experience (Electrical Industry preferable) 5+ years
• Commitment to providing excellent customer service
• Effective communication skills (verbal & written) with the ability to liaise with individuals at all levels
• Strong organisational and time management skills, with demonstrated ability to meet deadlines
• Commercial acumen with a solid understanding of commercial terms and conditions
• Critical thinking and ability to solve abstract problems
• Numerical accuracy
• Proficient Microsoft skills
• Experience in Oracle and CRM systems
• Ability to handle multiple priorities and meet conflicting deadlines
• Excellent eye for detail

Authorised By: _______________________________ Date: _____________________________________

I ……………………………….. acknowledge and accept that I fully understand and will be held accountable to the
requirements of this position, as outlined in this position description.

Signed: ______________________________________ Date: _____________________________________