Territory Account Manager - Central / Northern Germany

Job description

Job title: Territory Account Manager – Central / Northern Germany

Department: Sales

Responsible to:  DACH Region Sales Manager

Salary: Competitive

Hours: 40 hours per week

The Role

Employed by Brompton Deutschland GmbH - a newly established division, running the business in the DACH region from November 2020 - this is a Territory Manager role in one of our largest markets. Where to date, Brompton has achieved great success with the support of a long term distribution partner, the potential for growth remains substantial and is a primary, strategic focus for the business. This is a critical, exciting and varied commercial role, developing and selling to our established accounts, where you will proactively ensure successful rollout and sales results of Brompton Electric, and further existing pipeline innovation.


The Territory Manager role is a vital addition to the Brompton Germany Sales team, reporting directly to the DACH Region Sales Manager. The role carries a high degree of autonomy, focusing on delivering significant growth for Brompton’s accounts, including regional chain store departments and the Independent Bicycle Dealer (IBD) retail network (trading with some of these for over 20 years). Your principal remit will be to grow Bike, Parts, Accessories, and Clothing sales across your network including NPI, planning how to deliver against targets and ensuring KPIs are met. You shall be continuously commercially minded, whilst showing your experience and confidence, working closely with senior management of our trade customers as well as internally.

Beyond the traditional supplier/ customer trade relationships, you will explore and create new business opportunities and develop new sales channels. As such, you will be instrumental in shaping and delivering Brompton’s omnichannel strategy in the market. Consequently, knowledge and experience in these areas is highly desirable.


You will enjoy travelling, with up to 70% of your time being spent out on the road, developing and supporting your customers, and the remaining time in your home office. You will take full responsibility for pre-defined Brompton DACH accounts and work in a small energetic team with direct internal sales support to achieve your personal and team ambition. Once every 4 - 6 weeks you will be asked to meet up with the German team members in the Frankfurt/M. region.

You’ll be at the front line, representing Brompton in the increasingly changing retail landscape and marketplace. You will pro-actively manage change within your accounts, keeping Brompton front and centre of their offerings.

This is a role for someone who is looking to progress their sales career; a role they are already sure-footed in, and who is excited by the potential of a long-term commitment to this fast-growing British success story.

 

The Person 

You will be a commercially-minded, results focussed, experienced B2B sales person. At least 5 years’ solid B2B retail sales and business development experience, with at least 2 years’ on the road experience as a sales representative or similar - ideally within the bike industry. (Other/ similar premium lifestyle brands/ products may be considered). You will understand the market, strategic competition, suppliers and retailers within, and the wider positioning Brompton enjoys. You have the talent to confront the rapidly changing marketplace and identify correct routes to sustainable long-term success.

You’ll be numerate, perceptive in analysis of sales data, and able use these to build persuasive arguments to achieve your goals. You’ll be part of a small team who enjoy robust commercial thinking and are dedicated to fulfilling Brompton’s potential. Additionally, you will be self-assured, personable, resourceful and entrepreneurial.

Due to the varied workload, and the travel which is a significant component of it, you’ll be a team player who is self-motivated, efficient and effective when working remotely. You must be flexible, highly organised and dependable, both in your own contact with customers and in your reporting back to the office.

 

Responsibilities  

External

  • Delivering on budgeted sales targets for all Brompton products across your retail network
  • Build relationships with key senior contacts and customers, to gain clear understanding of their businesses, requirements and objectives, to ensure sales metrics are met, expectations exceeded and opportunities exploited
  • Introduce new product lines, inclusive of Brompton Electric
  • Identifying and developing new routes to market including Click & Collect, and B2C
  • Identifying and resolving customer concerns
  • Creating suitable strategies for dealing with obstacles, customer objections and competitor situations
  • To deliver a programme of product sales training and support
  • To co-ordinate, deliver and monitor the Brompton Dealer Accreditation programme
  • To identify opportunities that require additional support and resource
  • To represent the company at trade exhibitions, events, demonstrations and seminars
  • Set up and organise events with retailers & businesses

Internal

  • Increase sales and profits for all Brompton products sold
  • To build annual business plans for the regional accounts, reviewing monthly and reporting to Brompton Senior Heads
  • Forecasting, planning and delivering on sales targets
  • Develop a12 month rolling sales forecast/pipeline plan for your retail customers in accordance with sales objectives
  • Monitoring and reporting your performance through monthly KPIs against budget and annual business/ marketing plan
  • Performing statistical analysis and assess actuals vs forecasting
  • Raising risks and opportunities with your account base and developing related solutions
  • Supporting the Marketing department, helping shape and execute marketing strategy, activities and priorities
  • Management of day-to-day sales
  • Represent the requirements of the customer to internal organisation
  • Feeding information on future buying trends to colleagues in Marketing, Design and Purchasing
  • Gathering market, competitor and customer data whilst executing product and marketing strategy
  • To communicate new product and service opportunities, special developments

Job requirements

Personal Requirements

  • Ambitious and results focussed
  • Strong sales, commercial, and customer service skills
  • Provable track record in comparable Sales/Key Account Management role, at least 5 years’ experience
  • Market aware and commercially focussed
  • Fluent written and spoken English; and ideally French
  • Consultative sales approach
  • Strong numeracy skills
  • Highly organised
  • The role will require significant travel to current, a valid driving licence is essential
  • A natural communicator with the ability to persuade and influence others
  • Competence in the development and delivery of presentations
  • Knowledge of rapidly changing consumer behaviour
  • Attention to detail and a willingness to dig down into details while retaining a sense of the broader picture are essential

Closing Date: 20th July 2020.