Sr. Territory Manager (Mid-Atlantic) at West Marine

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Full Time

Start Date

Immediate

Expiry Date

15 Jun, 26

Salary

0.0

Posted On

17 Mar, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

B2B Relationship Development, Account Management, New Business Development, Sales Strategy, Coaching, Market Strategy, Forecasting, Pipeline Management, Negotiation, Presentation, Analytical Skills, Customer Service, Salesforce CRM, Industry Networking, Margin Enhancement

Industry

Retail

Description

About West Marine We don’t just sell anchors and rigging. We sell a love of the water that lasts for generations. We don’t just sell life jackets and flares. We sell peace of mind for your most precious cargo. We don’t just have a passion for boating. We have a lifetime of experience that we can’t wait to share with you. So when you shop at West Marine, it’s not just for boating gear – it’s for the pure pursuit of more water and less hassle. If you have a passion for being on the water and are looking to join a world-class organization, then West Marine is the place for you! West Marine is recognized as the premier multi-channel retailer of boating and fishing supplies with more than 230 stores located throughout 37 states and Puerto Rico. When you work at West Marine, you’re part of a family; one that values spending quality time on the water, doing the things you love, and sharing that passion with our customers and community. Position Summary West Marine Pro is seeking 1 Pro Senior Territory Managers (STM) serving the Mid-Atlantic market. The Pro Senior Territory Manager is responsible for developing profitable B2B relationships in their market. They focus on developing new businesses and maintaining existing account relationships. Additionally, they acts as a senior advisor within the market, supporting regional initiatives through coaching the sales team. This position is highly autonomous and requires an individual who is self-motivated and driven to achieve superior results. In addition, this position involves building market level strategy to continue to grow West Marine’s market share. This position reports to the Sales Director. West Marine is a Drug Free Workplace and an Equal Opportunity Employer. Compensation Structure: In this role, you will be compensated under an On-Target Earnings (OTE) model, which combines a base salary with a variable incentive plan. The base salary is fixed while the variable incentive plan is earned based on performance. The OTE represents the total amount of compensation you can expect to earn annually if you meet your performance quotas. This structure is designed to reward high performance, with incentives being paid monthly in addition to your base salary. Primary Responsibilities: % of Time Major Activities 70% Develop and maintain existing accounts and target new accounts, Travels within their territory * Prospects, generates leads, and seeks new business opportunities to grow overall portfolio and market share of the Pro business within their region * Meets or exceeds annual sales and margin goals and planned growth of assigned accounts * Meets or exceeds Sales and Gross Margin plan; Manage special charges within context of the business; Manages price overrides within context of the business; Enriches Gross Margin through strategic account development * Grows account average dollar volume by researching and anticipating customer/business needs, generating customer needs analysis, and effectively up-sells breadth or depth of products * Coordinates sales efforts with marketing programs; promotes product/company focuses * Visits Pro customers at their place of business regularly throughout the week, for a majority of days each week. * Logs all activity within Salesforce CRM including calls, emails, tasks, and events. * Networks with industry professionals; attends trade show, store events, or industry-related events to grow customer base and be the go-to contact for current and prospective Pro customers 15% Senior Territory Management & Market Leadership Responsibilities * Acts as a senior advisor within the market, supporting Regional Sales Director initiatives through execution, insight, and field-level leadership * Provides market intelligence, competitive insights, and customer feedback to inform regional strategy, pricing, assortment, and coverage decisions * Supports onboarding and development of new or existing Territory Managers through ride-alongs, best-practice sharing, and informal coaching * Leads or supports strategic market initiatives, pilots, or special projects as assigned. * Partners with the Regional Sales Director on forecasting, pipeline health, and opportunity prioritization for the market * Helps identify risks and opportunities within the territory, proactively escalating trends that may impact revenue, margin, or customer retention * Serves as an escalation point for complex customer situations, ensuring alignment with West Marine Pro policies and long-term relationship health 15% Collaborates with all West Marine Crew members to ensure West Marine is delivering the highest level of service * Collaborates with their Regional Sales Director on a routine basis to discuss sales performance and growth opportunities * Schedules appropriate planning time to maximize productivity and output and coordinates priorities their Inbound Sales Team * Partner with support teams (Stores, Distribution Centers, etc.) to meet sales and operational objectives * Meet with Stores and District Managers on an ongoing basis via joint account travel, 1 on 1 meetings, and store visits * Forecast needs of market and submit information to merchandise planning * Attends National Calls 100% Education, Experience & Skills: Category Applicable Knowledge/Skills/Abilities Minimum education required/preferred, area of study: * Minimum High School or GED. * College Degree in Business or related field and/or U.S. Military Service preferred Minimum years of relevant experience preferred/required: * 7-10 years sales experience outside sales experience or experience in developing and managing sales territories * Proven record of success in incentive-based sales * Knowledge and experience with a CRM tool is preferred. * Proficient knowledge of marine products and the marine industry preferred. Additional skills/knowledge required include: * Strong communication, organizational and customer service skills * Strong presentation, analytical and negotiation skills * Sense of urgency and ability to work in a fast-paced environment * Strong coaching and professional development skills * Computer literate, including Microsoft Office, Excel, Word * Ability to drive to meet with customers within their assigned territory a majority of days during the week * Must be able to pass a pre-employment drug screen and DMV checks per the West Marine Rules of the Road

Responsibilities

The Senior Territory Manager is primarily responsible for developing profitable B2B relationships by prospecting new businesses and maintaining existing accounts, which accounts for 70% of their time. Additionally, they act as a senior advisor, providing market leadership, coaching the sales team, and supporting regional initiatives.