Territory Sales Manager – Outside Sales, New Business Development

This is a fully remote position, open to applicants in Canada.

📋 Description

• Develop and implement a strategy for territory growth that emphasizes acquiring new customers and increasing market share.

• Identify and convert new business opportunities through a variety of means including prospecting, networking, referrals, cold outreach, industry events, and relationship development.

• Establish and maintain a robust pipeline of qualified prospects and potential new clients.

• Take ownership of the designated territory, achieving revenue, volume, and profitability targets.

• Create and execute strategic account plans targeting key opportunities and customers focused on growth.

• Prepare, deliver, and negotiate proposals, pricing agreements, and customer contracts.

• Employ value-selling techniques and pricing strategies to enhance profitability and long-term customer value.

• Project monthly and quarterly sales forecasts while managing business opportunities effectively.

• Organize plant visits, product trials, customer presentations, and technical consultations.

• Collaborate with Customer Service, Operations, Supply Chain, and Inside Sales teams for onboarding and ongoing customer support.

• Utilize CRM tools to oversee pipeline activities, opportunity advancement, forecasts, and customer data.

• Address customer service and quality issues in conjunction with cross-functional teams.

• Build relationships within customer organizations, including purchasing, operations, engineering, and executive leadership.

• Advocate for safety, compliance, and customer satisfaction during all interactions.

• Strengthen Greif's presence in Eastern Canada by acquiring new clients, enhancing market share, and generating profitable revenue.

⛳️ Requirements

• Local presence within or close to Montreal, Quebec, or Toronto, Ontario.

• Willingness to travel extensively across the assigned territory.

• Comfort with frequent local and overnight travel.

• Proven track record of successfully acquiring new customers and driving organic sales growth.

• Demonstrated history of securing new business and obtaining new logos.

• Strong skills in prospecting, cold-calling, networking, and business development.

• A hunter mentality with a strong desire to pursue and close new opportunities.

• Excellent negotiation, presentation, and communication abilities.

• Capability to work independently, manage a territory, and consistently achieve results.

• Strong proficiency in both French and English is preferred.

• Bachelor's degree in Business, Marketing, Sales, or a related field; equivalent experience may be accepted.

• 4-8 years of experience in outside sales, business development, or territory management.

• Proven history of identifying, pursuing, and securing new business opportunities.

• Experience in managing long sales cycles and complex customer buying processes.

• Background in the industrial packaging industry is preferred.

• Experience in paper, plastics, manufacturing, distribution, or related industrial markets is advantageous.

• Proficiency with CRM systems for managing opportunities, forecasting, pipeline tracking, and customer relationship management.

• Strong commercial and financial acumen with demonstrated expertise in pricing and negotiation.

• Ability to analyze sales and market data and create actionable growth strategies.

• Experience in conducting business reviews, opportunity assessments, pipeline reviews, and strategic account planning.

🏝️ Benefits

• Competitive core benefits.

• Paid time off.

• A variety of local benefits for eligible colleagues.

• Participation in the sales compensation plan, including sales incentives.

• Competitive salary.

• Excellent benefits.

• Opportunities for growth.