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Territory Graphic Solutions

4 weeks ago

Auckland City, New Zealand Avery Dennison Full time

Company Description

**Job Description**:
**ABOUT AVERY DENNISON CORPORATION**

At Avery Dennison (NYSE: AVY), innovation is in our DNA. From creating the world’s first pressure-sensitive label in 1935 to developing ground-breaking RFID item-level tagging in 2010, we have a rich history of industry "firsts" and an entrepreneurial spirit that is second to none. Powered by a team of 30000+ employees in nearly 60 countries around the globe, we provide innovative identification and decorative solutions for businesses and consumers worldwide. Our cutting-edge solutions reach almost every industry imaginable - from the fast-paced medical field to the chic fashion and apparel business. Anchored by a strong values system and core leadership principles, Avery Dennison’s expertise and global scale enable us to deliver innovative, sustainable and intelligent solutions to customers all over the world.

**ABOUT YOUR ROLE**

The Territory Manager position has oversight and accountability for the management, growth and profitability of Distributor & Direct Converter Accounts. This position is responsible for:

- Executing growth strategies to enable our Distributors & Converters to meet growth and profitability targets.
- Support your Distribution sales teams to meet commercial objectives.
- Execute specification strategies for Avery Dennison products, solutions & new innovations by building strong relationships with key influencers (project managers, architects, designers and brand agencies) and end-users/brand owners.
- Drive increased customer satisfaction and service, including product sample support, ICS Warranty support, facilitating technical field calls and prompt support of technical information.
- Ownership of Sales Excellence and Sales Enablement processes to ensure alignment and execution across your commercial objectives
- Execution of pricing guidance and profitability in line with business expectations

**The Territory Manager is expected to spend 60% of their time in the field to address growth opportunities/ issues and drive key strategies aligned with their key accountabilities.**

**Key Accountabilities**:

- Responsible for increasing revenue by achieving sales and profitability objectives within assigned Distribution accounts by building strong, multi-level relationships and supporting the Distribution commercial teams to increase share with our brand/s
- Execute specification strategies for Avery Dennison products, solutions & new innovation by building strong relationships with Distribution sales teams, key Corporate Sign & Fleet Converters, Influencers (project manager, architects, designers and brand agencies), end-users/brand owners
- Develop & execute sales plans and budgets for achieving sales and profitability goals in line with the AOP
- Execute pricing programs and strategies. Provide optimum product positioning in consultation with Marketing - new products, price terms, bonus discounts, and service
- Implement differentiated service initiatives consistent with the customer segmentation framework, to strengthen customer dependency
- Uncover and assess customer needs and develop and execute Value Proposition (Aligning Value).
- Facilitate and conduct quarterly reviews and coordinate GS Marketing, Technical and functional participation as appropriate.
- Work with Marketing to plan and implement all or some of the organization’s product line initiatives
- Implement and manage established processes/deliverables including Sales Force Dot Com (SFDC)

**Voice of Customer / Competitive Intelligence**
- Understand and communicate customer and end-user needs and wants, enabling insight to translate to action.
- Identify medium/long term trends that the Customer will focus on/investments that the Customer is planning/implementing - and impact to Avery Dennison.
- Identification of new solutions (product/service) for Customers, based on the strategic direction of the customer
- Maintain alignment with Service & Logistics and Customer Service, on service performance, quality, capacity/stocks and customer satisfaction.

**Key Measures**:

- Achievement of scorecard objectives including.
- Net Sales & Throughput (TP) / Gross Profit (GP)
- End User Specification Wins & Pipeline
- Customer Satisfaction
- Market Share growth
- Financial management
- Manages financial resource allocation within budget (travel, etc.)
- Forecast accuracy, inventory vs. sales (turns)
- Days Owing (DSO) (customer payment management)

**Qualifications**:

- 5 years sales experience
- Formal Qualifications: Bachelor’s degree desired but not essential
- Product and Technical Knowledge
- Industry, End-user & Market Knowledge
- Forecast Sales and meet Goals
- Sales Negotiations Skills, eg: SPIN, Aligning value, Miller Heiman

Additional Information
**MORE FEATURES OF WORKING AT AVERY DENNISON**
- Flexibility: It is important to us and we offer flexible working solutions for all staff, to enable our staff to effectively balance

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