Pro Territory Manager Government

Job description

About the Job

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 a Pro Territory Manager to service Pro Government Customers in the Non-Federal Search & Rescue, Police & Sheriff Departments, and Non-Federal Law Enforcement sectors.



The Pro Territory Manager is responsible for developing profitable B2B relationships in their market.

They focus on developing new business and maintaining existing key account relationships.

This position is highly autonomous and requires an individual who is self-motivated and driven to achieve superior results.

In addition, the TM participates in building market level strategy to continue to grow West Marine’s market share.

The TM reports to the Sales Director and Team Manger.

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 commission-based incentives.

The base salary is fixed while the commission 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 commissions being paid monthly in addition to your bi-weekly base salary.





To review many of the benefits West Marine offers its Crew Members, please visit our benefits page at www.embbenefits.com/wm-home/.



Primary Responsibilities:

Develop and maintain existing accounts and target new accounts


+ 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 market annual sales goals and planned growth of assigned accounts

+ Meets or exceeds 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 a 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

+ 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

+ Logs all sales driving activity in CRM, analyzes reports and dashboards, and oversees the maintenance of account and data integrity

Collaborates with all West Marine Crew members to ensure West Marine is delivering the highest level of service

+ Collaborates with Sales Team, Market Manager, and 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 with support partners

+ Partner with support teams (Stores, Distribution Centers, etc.) to meet sales and operational objectives

+ Meets with local stores on an ongoing basis and schedules 1-on-1 meetings

+ Forecast needs of market and submit information to merchandise planning

+ Attends Pro Meetings and other regional and national calls when requested


Education, Experience & Skills:

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:


+ 3+ years outside sales experience or experience in developing and managing sales territories

+ Proven record of success in commission-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

+ Computer literate, including Microsoft Office, Excel, Word

Required Skill Profession

Other General