Avery Dennison Corporation (NYSE: AVY) is a global materials science and manufacturing company specializing in the design and manufacture of a wide variety of labeling and functional materials. The company’s products, which are used in nearly every major industry, include pressure-sensitive materials for labels and graphic applications; tapes and other bonding solutions for industrial, medical and retail applications; tags, labels and embellishments for apparel; and radio-frequency identification (RFID) solutions serving retail apparel and other markets. Headquartered in Glendale, California, the company employs approximately 30,000 employees in more than 50 countries. Reported sales in 2021 were $8 billion. Learn more at www.averydennison.com.

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: 

1. Executing growth strategies to enable our Distributors & Converters to meet growth and profitability targets. 
2. Support your Distribution sales teams to meet commercial objectives.
3. 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. 
4. Drive increased customer satisfaction and service, including product sample support, ICS Warranty support, facilitating technical field calls and prompt support of technical information.
5. Ownership of Sales Excellence and Sales Enablement processes to ensure alignment and execution across your commercial objectives
6. 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)

• 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

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 their work and personal commitments at a time when they need it most. 
• Sales Incentive bonus program
• Training and Development Opportunities
• Joining a Global Industry Leader there is a wide range of transfer and promotion opportunities both locally and abroad 

All your information will be kept confidential according to EEO guidelines. At Avery Dennison, people are at the heart of what we do. We promote and encourage a diverse and inclusive workplace where everyone can be their best.