The Territory Planning Consultant monitors and maintains effective and efficient territory management and drives optimization of the RBA Coverage Model. The Territory Planning Consultant plays an integral role in helping Revenue Producers and their Leaders achieve dynamic growth targets by creating data sets, hierarchies in Territory Management, and optimized individual territories based on the coverage model. This important role uses multiple tools to synchronize sales territories with Oracle and Salesforce.com and supports monthly and quarterly maintenance of territories and productivity reporting. Salesforce.com ad hoc reporting is a must.

• 6 or more years of work experience with a Bachelor’s Degree or 4 or more years of relevant experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or comparable work experience in Sales Enablement support functions or Data Analysis role in a distribution environment.
• Organization / Communication: Must be an organized individual who can work on multiple projects. Requires outstanding listening capability and the ability to communicate professionally both verbally and in writing with strong presentation skills and proven success in sharing strategic recommendations with multiple stakeholders.
• Customer Service: Must have a customer-centric attitude, and strive to take care of internal and external customers with fervor and enthusiasm.
• Computers & Electronics: Strong Excel ability required. Experience with Microsoft Access and Salesforce.com required. Experience utilizing ERP systems and mapping tools to manage territories and knowledge of Territory Management / Account Assignment functions desired. Proficiency in MS Office suite is required including PowerPoint.
• Goal Orientation: Must have the ability to develop and implement short and long-term plans to meet company goals and set priorities to consistently meet deadlines.
• Independent Working: This position requires the ability to work independently and follow through on assignments with minimal direction and demonstrate excellent decision-making.
• Establish and Maintain Interpersonal Relationships: Must possess the ability to develop constructive and cooperative relationships with peers, internal and external customers, suppliers, and leadership. Must be able to maintain positive and productive relationships over time.
• Office or auction site environment
• Travel requirement 4-12 times a year to meet with team and/or Director, Sales Support & Enablement

• Generate and analyze sales territory performance data and provide plans to optimize sales coverage for Ritchie Bros’ current and prospective customers. Model optimal coverage to propose the number of each Sales role for each region/territory. Define and apply customer and segment-level rules (e.g. Strategic Accounts, New/Existing account flags, Industry, Sales History, and Total Potential) to identify accounts to assign to each Sales role type.
• Create data sets for each Region and segment customers based on rules to identify account segmentation. Lead meetings with Sales Leaders to align and review performance and planning – including headcount/sales role investment/budget guidance. Once resource counts are finalized, identify specific accounts for each territory and set sales and performance targets.
• Create territories in Salesforce.com Territory Management (including hierarchies) and coordinate Oracle territory changes to match assignments. Publish territories to Salesforce.com Maps and create Maps Markers / Layers for graphical territory representation, distributing as needed.
• Recommend new sales coverage strategies to achieve business goals and maintain SOPs and rules of the coverage model.
• Analyze ongoing territories/account assignments using data sets in Salesforce.com and Oracle, as required.
• Coordinate territory changes, assignments, and hierarchies based on employee new hires, employee role changes, and employee exits monthly. And, research, analyze, and process ad hoc change requests, ensuring all change requests conform to current corporate policies & strategies escalating as appropriate.
• Maintain data points that promote accurate analysis and forecasting and understand drivers that produce anomalies.
• Create/modify SOPs for Territory Management and Salesforce.com Maps. review requirements for new tools.
• Create and deliver ad hoc and recurring productivity reporting to drive sales performance.
• Establish and maintain relationships with a broad base of stakeholders (i.e. Sales Leadership, Sales Operations/Compensation, Executives, etc.).
• Work with other team members to balance workload and ensure deliverables are met.
• Create standard Salesforce.com Dashboards and Reports. Create ad hoc reports and support future projects.
• Ad-hoc duties as assigned.

Our sales positions are a great fit for people with a real entrepreneurial spirit. You're out there every day meeting customers, selling a world-class service, and securing equipment consignments. 

You're directly responsible for your own territory – and the future of our company. You’re the very public face of Ritchie Bros., with the support of a global company behind you. There are endless opportunities for strong salespeople to advance their careers.