New York Territory Manager

Libbey, Inc is the leading producer of glass tableware products in the Western Hemisphere and one of the largest glass tableware manufacturers in the world. It designs and markets an extensive line of high-quality glass tableware, ceramic dinnerware, metal flatware, hollowware and serveware items to a broad group of customers in the foodservice, retail, and business-to-business markets in over 100 countries.

The Territory Manager will be responsible for developing and maintaining strong customer relationships, offering outstanding customer service; generating required sales levels, successfully selling Libbey Marketing programs, products and promotions in the retail channel, and supporting Libbey’s overall efforts in the U.S. & Canada region. This person must be able to represent Libbey’s values of teamwork, respect, performance, development, continuous change, and customer focus.

- Overall planning to best drive sales dollar growth and profit optimization in retail channel - Grow share with existing customers and develop new business through sales efforts with new accounts - Monthly territory reporting - Work closely with National Sales Manager for territory and account planning alignment **Account Management:** - Develop collaborative customer relationships and work with buyers/stakeholders regularly - Drive sales/profit growth: Achieve price increases as necessary, manage the mix, and minimizing below the line expenses - Monthly sales dollar and item level forecasting. - Customer deductions: Eliminate at root cause, prompt resolution of actual deductions - Manage inventory process with MTS or custom goods - Manage EPIQ (pricing) and RAPID (new item development) systems - Work with different forecasting and planners for efficient production planning and customer service **Prospecting:** - Develop prospect plan with strategy and goals - Secure appointments with new prospects - Horizontal selling with existing customers (new buyers/categories) **Preparing for the Sales Call:** - Have clear objective(s) for every call - Understands customer opportunities – market research, analysis, etc. - Negotiating preparation of potential objections and potential solutions - Development and use of effective sales tools presentations, samples, etc. **Making the Sales Call:** - Connecting with the customer - Investigate needs, wants, and buying motives - Present solutions to meet customer requirements - Handle objections/effective negotiating - Initiate the buy **Following the Sales Call:** - Effective customer follow up/responsiveness - Communicating customer requirement and opportunities internally - Following projects through to completion. Use customer and prospect contact activities tools and systems, and update relevant information held in these systems. - Plan and carry out personal sales efforts to integrate with Libbey organized marketing activities, e.g., product launches, promotions, advertising, etc. - Communicate product and service opportunities, special developments, competitive information, or feedback gathered through field activity to appropriate company staff. - Communicate and negotiate internally and externally using appropriate methods to facilitate the development of profitable business. **Other:** - Attend Libbey sales and business meetings, training events at Libbey Headquarters or factories and Industry Trade shows (including International Housewares Show, Chicago, IL and New York Tabletop Spring & Fall shows) as directed by National Sales Manager.

- Bachelor’s degree preferred, or equivalent work experience. - Experience in retail and/or foodservice, knowledge of both preferred. - Pay level will commensurate with experience. - Highly motivated sales candidates only, effective virtual office skills/experience. **Qualifications** - Ability to collaborate with and lead others. Ability to develop and deliver presentations. Strong intra-personal and communication skills. - Strong organization skills. Ability to thrive in a virtual office environment and work effectively across worldwide time zones. - Proven sales background working with major retail customers. Foodservice background is a plus but not a prerequisite. - Must maintain a professional appearance and provide a positive company image. - Work requires travel to current/prospective customers, trade shows, and Libbey events or training. This requires a valid driver’s license and clean driving record.