JOB DESCRIPTION
Territory Manager - Specialist
Sales
Auckland
VITACO VALUES
WE CARE...... about ourselves, our jobs and our customers. Together:
 We own what we do
 We work safely
 We listen and support each other
 We are trustworthy
WE ACT…. with focus, and with the customer in mind. Together:
 We do it right
 We solve problems
 We create new ideas
 We make a difference (MAD)
WE SUCCEED.... by working hard together and achieving what we set out to do. Together:
 We drive for results
 We stick with it
 We seek to exceed
 We recognise and celebrate our success
PURPOSE OF JOB
Responsible for the long term, mutual development and profitability of a portfolio of retail outlets
within defined Territory in compliance with Vitaco’s objectives and product/account plans achieved
through agreed processes.
Reports to:
National Sales and Business Manager NZ Specialist Channel
Direct reports:
None
Delegated authority:
None
Position Band:
Level 5
Vitaco Job Description Territory Manager – Specialist
Created: December 2015
Review Date: December 2017
Approved by: Peter Downer, National Sales and Business Manager NZ Specialist Channel
KEY EXTERNAL RELATIONSHIPS
Who
Customers
Description
Mutually developing health
food, pharmacy/sports stores
and Vitaco business
Frequency
Set Territory Call cycle
KEY INTERNAL RELATIONSHIPS
Who
National Sales Manager
Customer Service
Territory Managers
Key Account Manager
Consumer Marketing
Description
Direction, management
discipline, coaching
Ensure orders are placed and
any credits processed. Keep
up to date with stock levels
and related updates.
Sharing of information to
improve individual
performance
Direction, development,
processes, training, key
account feedback, promotional
compliance & competitor
activity
Product and consumer
knowledge, consumer initiative
Frequency
Ongoing
Ongoing
Ongoing
Ongoing
Ongoing
ACCOUNTABILITIES
‘What’ you are expected to do – the accountabilities detail the outcomes this position is
responsible for delivering.
ACCOUNTABILITIES
Product Distribution
 Manage core range distribution in all
stores and actively seek to increase
distribution of remaining range where
possible.
 Sell in and merchandise new products
within the given timeframe
 Maximise seasonal and promotional
opportunities with increased ranging
where appropriate
MEASURES
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Increased product availability to consumer
Increased Vitaco brand share of shelf in all
categories in which we operate
Increased sales (short & long term)
Product distribution target achievement
Increased market share
Reduced competitor products ranging
Vitaco Job Description Territory Manager – Specialist
Created: December 2015
Review Date: December 2017
Approved by: Peter Downer, National Sales and Business Manager NZ Specialist Channel
-2-
ACCOUNTABILITIES
‘What’ you are expected to do – the accountabilities detail the outcomes this position is
responsible for delivering.
ACCOUNTABILITIES
Presence
 Develop and maintain shelf layouts to
agreed planograms. Regularly review
and relay as necessary with new
products and seasonal trends.
 Maximise sales with extra in-store
promotional activity.
 Ensure promotions are clearly ticketed
and shelves full at all times
 Drive off site displays to maximise
incremental sales of instore or group
promotions
 Secure and maintain appropriate Vitaco
branding where applicable eg brochures,
cabinets, racks
 Ensure product ticketing present and
accurate.
 Always look at extra opportunites to
increase shelf presence eg check outs,
dual locating
 Complete necessary HO arranged relays
of specific categories on request in a
timely and efficient manner
Representation
 Build rapport with store personnel to
positively enhance relationship between
trade and Vitaco
 Build Vitaco brand presence in-store
 Work with customers to improve and
increase the business between
themselves and Vitaco
 Manage complaints/ideas/objections
effectively and timely
 Ensure you and your team always
present yourselves appropriately and
professionally by way of dress and act.
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Information
 Market and Store knowledge accurate
and up date
 Product and promotion knowledge
accurate and up to date.
MEASURES
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Increased product sales
Brand presence/share of shelf
Increased market share
Incremental sales from each promotion
Promotional compliance
Promotional evaluation instore/group –
maximise investment return
Shelf principles achieved
Weekly reporting
Field appraisals
Cycle Objectives Reports
Increase $ sales
Field appraisals
Call Cycle implementation and
consistency
CRM data inputted and maintained
Increased product distribution
Be recognised as the Health & Wellbeing
expert and Market leader by your
customers
Increased sales
Rapport building
Vitaco Job Description Territory Manager – Specialist
Created: December 2015
Review Date: December 2017
Approved by: Peter Downer, National Sales and Business Manager NZ Specialist Channel
-3-
ACCOUNTABILITIES
‘What’ you are expected to do – the accountabilities detail the outcomes this position is
responsible for delivering.
ACCOUNTABILITIES
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Customer servicing – ensure you are
aware and up to date with oos, promos
discounts, credits and product supply.
Market intelligence fed back to Head
Office on a regular basis.
Ensure you call and place orders on a
regular and set basis.
MEASURES
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Administration
 Credit authorisation accurate and timely
 Competitor Tracking/ Aztec Reviews
 Monthly store review updates
 Monthly Expense claims/FBT etc reports
completed
 Daily checking of emails and texts and
you must acknowledge receipt and
actions in a timely manner
 Utilise CRM to its maximum
Account Development
 Increase/develop and improve sales with
all customers in all categories through
planning and processes executed
efficiently and consistently.
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Reinforce category leadership
Use for competitive advantage
Field appraisal
Minimise credits
Information fed to Head Office in timely
and accurate manner through email and/or
weekly reports and sales meetings.
Store Sales monthly business updates
with all key customers.
Annual Store Business Reviews and goal
and target setting.
Timeliness in processing
Minimise credits – one per store per month
Reporting completed as per agreed
processes
Growth in territory business
Increased unit/$ sales
Management discipline, expenses within
guidelines
Complete and tasks and feedback loops
Establish annual growth targets with key
stores and achieve mutual commitment to
meet these.
Regularly review the target and plan.
Improve territory through application of
management disciplines via agreed
processes.
Vitaco Vision and Values
 Reflect Vitaco’s vision and values in all your
day to day activities.
Health & Safety
To support the company’s objectives to
create ‘A Safer Place Because of Me’ you
will:
 Demonstrate safe working behaviours at
all times

Adhere to hazard controls at all times
eg: wearing correct PPE
Vitaco Job Description Territory Manager – Specialist
Created: December 2015
Review Date: December 2017
Approved by: Peter Downer, National Sales and Business Manager NZ Specialist Channel
-4-
ACCOUNTABILITIES
‘What’ you are expected to do – the accountabilities detail the outcomes this position is
responsible for delivering.
ACCOUNTABILITIES
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MEASURES
Report all accidents and incidents and
assist with identification and reporting of
hazards
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Provide feedback to manager and
safety committee on effectiveness of
hazard controls
Ensure documentation is complete and
provided to Manager or H&S Adviser
Other
Any other tasks that may be reasonably
required from time to time.
TYPE OF EXPERIENCE AND YEARS
Essential
Proven sales experience
Years
2
COMPETENCIES REQUIRED
Leading with Passion
Exceptional communicator
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Creates vision & purpose
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Walks the talk
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Preferred
Pharmacy Sales Experience
Years
2
DESCRIPTIVE SUMMARY
Communicates with clarity, fluency and impact.
Listens carefully, asks questions to clarify understanding and
has the patience to hear people out.
Communicates relevant and accurate information in a timely
way.
Commands attention, can manage group processes and
changes tactics when something isn’t working
Is able to communicate clearly and succinctly in a variety of
communication settings and styles
Shows respect and care for people
Communicates a compelling and inspired sense of core
purpose.
Makes the vision shareable by everyone.
Ensures team members understand their role and how their
work contributes to overall goals.
Acts in line with the Vitaco vision and values.
Encourages others to act in line with the Vitaco vision and
values.
Vitaco Job Description Territory Manager – Specialist
Created: December 2015
Review Date: December 2017
Approved by: Peter Downer, National Sales and Business Manager NZ Specialist Channel
-5-
Coaching Successful Teams
Effective decision maker
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Engages others
commitment.
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Comfortably delegates both routine and important decisions
and tasks.
Is sought out by others for advice and solutions.
Is able to make quick and good decisions based on a mixture
of analysis, experience and judgement.
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Builds high performance teams 
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Develops honesty & trust
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Working well together
Sustains relationships
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Plans and sets priorities
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Solves problems
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through
their
energy,
passion
and
Pushes people to achieve & exceed their goals.
Blends people into teams and creates an environment that
encourages teamwork and cooperation.
Defines success in terms of the whole team such that each
team member feels valued and appreciated.
Adheres to commitments given, delivering on what is
promised.
Represents themselves and Vitaco honestly in all interactions
with internal and external stakeholders.
Maintains confidentiality & admits mistakes.
Accepts personal responsibility for actions and decisions.
Develops constructive relationships.
Seeks to understand the needs of key relationship partners
and stakeholders.
Respects and effectively utilises the experience and technical
expertise of others.
Encourages collaboration.
Can communicate with all races, nationalities, cultures,
disabilities, ages and sexes.
Is rarely distracted by or commits time to issues that are not
important.
Uses time effectively and efficiently and is sensitive to the time
issues of others.
Effectively coordinates resources and people to achieve
planned results.
Eliminates roadblocks and creates focus.
Uses rigorous logic and methods to solve difficult problems
with effective solutions.
Looks beyond the obvious and doesn’t stop at the first
answers.
Can see hidden problems.
Vitaco Job Description Territory Manager – Specialist
Created: December 2015
Review Date: December 2017
Approved by: Peter Downer, National Sales and Business Manager NZ Specialist Channel
-6-
Achieving and Exceeding our goals
Delights Customers
 Is dedicated to meeting the expectations and requirements of
the internal and external customers.
 Gets first-hand customer information and uses it for
improvements in products and services.
 Establishes and maintains effective relationships with
customers and gains their trust and respect.
Acts strategically
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Motivates others
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Inspiring Team Members
Sets standards
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Achieves results
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Shows composure
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Has broad knowledge and perspective.
Is future orientated.
Sees ahead clearly.
Can create competitive and breakthrough strategies and
plans.
Is open to change and changing ways of thinking.
Creates a climate in which people want to do their best.
Can motivate many kinds of team and project members.
Empowers others by delegating tasks and decisions down and
sharing ownership and visibility.
Is someone people like working for.
Clearly assigns responsibility for tasks and decisions.
Sets clear objectives and defines what outstanding
performance in their area looks like.
Monitors process, progress and results and provides honest
and relevant feedback.
Effectively manages poorly performing team members.
Applies energy and enthusiasm to the achievement of the
organizational goals
Steadfastly pushes self and others for results
Effectively coordinates resources and people to achieve
planned results.
Monitors workloads and appreciates extra effort.
Shows strength of character and commitment in the face of
frustration or difficulty.
Remains optimistic and positive in all situations.
Is insightful about the impact of their behaviour on others.
Vitaco Job Description Territory Manager – Specialist
Created: December 2015
Review Date: December 2017
Approved by: Peter Downer, National Sales and Business Manager NZ Specialist Channel
-7-