Territory & Account Coverage Specialist

As a Territory & Account Coverage (TAC) Specialist at Softchoice, you will play a critical role in the success of our Sales organization. Reporting to the Manager, Territory & Account Coverage, your primary focus will be partnering with sales leadership to optimize business performance, drive growth, and improve productivity across your assigned sales channel.

You will develop strong working relationships with Sales Leaders within your channel, earning a seat at the table to create mutually beneficial solutions that support both the needs of our sales teams and the company’s strategic objectives. Collaboration is essential, as you will work closely with your manager to drive both the strategy and execution of territory and account coverage initiatives, while incorporating field-level insights and qualitative input from sales leaders.

Primary Responsibilities

• Support the development of annual sales representative quotas and territory planning for your assigned sales channel. Partner with your manager to create and present the bottom-up planning approach to sales leaders, explain the methodology and calculations, gather qualitative feedback for adjustments, and execute the final plan upload.
  
• Leverage data from sales systems to perform analyses and inform territory and account coverage decisions that support Sales and align with company objectives. Provide insights and feedback to the Planning team to help shape future planning strategies.
  
• Conduct regular territory analyses, including evaluating current territory size, coverage, and potential within target segments and accounts. Develop recommendations based on findings, review them with your manager and sales leaders, incorporate qualitative input, and execute approved adjustments.
  
• Support an ongoing territory and account coverage review cadence with sales leadership to assess territory health, identify opportunities to improve coverage, and implement necessary adjustments.
  
• Collaborate with Reporting, Customer Master Data, and other cross-functional teams to drive business process improvements, including workflow enhancements, automation initiatives, simplification of manual tasks, and reporting optimization.
  
• Assist with and lead special projects and perform other duties as required.
  

Requirements

Key Competencies

Education

A college diploma or university degree is a strong indicator of the critical thinking, analytical, and communication skills required to succeed in this role.

Experience

• 3+ years of experience in Sales Operations, Revenue Operations, Business Analytics, or a related field.
  

Core Skills

• Strong interpersonal skills with excellent verbal and written communication abilities.
  
• Advanced data analysis capabilities, including strong proficiency in Excel and experience with reporting and analytical tools.
  
• Demonstrated ability to analyze performance data critically and draw actionable, business-focused conclusions.
  
• Self-starter with exceptional time management skills and the ability to prioritize effectively in a deadline-driven environment.
  
• Sound decision-making skills, with a proven track record of thorough preparation, execution, and follow-through to ensure issues are fully resolved.
  
• Strong technical aptitude, particularly with Power BI, Salesforce.com, and Anaplan.