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A day in the life of a top Territory Manager at Frucor

Thierry Huet
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Six Degrees has been fortunate enough to develop a true business partnership with Frucor Beverages over a number of years, placing in excess of 50 roles across sales, marketing, category and shopper. 

Our team strategically sources unique talent and develops pipelines across high-demand roles nationally specifically to meet Frucor’s needs.

Frucor is an amazing company to work with, they are market leaders in many categories and own a portfolio of recognisable brands, such as V Energy, Maximus, Ovi, Lucozade and Ribena. Their company culture is incredibly strong, so much so that they have a substantial list of awards, including being recognised as an Aon Hewitt best employer – three times!

As a relatively new member of the Six Degrees team I had the opportunity to assist on the Frucor account. I wanted to make sure I really understood the business and the culture so when I was talking to talent about the business I was able to act as a brand ambassador and accurately represent the brand.

My mentor, Jordana Jacklin, has an extraordinary relationship with all her clients and in particular Frucor, so she recently organised for me to spend a full day with Ryan Bougie, a top Frucor Territory Manager.

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The purpose:

  • Understand what an excellent Frucor Territory Manager does day to day.
  • Learn as much about the business as possible so I could accurately represent the brand.

I have successfully recruited many Territory Managers over my time as a recruitment consultant, but spending the day with Ryan changed my perception of what it takes to be a high performer at Frucor and a great Territory Manager in general, and let me tell you it is no easy feat.

It was a hot, sticky morning in the middle of the week when I joined Ryan. Immediately I thought to myself, ‘he has another two days of this weather to endure’. But this did not seem to faze him at all. Ryan had bags to carry containing marketing material, samples, lunch, water and more which meant some serious weight and some logistical juggling. I remember thinking ‘this is going to be a long, hard day but I’m ready’.

Ryan and I spoke to over 50 different retailers that stock Frucor beverages that day! It was fast paced, exhilarating, hard work. I loved the face-to-face interaction with clients and relished in the opportunity to truly understand the role from the frontline.

Ryan had a great day planned for me, which focused on:

  1. Selling in new lines – V double espresso was really popular that day!
  2. Establishing point of sale material and additional marketing collateral; we were successful in securing a wide range of branded coasters and buckets to a brand new, up market bar and bistro!
  3. Reordering stock
  4. Contract renewals

Despite the weather, Ryan worked at an incredible pace, even with me tagging along, asking question after question. Ryan even said I was a nice addition to the team!

Within the first hour I had already picked up on what makes a good territory manager; emotional and physical resilience.

Fast forward to the end of the day and I discovered, the high level of organisational skills and impromptu problem solving, teamed with an overall charismatic approach is required to be an excellent Territory Manager. Ryan really surprised me and he is a testament to Frucor’s training and development program. I have come away from the experience with an authentic outlook on what makes a great Territory Manager.

Thierry Huet

Consultant

Thierry specialises in the recruitment of territory managers, business development managers, field sales managers, account managers and national account executives across NSW and QLD.  Feel free to give Thierry Huet a call on 02 8024 7103 or send him an email.