Territory Manager

Role Overview

• Create and implement sales strategies across the Eastern U.S.
• Achieve sales goals with their team by effectively selling and communicating the company’s products and/or related services to existing and prospective customers.
• Focus on the pull through sales process by creating demand at the specifier, owner, and contractor levels.
• Supervise, manage and develop the Sales Representatives and Territory Managers in the region.
• Meet or exceed sales goals and objectives set by management.
• Execute System selling by presenting the Certa-Lok Product along with Standard PVC and PVC Fittings to create a PVC system with the end user.
• Create demand by educating on the features and benefits of Certa-Lok restrained joint PVC Product system to engineers, owners, municipalities, contractors, and wholesale distribution.
• Perform professional presentations or demonstrations of company’s products and services.
• Establish, develop and maintain business relationships with distributors, engineers, municipalities, contractors, and other key contacts within the assigned geographic territory.
• Build and maintain ongoing awareness of industry products and services, competitor activities and other research that can be shared with management.
• Evaluate marketing data by utilizing sales management software tools to maximize sales efficiency and effectiveness.
• Actively manage travel schedule to cover assigned territory in a time-efficient manner. Travel will be roughly 50% within sales territory.
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications and establishing professional networks.
• Drive Contractor Relationships with Distribution and Contractors through Sales representatives and territory managers to create pull through sales.
• Resolve customer complaints by identifying problems and expediting solutions.
• Provide management weekly market activity/results and monthly territory analyses.
• Work closely with distribution in order to forecast monthly sales volume.
• Strategically coordinate & train Sales representatives and Territory managers to create a best in class level of service from the sales management side.
• Coordinate sales efforts with sales management, accounting, logistics, engineering, manufacturing and customer service groups.
• Analyze the territory/market’s potential and determine the value of existing and prospective customers to the organization and value/volume model.
• Plan and organize sales strategy by maximizing the Return on Time Investment for assigned territory.
• Participate in local, regional and national trade shows.
• Ensure that databases are current and updated with accurate customer information.
• Drive territory managers to maintain and coordinate a major bid strategy and maintain a bid calendar.
• Provide Territory Managers with a timely response on price adjustments for local markets.
• Execute the timely preparation of all sales reports, expense reports and assigned projects.

Requirements

• Minimum of 5 years of sales management experience
• Bachelor’s degree, preferably in business or related field
• Experience managing a successful sales team
• Self-starter, motivated, team focused and results driven
• Strong presentation, organizational, and time management skills
• Demonstrated track record of exceeding corporate goals
• Excellent verbal and written communication skills
• Strong technical skills and aptitude; ability to present technical concepts with hands-on demonstrations to customers
• Ability to travel within assigned geographic territory
• Valid driver’s license and good DMV record
• Ideal candidate will reside inside of the territory that they are managing.
• Job can require up to 60-70% travel.

Benefits

• Westlake offers you the potential to enrich your work life and career experience in an entrepreneurial environment.