Territory Sales Manager

Role Overview

• Interact and partner with other sales reps to drive improved specifications and win rates.
• Develop and execute territory plans and objectives; including distributor plans for market development.
• Leverages competitive selling advantages through the selling process, providing consultative solutions that are specified and converted to orders for products.
• Balance selling time to invest roughly 40% of time with key specification influences (architects/owners); 40% with General/Main/Installation Contractors; and 20% with distributors.
• Assist and educate contractors on how to properly install our ceiling systems.
• Regularly identifies, qualifies and converts new project leads into their project tracking system focusing on high profile, probability & opportunity value.
• Tracking 40-60 new construction and renovation projects at various stages in the construction process; Spec/Track/Close; minimum 15 Top Promotional Opportunities (TPO’s) in the specifications stages; and 15 Top Opportunities (TO’s) in the Bid/Tender/Award/Closing stages.
• Consistently use Project Tracking System (CRM/SFDC) to capture their project follow-up activities and maintains active pipeline (estimated quantity, value and probability of closure). Constantly update projects so that accurate forecasting can be done (target is 90%+ accurate).
• Influence the design choices on key projects using the total product portfolio (mineral fiber, grid and architectural specialties) to create value in the design/specification of multi-product solutions. Strive for spec ratings of 4-5.
• Collect and share market and business insight on competitors, trends, product opportunities or other strategic information that will help meet business goals.
• Functional expert on competitive products; understanding their strengths and weaknesses.
• Understand the building process and how other services integrate with ceiling systems. Constantly look to self develop these skills by interacting with ceiling installers and installers of other trades.
• Promote new products that lead to improved mix and market development.
• Able to effectively apply and promote selling advantages (vs competitive weaknesses) and communicate in terms of value added to customer needs (architect, owner or contractor).
• Identify, plan and execute opportunities for developing distributors; assisting with their distributor plans, lead project follow-up, expediting claims and responsible for the overall relationship.
• Responsible for effectively and proactively managing customer complaints in order to optimize the Total Customer Experience (TCE).
• Participate in individual and team learning development initiatives.
• Execute sales effectiveness on both an individual and member of the entire project selling team.
• Position integrates into formal sales career progression process that requires competency at three levels of sales effectiveness, and is performance-based, not time-based, for promotion purposes.
• Carry out all duties safely and with consideration of environmental impact, understands and work within the company values, compliance system and Code of Business Conduct.
• Carry out other duties in the company’s interest as agreed with management.

Requirements

• Bachelors’ degree and above, preferable in Civil Engineering & Construction Engineering, construction management, architectural design or business
• Relevant sales/building industry experience; ability to read CAD & understanding technical drawings is preferred
• At least 3 years sales working experience in related industry

Tech Stack

• SFDC

Benefits

• Flexible working hours
• Extensive training
• Competitive salary
• Attractive range of company benefits