Overview

Covering several assigned states or territories, the Territory Sales Manager’s (TSM) primary function is to generate sales revenue within their assigned territory through the development of all product specifications and sales, targeting commercial architects/designers, Distributors, GC’s, Contractors, and building owners. The ideal candidate will be a strategic thinker and planner with the ability to execute plans. Works hand in hand with the Vice President, Sales to coordinate and execute a strategic sales initiative for the territory. Collaborates with operational functions across the organization to provide a best-in-class customer experience.

Responsibilities

· Identifies project opportunities, leverage relationships with distributors, contractors, GC’s, Owners, and architects. Conveys product information and provides specification and product support to clients.

· Develops and maintains relationships with potential and existing clients.

· Identifies and locates new clients through a variety of methods including networking, cold calls, Dodge leads, all while maintaining current client accounts.

· Develops and implements strategies for sales in an assigned region or industry segment.

· Gains thorough understanding of technical products to be sold.

· Applies knowledge of the field and product features to match products to the needs of clients.

· Works with local installers to educate and support their efforts.

· Answers inquiries from clients concerning products, their uses, and the industry at large.

· Assists clients before, during, and after purchases to satisfy customer needs.

· Provides information, quotes, and other bid specifications to clients.

· Negotiates prices, terms of sales, and/or service agreements; prepares contracts and submits orders.

· Collaborates with internal departments, managers, and other staff to confirm that orders are processed with accuracy and efficiency and that products are manufactured and distributed properly.

· Prepares and reports results, status of accounts, and leads to manager.

· Uses CRM system on a regular and consistent basis as a sales tool to manage companies, contacts and opportunities throughout the entire sales cycle.

· Performs other related duties as assigned.

· Attends local AIA chapter meetings.

· Works with local builders associations.

Required Skills/Abilities:

· Prior experience in the promotion of specialty architectural building products targeting quality distributors, architects, commercial contractors, and related influencers/stakeholders.

· Employment history in a related field for a period of two (2) consecutive years or more.

· Excellent verbal and written communication skills.

· Excellent sales and negotiation skills.

· Organized with attention to detail.

· Demonstrated ability to build and maintain relationships with clients.

· Proficient with Microsoft Office Suite and CRM software.

· Travel overnight to meet with clients or potential clients will be required approx. 40%.

Advanced Qualifications

Under-graduate degree in Business, Marketing, Communications, Architecture, Design or similar.