Job DescriptionThe role of the Territory Sales Manager is to effectively manage assigned territory accounts mostly in Western New York, supporting designated sales team in their efforts to grow revenue while professionally representing Cornerstone Building Brands surface and siding solutions. The role will prospect, qualify, sell, support, and develop an account base. Additionally, it will provide pre-sales and post-sales support; perform sales and account management functions to achieve and exceed quotas; conduct customer account development training; identify and contact potential customers, create proposals and execute company sales strategies; and participates in customer trade shows.
Position requires heavy travel (up to 75%+)DUTIES AND RESPONSIBILITIES- Develops and grows established accounts
- Service existing accounts, obtains sales orders and establishes new accounts
- Studies existing and potential volume by market segment
- Exercises proper and complete sales resource utilization to assist in securing new business
- Utilizes structured call frequency system to plan and organize daily work schedule in pursuit of existing and potential territory sale opportunities
- Conducts and/or participates in sales promotion and customer educational meetings
- Provides lead generation and follow through
- Recommends changes in pricing and adjusts pricing within established guidelines
- Evaluates results and competitive developments
- Resolves customer complaints
- Evaluates complaints, investigates problems, develops solutions; makes recommendations to management
- Submits annual sales forecast
- Conducts competitive analysis
- Gathers current marketplace information on competitor pricing, product, new products, service levels, merchandising techniques, etc.
- Customizes sales presentations
- Knows and exercises the proper techniques in preparing an opening, presenting, overcoming objections and concluding a presentation
- Submits weekly sales report or as required
- Handles forms and other lines of communication
- Develops and maintains customer profile and territory and account sales records
- May be required to perform AIA (American Institute of Architects) presentations
Qualifications- High School Diploma or equivalent; Bachelor's degree preferred
- 3 years proven direct sales experience, preferably in the building products industry
- A thorough knowledge of the building products industry and sales management experience in both the dealer, distribution, and/or two step channel of the business, dependent upon brand
- Problem solving and sales negotiation skills a must
- General knowledge of major competitive brands
- Strong communication skills
- Experience with sales planning, budgeting and T&E expense management
- Excellent verbal and written communications skills
- Strong problem solving and negotiation skills
- Adept at prioritizing multiple responsibilities
- Interpersonal and teamwork skills are essential
- Strong personal motivation
- Thorough knowledge of Microsoft Office applications including Word, Excel and PowerPoint
- Position requires heavy travel (75%+)
- Occasionally lift and carry product samples and materials weighing up to 20 pounds
- Occasionally travel to and navigate active construction sites and new residential build areas
- Frequently move throughout outdoor job sites as part of client engagement
- Meet with clients on-site in a variety of environmental conditions consistent with an outside sales role
Additional InformationThe US base salary range for this full-time position is $80,000 -$85,000 + bonus + medical, dental, vision benefits starting day 1 + 401k and PTO. Our salary ranges are determined by role, level, and location. Individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. (Full-time is defined as regularly working 30+ hours per week.)
