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Territory Sales Manager- Mid Atlantic

4 months ago

Philadelphia, United States Johns Manville Full time

Johns Manville is looking for a Territory Sales Manager to support the Mid-Atlantic market. This sales position is within our Building Insulation group and will be responsible for selling Johns Manville Fiberglass, Mineral Wool, Spray Foam and Polyiso sheathing products.


The ideal candidate will be near Philadelphia, D.C. or Baltimore. Travel is in the territory is required, which usually has1-2 nights per week of overnight travel. A company vehicle is provided.


Your Day-to-Day:

  • Prioritize and drive sales results within specified geography within assigned product lines
  • Work in conjunction with office-based account manager to acquire new accounts in all segments and channels in the building insulation business.
  • Grow and maintain relationships with key contractors, distributors and general contractors in each major market.
  • Promote and implement JM value-added selling model to channel partners and end users within territory
  • Leverage market opportunities from other JM construction products businesses for insulation share
  • Perform market share analysis and identify opportunities
  • Develop and implement target account strategies
  • Gather and share market intelligence
  • Solicit and work with architects, specifiers, and building owners to gain specification on JM insulation products
  • Develop strong relationships with customers (distributors, contractors, and owners) to understand what customers value and to find ways to meet their needs to profitably win their business
  • Partner with the Operations, Customer Service, and Marketing functions of the Regional Value Delivery Teams in creating and delivering value to our customers
  • Take ownership of assigned territory sales planning and forecasting processes and for developing and participating in the IS Sales, Inventory, Operating, and Planning monthly process
  • Implement marketing programs to achieve sales and market share objectives as well as prepare and issue reports as required
  • Using continuous process improvement methodology such as Six Sigma, evaluate existing sales processes to identify cost and variance reduction opportunities and coordinate process improvement initiatives with senior sales management
  • Assure legal compliance in the selling of all products/systems with applicable local, state and federal regulations
  • Manage and control budgetary process for their assigned territory
  • Lead the sales effort for new product commercialization launch efforts at specification and contractor segments in the assigned territory
  • May be required to perform other related duties as assigned


What You Bring to the Team:

  • Bachelor's degree with a minimum of 7 years sales experience
  • Experience and/or understanding with sales/marketing channels for building products.
  • Strong leadership skills
  • Proven track record obtaining sales goals, developing and managing people, building and maintaining high-level customer relationships.
  • Strong business acumen - understanding of entire value chain.
  • Basic financial skills
  • Excellent interpersonal, verbal and written communication skills
  • Excellent listening skills
  • Ability to be customer and market focused.
  • Solid problem resolution skills
  • Solid analytical skills to evaluate product lines, markets, customers, marketing programs and sales strategies
  • Ability to lead and manage multiple tasks.
  • Proficient in Microsoft Word, Excel, PowerPoint, Outlook
  • Ability to work independently and in a team environment.
  • Ability to interface at all levels of the organization, both internally and externally
  • Heavy travel required (30 or more days per year)
  • Must be able to drive a vehicle and carry a valid driver's license.
  • Primary work environment is typical of an office setting. The work environment in the field may be at a customer's facility or on a job site. May be exposed to environmental conditions of cold, heat, high noise levels, moving mechanical parts, heights, dust/mist/gas/fumes, extensive walking or climbing, etc.
  • May be required to lift, carry, push or pull up to and including 25 pounds