Territory Manager

About Your Future with Distribution International

Are you looking for a career with an industry leader that drives the future of energy-efficient insulation and building material products? Is being part of a company that is recognized as a "Great Place to Work" of value to you? Look no further At Distribution International, you will be part of a diverse and inclusive team that reflects our values of integrity and innovation by delivering solutions that make a difference in the communities we serve. Here, you are part of a company that rewards your contributions and encourages you to take ownership of your career.

Job Description

Build your future with TopBuild, where talent meets opportunity TopBuild Corp. (NYSE: BLD) is the leading installer and distributor of insulation products to the United States construction industry. Shannon Global Energy Solutions, a subsidiary of Specialty Distribution Group, is a leading North American specialty manufacturer of replaceable, reusable insulation blankets, of mechanical insulation and related accessories for the industrial and commercial end-markets. In addition to the distribution of a wide range of insulation products, Shannon Global Energy Solutions provides custom fabrication services to provide its customers with a single-source solution.

At Shannon Global Energy Solutions, we go where our Sales team takes us. As the Outside Steam Specialty Sales Representative you would be responsible for the development and performance of all sales representatives in your assigned region and ensure their clear understanding of the company vision and mission statement. Training, leadership, strategic planning, and monitoring sales activities within your region are just some of the hats you'd wear in this role. This role is crucial to ensure that our Sales teams are strong, efficient, and leading our company to success.

If you are a reliable team player with a desire to work safely in a fast-paced environment, then we want you to APPLY NOW

THIS IS A SAFETY SENSITIVE POSITION.

Do you have what it takes?

As the Outside Steam Specialty Sales Representative you will be responsible for the management of a specified marketing region, demographic or account. The OSSSR has complete oversight on key marketing decisions within the territory and territory marketing regions. The OSSSR will manage and support sales and marketing performance generated by key house accounts, re-sellers, contractors, and exclusive sales representatives with defined selling regions. The OSSSR will prospect new and upcoming accounts, markets, and applications to improve sales performance and profitability within the specified marketing region, demographic or account. The OSSSR will work closely with, the (EM) Engineering Manager, (PM) Project Manager, (DD) Design - Drafter, Sub-Contractor, Installer and Customer, to execute and complete sales projects according to the established "Work Order-Project Plan" derived from and modified from the Filemaker Database. The OSSSR will develop a comprehensive sales & marketing plan to assure both continuity and success within the territory. This individual will also assess, strengths and weaknesses through a hands-on, face to face selling approach, building relationships through professional engineering associations, tradeshows, direct sales calls, specification development, energy services, acoustic survey services, sub-contractors, program development, OEM relationships and key exclusive sales representative partnerships and relationships. The OSSSR is responsible for meeting long and short selling goals within the selling territory.

Position Requirements:

The OSSSR must have one attribute of the following, to qualify for the role: at minimum, a two-year college degree in an engineering technology field (Industrial or Mechanical Engineering Technology, associate in applied science, A.A.S.). This individual must have at minimum, 3-5 years' experience in the use of Board Drafting and some expertise in AutoCAD in addition to possessing a working knowledge of piping mechanical systems, coupled with flat pattern layout of blanket insulation. The OSSSR will have the "Hands On" mechanical drawing skills necessary for obtaining field geometry take-off information. The OSSSR must be able to carry out the physical responsibilities for site work and willing to travel anywhere within the designated sales territory, with reasonable expectations regarding travel. A valid driver's license is required.

Planning:

The OSSSR must execute the following:

A Strategic Sales & Marketing Plan for the complete sales territory (OEM, Reseller, Exclusive Sales Reps, House Accounts, Contractors, ESCO's) Sales Market Forecast per Demographic, Account, Region, State (Estimated to Actual). Sales Market Forecast for each exclusive Sales Representative (Estimated to Historical Actual). Sales Market Forecast for the entire Territory (Estimated to Historical Actual). Quoted - Sales Market Forecast for the entire Territory (Estimated to Historical Actual) Projected closure rate, success rate for each demographic. Schedule & Budget: Tradeshows, Conferences, Engineering Association Meetings, Sales Training.... Etc. Schedule & Budget: Print Advertising, Joint Marketing Efforts / Partnerships. A Sales & Marketing Budget as defined by the company controller (Trip Count (Face Days) / Region, Trip Cost / Region, Annual Schedule of Trips / Region-Account). Meet with the (SM) Sales Manager to discuss and review the Strategic Sales & Marketing Plan.

Project Sales Execution:

The OSSSR must execute the following:

Know and understand all Terms & Conditions of each project, expressed and implied commitments, all customer expectations, and schedules (Address all deficiencies prior to accepting the project (NQC), contract or sales order). Communicate to the (ISM) Inside Sales Manager, (EM) Engineering Manager, (PM) Project Manager all expressed and implied commitments, all customer expectations, and schedules. Communicate all details of the project, contract, or sales order. Consult with the (EM) Engineering Manager on scheduling to optimize (DD) Design/Drafting inputs to meet targeted objectives. Communicate with the (DS) Drafting Supervisor & (P) Planner required expectations on completion dates. Ensure timely, accurate entry of data (Notes) into the CRM Software, with periodic auditing of measured inputs to assure accuracy. Assist the (PM) Project Manager or (DD) Design - Drafter with site take-off / Tagging and field service support if needed. Review the "Work Order-Project Plan" to make sure that the estimated schedule can or will meet customer expectations. Assist the (PM) Project Manager with customer follow-ups for punch-list, reworks and provide continued support in the event of a post-shipment product non-compliance. Assist with "Change Order-As Builds" to the sales order with written approval from the customer. Communicate with the Customer and (PM) Project Manager a "Project Close-Out" with written acceptance and approval for payment. Schedule and execute a "Post Project Review" to finalize the project and assess potential opportunities. Enter Notes, Sales Funnel Follow Up, Meeting Notes and manage follow-up calls etc. in the CRM. Utilize the CRM to maintain the Face Day Schedule.

Organization & Leadership Responsibilities:

The OSSSR must execute the following:

Must know, understand, and demonstrate support of The Company Performance Management Program, principles & processes regarding interaction and activity-based supervision of peer and junior contributors. Understand and support compliance with company policies and procedures. Engage with all customers, always employing professionalism, representing the company, and unconditionally maintaining clear ethics in all actions and interactions with customers and subcontractors. Travel requirements of 2-4 days per week, face to face contact with customers across the Territory and Sales Regions. Must exemplify senior position leadership in the absolute support of company policies, procedures, and employee programs specifically to include performance management and compensation management programs. Must contribute objectivity-based input to individual employee performance, no opinions but factual constructive input. Must demonstrate by personal performance, the importance and objectives of company policy, procedures, and performance. Where necessary, partner with other territory managers to jointly support marketing efforts.

Performance Measurements: Company

Goal / Actual - Booked & Invoiced Sales

Company - Gross Profit / Net Profit

Company - Net Profit

Database Driven - Quoted / Booked Sales

Sales Funnel

Performance Measurements: (STM) Sales Territory Manager

Goal / Actual Booked / Invoiced Sales

Project / Customer - Gross Profit / Net Profit

Database Driven - Territory Quoted / Territory Booked Sales

Closure Rate

Sales Funnel

New Accounts / New Customers

Territory: To include a minimum of: MI, OH, PA, NY, VT. NH, ME, MA, RI, CT, NJ, DE, NJ, MD, VA.

Markets: Exclusive Distributor Reps, End Users, OEM's, ESCO's, Contractors, House and Shared Accounts, HVAC, Commercial, Industrial, Primary Steam Users, Steam Specialties, ECM (Energy Conservation Measures)

Applications: Mechanical Equipment, Chillers, Pumps, Steam Fittings, Process Systems, HVAC Equipment, Steam Systems

• Work directly with the sales representatives and customers in the field by assisting on sales calls while providing constructive feedback to further develop the skill sets of each sales representative
• Provide leadership, strategic planning, and monitor all sales activities to ensure the district organization achieves maximum profitability and growth in line with the company vision and goals.
• Recruit, select, train, assign territories, schedule field time, coach, counsel, and implement corrective action (if necessary) for associates in assigned territories
• Establish sales objectives by forecasting and developing annual sales quotas for district and territories
• Work closely with sales representatives to project expected sales volume and profit for existing and new customers
• Ensure that plans are followed by sales representatives to ensure all goals are met
• Work with all operating divisions that support the sales organization to create and ensure a collaborative work environment
• Continually grow the sales penetration and opportunities within the assigned territory
• Establish and maintain positive customer relationships
• Directly responsible for the management, planning, and administration of sales and distribution of a designated sales territory
• Analyze and report market trends
• Manage sales, profit, and operational expenses for designated sales territory
• Maintain clear and complete sales reports for management review

What qualifications do you need?

• Technical Degree or Bachelor's degree in business, engineering or equivalent experience
• Five years of sales experience; two years of experience managing or supervising others
• Proficient in Microsoft Office, ERP, and CRM
• Proven experience with planning across departmental lines and collaborative decision-making
• Valid driver's license
• Ability to travel overnight 2-3 nights per week-up to 40 weeks per year
• Occasional bending, stooping, pushing, pulling and lifting up 40 lbs

Why work for Shannon Global Energy Solutions (A TopBuild Company)?

• Medical, Dental and Vision Benefits
• Paid Time Off
• 401(k) with a company match
• And much more

Compensation Range

Annually: $80,000.00 - $115,000.00

TopBuild Corp. (NYSE: BLD) is the leading installer and distributor of insulation and building material services nationwide. Distribution International is part of the TopBuild family of companies, which comprises of approximately over 450 branch locations across the United States and Canada. As a company, we actively engage in corporate social responsibility through our commitment to Environmental, Social, and Governance (ESG) practices. Additionally, we prioritize diversity and inclusion in our organization. If this interests you, we encourage you to join our company and find a variety of career opportunities awaiting you

TopBuild Corp. is an equal opportunity employer (EOE), this includes protected Veterans/Disability. The employee must be able to perform the essential functions of the position. Upon request and absent undue hardship, reasonable accommodation will be offered to enable employees with disabilities to perform the essential functions of the job.

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