Territory Sales Manager

3 weeks ago

Tampa, Florida, United States Cornerstone Building Brands Full time
Job Summary

The Territory Sales Manager is responsible for effectively managing designated territory and supporting a designated sales team in their efforts to grow sales revenue while professionally representing Cornerstone Building Brands. This role involves prospecting, qualifying, selling, supporting, and developing an account base. Additionally, it provides pre-sales and post-sales support, performs sales and account management functions to achieve and exceed quotas, conducts customer account development training, identifies and contacts potential customers, creates proposals, and executes company sales strategies. The Territory Sales Manager also participates in customer trade shows and exercises proper and complete sales resource utilization to assist in securing new business.

Key Responsibilities

• Develops and grows established accounts
• Services 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
• Provides sales administration and historical records
• 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
• Performs other duties as assigned

Requirements

• 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
• Solid time management 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 (50%+)

Why Work for Cornerstone Building Brands?

Our teams are at the heart of our purpose to positively contribute to the communities where we live, work, and play. Full-time team members receive medical, dental, and vision benefits starting day 1. Other benefits include PTO, paid holidays, FSA, life insurance, LTD, STD, 401k, EAP, discount programs, tuition reimbursement, training, and professional development. You can also join one of our Employee Resource Groups, which help support our commitment to providing a diverse and inclusive work environment.

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