Territory Manager-Southwest US

4 weeks ago

Glenview Illinois, United States ITW Full time
Job Description

PNA Construction Technologies is seeking a Territory Manager (TM) to develop and implement territory plans within the Southwest United States market. The TM will develop and implement a regional strategy designed to meet revenue and profitability targets and aligned to national initiatives. The TM will act as a trusted advisor to with late-stage concrete flatwork decision makers (e.g., engineers, architects, flatwork contractors) and will also have responsibility for channel management.  Collaboration with PNA Sales Engineers is required to understand a project’s design criteria facilitate specification of one of PNA’s innovative solutions.  Ongoing support of the end-customer and distributor may be required through the project bidding and building stages. 

 

Core Responsibilities:

Develops professional relationships with key concrete flatwork decision makers and influencers, architects/designers, distributors, and contractors, in concert with Sales Engineers to secure profitable business opportunities and increase market share growth within the targeted geography.  

Assists customers with questions and technical information about our systems.

Manages the territory’s distribution network to ensure contractor and end-user satisfaction.

Utilizes sales expertise to facilitate or accelerate implementation of proven PNA innovations into standard specifications.    

Delivers professional presentations to audiences of decision makers. 

Collaborates with SEs to recognize and leverage local, regional, and industry trends and to develop, execute, and measure specification and drawing change strategies that expedite implementation of innovation. 

Executes Buy-Cycle Funnel selling process and Company CRM to prospect, close projects and forecast sales.

Responsible for developing quotations for ‘80’ customers within the geography.

Provides continuous market insight of the territory by obtaining intelligence through multiple external and internal sources. Provides Voice-of-Customer feedback and insights to support CBI initiatives. 

Visits jobsites to identify product opportunities, educate construction personal on proper use and install of PNA products, and provide support.

Develops a proficiency to use ITW Business Principles and Toolbox to effectively analyze local markets and project opportunities.  

Competencies:

Commitment Gaining: Using appropriate interpersonal styles and techniques to gain acceptance of ideas or plans.

Customer Satisfaction Orientation: Supporting customers during the implementation of sales and throughout the relationship; seeking and taking appropriate actions on customer feedback; resolving difficult issues in a timely and professional manner; taking responsibility for customer satisfaction and loyalty.

Balanced Risk Taking: Initiating action that tries to achieve a recognized benefit or advantage when potential negative consequences are understood.

Partnership Building: Identifying opportunities and taking action to build strategic relationships between one’s area and other areas, teams, departments, units, or organizations to help achieve business goals.

Sales Ability/Persuasiveness: Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.

Trust Building: Interacting with others in a way that gives them confidence in one’s intentions and those of the organization.

Adaptable: Modifying one’s own behavior to accommodate tasks, situations, and individuals involved.

Engaging: Creating a good first impression, commanding attention and respect via confident delivery.

Collaborative Mindset: Appreciating the varied perspectives involved in an innovation implementation effort such that persuasive arguments for adoption of change are made to achieve buy-in from all levels of decision makers in the concrete flatwork space.

 

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