Territory Manager- Technical Specialist

2 weeks ago

Lakeland, United States Painters Supply & Equipment Full time

Job Type

Full-time

Description

The Territory Manager - Technical Specialist of Industrial Coatings, services customers in the Industrial, Commercial, and Architectural Coatings market and is responsible for targeting, soliciting and securing new business, maintaining and growing accounts, learning and understanding product lines, preparing/creating sales related documentation, while building and maintaining customer relationships

Requirements

SALES

  • Work with leadership to target specific large and strategic accounts along with large potential strategic products to add significant value to the company. Efforts will be specific in nature with the intention of adding maximum return and value to the company by maintaining and growing accounts.
  • Targets, solicits and secures new business.
  • Gains and maintains knowledge of market and actively competes/works to increase market share.
  • Coordinate outside sales activities with Specialty Coatings Director, Region Manager, and Credit Department.
  • Develops strong partnerships with sales team, branch employees and vendor representatives.
  • Develops strong relationships with key decision makers.
  • Conduct sales calls and presentations to prospective and existing customers.
  • Maintains effective, ongoing interaction with all vendors, to maximize utilization of cost-effective resources.
  • Act as an account manager, to assigned customers, to support all aspects of account management; new product development, price management, accounts receivable and all other general requirements involved in managing an account for distribution. (20%)
  • Familiarize self with all products, to include application and preparation processing.
  • Act as a technical consultant, supporting existing account managers, but participating in joint calls and assist in targeting new business through new technologies and new products.
  • Learns, understands, and can explain product lines.
  • Assists customers with product selection and application, to develop expert relationships.
  • Develops sales presentations and promotions to facilitate growth within existing account and to develop new accounts.
  • Conducts product demonstrations with customers and factory representatives. Develops target accounts and plans/achieves goals.
  • Delivers exceptional service to customers by understanding and proactively responding to their needs.
  • Prepares/creates necessary documentation and reporting.
  • Prepares and submits accurate and timely activity reports.
  • Train, market, and support Color and Process Development by aiding in all current and new initiatives involving the specialist's area of expertise. This may include, but may not be limited to, assisting current employees with training on new products, developing new or better processes for existing requirements, and assist the color matching department to create the best finishes possible for our customer base.
CUSTOMER SERVICE
  • Investigates and follows up with all customer and Quality Management System concerns.
  • Monitors and tracks customer back orders and provides customers with technical and marketing training as needed.
MARKETING
  • Collects and maintains customer and territory information, records and activity.
  • Identifies current market competitors and performance levels.
  • Collaborates with vendors in planning, targeting, and market growth efforts.
  • Knowledge of Company competitive advantages, and identification of key opportunities.
  • Develops, implements, and maintains action plans to meet and exceed targeted revenue and profitability targets for new and existing customers.
  • Prepares sales call reports, proposals, forecasts and business plans.
MANAGEMENT
  • Controls expenses within projected budgets, maintains records and documentation for required submission as needed.
  • Actively researches General Industry and Commercial Coatings information through company training, trade journals, seminars etc.
  • Knowledge of sales goals and ability to formulate a plan of action to attain Company measures.
ADDITIONAL DUTIES
  • Attends and participates in all sales meetings.
  • Participates in special project assignments and completes additional duties as needed.
  • Assists in store operations during times needed, i.e. vacation, personal, medical absences etc.
  • Assists with inside customer service as needed, to include processing customer orders per QMS Work Instructions.
  • Conducts self in a professional manner to ensure exceptional quality and customers service expectations are met.
  • Ability to work all scheduled hours as needed. Performs other duties as assigned.
PHYSICAL AND TRAINING REQUIREMENTS
  • Required to lift and carry approximately 25-50 lbs. frequently and 75-100 lbs. on occasion.
  • Must be able to physically demonstrate paint and associated products by utilizing various product delivery systems.
  • Required Courses: RIGHT-TO-KNOW Training (U.S.)
  • Operates vehicle in accordance with all state, provincial and federal laws, while maintaining an acceptable personal driving record.
  • Must be licensed to operate vehicle in accordance with state, federal, and provincial law.
  • Must have acceptable driving record from DMV/MTO.
  • Must be able to pass a pre-employment drug screen. .
  • College degree and 5 years of territory management preferred.
PREFERRED EXPERIENCE:
  • Experience in Architectural, Industrial, and Commercial Paints & Coatings
  • Strong technical aptitude within General Industry and Commercial Coatings

OTHER REQUIREMENTS:

Ability to work all scheduled hours as needed. If usage of employee's own vehicle is required for company business, employee must obtain appropriate insurance per Company Policy. Employee must be licensed and able to operate vehicle in accordance with state law including commercial driver's license if required. Must have acceptable driving record from State Motor Vehicle Bureau and be able available for overnight travel approximately 15% of the time.

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties and skills required of employees so classified. Depending on the experience, training and their development, employee may be given more discretion in carrying out their responsibilities.

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