Territory Sales Manager - Dallas, United States - Formica

    Formica
    Formica Dallas, United States

    3 weeks ago

    Default job background
    Full time
    Description

    The Territory Sales Manager (TSM) is responsible for finalizing details of and closing sales within his/her assigned Territory – including pricing, quantities, material specifications, Collections (as needed), and shipping/delivery.

    3. Job Description

    The TSM is the primary owner of the relationship with the Cut Stations, Distributors, Homebuilders, Home centers, Kitchen Studios and Multi-Family accounts within the assigned territory, with the key role of finalizing and closing sales for Hartson-Kennedy Inc. The TSM will work collaboratively with the Inside Sales staff and Customer Service Teams to manage accounts as required. A strong knowledge of the construction project activity in the territory is critical to identifying and capturing leads to drive sales and profitability for Hartson-Kennedy and their partner Cut Stations, Distributors, Homebuilders, Home centers, Kitchen Studios and Multi-Family accounts. Keen knowledge of the Hartson-Kennedy Inc. product portfolio, and importantly its feature and benefit profile relative to the competition is key to building Hartson-Kennedy Inc. share and thought leadership.

    4. Roles/Responsibilities/Accountabilities

    Key Roles/Responsibilities/Accountabilities

    · Finalize and close sales with target accounts – Cut Stations, Distributors, Homebuilders, Home centers, Kitchen Studios and Multi-Family accounts, within assigned territory to achieve/exceed financial objectives including sales, share, and profitability

    · Identify and develop target accounts by creating a value proposition for Hartson-Kennedy Inc. to capture selling opportunities/leads in assigned territory that leads to the closing of projects for Hartson-Kennedy Inc.

    · Utilize a pre-call planning and post call follow-up approach to all customer activity, and documents activity in weekly call report documentation – ensuring activity is accurate and up-to-date.

    · Identify and understand competitive landscape, report activity, pricing, and competitive nature within the assigned territory.

    · Accurately prepare monthly demand forecasts as well as structured and ad hoc market reports, and track performance to deliver/exceed the territory sales plan.

    · Maintain current product and program knowledge – both Hartson-Kennedy Inc. and competitive information – to effectively present Hartson-Kennedy Inc. programs and products to customers to close sales; is able to use facts, data, and information to effectively overcome barriers to close sales

    5. Work Relations (The most important work relationships with internal and external partners/ customers)

    Internal:

    External:

    § General Manager of Sales and Marketing

    § Inside Sales Staff

    § Customer Service

    § Credit Department

    § Cut Station Sales Representatives

    § Distributor Sales Representatives

    § Project Managers

    6. Expected Knowledge and Skills (education, skills, experiences and personal characteristics necessary for success in this position)

    Capabilities

    · Leads by example; ability to motivate others to achieve results

    · Excellent (verbal and written) communication, interpersonal, negotiation, analytical, problem-solving, and judgment skills.

    · Ability to collaborate and coordinate across the internal organization (Field Sales, Marketing, Legal, etc.)

    · Knowledge of computer systems/programs.

    · Demonstrated ability to organize and manage time.

    · Knowledge of local markets preferred.

    · Demonstrates the ability to provide solutions to customer needs in a win-win fashion.

    · Must be able to present a value proposition and overcome price discussion/negotiation.

    · Effectively balances internal relationships with external customer demands.

    · Demonstrated sales ability.

    Education/Experience

    Bachelor's degree in Business or other related area (or knowledge ordinarily acquired from BS/BA degree) plus:

    · Minimum of 5 years of experience selling products related to the construction and building industry.

    · Background in construction materials.

    · Previous Business-To-Business sales experience.

    · Ability to perform job duties remotely.