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    Territory Sales Manager - Dallas, United States - Formica

    Formica
    Formica Dallas, United States

    1 week ago

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    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.
    Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities


    The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant.

    However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information.

    41 CFR c)
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