Territory Sales Representative - Napa
8 hours ago
Job description
Central Valley is a leading family-owned and operated building supply company with eight locations throughout Northern California. We have been in business since 1955 and have grown to become one of the largest regional suppliers of building and agricultural products in the United States. Central Valley has been voted among the Best Places to work in the North Bay by the North Bay Business Journal. We are currently seeking an experienced Territory Sales Representative.
The Territory Sales Rep drives profitable sales growth within the assigned local market where Central Valley operates. This role is responsible for developing new business and growing existing customer relationships by providing product solutions within defined customer segments and product categories. The position works independently in the field while collaborating closely with internal teams including Sales Support, Operations, Marketing, and Purchasing to deliver exceptional customer outcomes.
KEY RESPONSIBILITIES:
- Achieve or exceed assigned sales, margin, and growth targets within the territory.
- Focus on assigned market territory. Request management approval for special circumstances to contact a customer outside of market territory.
- Prospect and develop new customer relationships to expand market share.
- Grow existing customer accounts through regular contact, relationship building, and solution-based selling.
- Expand professional network by participating in industry events, joining building trade associations, and maintaining relationships with local municipal building officials (permitting, planning, inspections).
- Maintain accurate records related to permitting activity, prospecting, and pipeline development, report on activity during weekly and monthly sales meetings.
- Provide jobsite support to customers by resolving field issues, ensuring proper product usage, and reducing product returns.
- Actively identify and develop project opportunities by leveraging relationships with General Contractors, Developers, Home Builders, and Framers; serve as a connector between stakeholders.
- Schedule and conduct customer meetings independently and jointly with sales management as appropriate.
- Conduct semi-annual business reviews with top customers, including performance analysis, growth opportunities, and future forecasting.
- Manage customer relationships with transparency and regular communication with sales management.
- Adhere to established pricing guidelines, sales policies, and ethical business practices.
- Follow up on quotes, gather competitive intelligence, and close sales opportunities.
- Prepare job quotes independently or partner with Sales Coordinators to complete complex estimates.
- Collaborate with Buyers and Purchasing to understand inventory levels, demand trends, and upcoming project needs.
- Make proactive recommendations to Purchasing to ensure inventory coverage for anticipated customer demand.
- Maintain a "company-first" mindset by professionally representing Central Valley and promoting the full range of company products and services.
- Ensure customer accounts payment status is current and assist A/R with any necessary collection efforts
Requirements
KNOWLEDGE/SKILLS:
- Strong knowledge of assigned territory customers and market dynamics.
- Solid understanding of the construction industry and building processes.
- Working knowledge of lumber and building material products and applications.
- Awareness of competitive landscape, pricing trends, and market conditions.
- Ability to understand and communicate the nuances of the building profession.
- Excellent relationship-building, communication, and problem-solving skills.
- Strong time management and organizational abilities.
EDUCATION/EXPERIENCE:
- Minimum of 3 years of outside sales experience required.
- Preferred: 2 or more years of experience in construction, lumber, or building materials sales.
- Valid Class C Driver's License required with no more than one point on driving record.
- Ability to travel regularly within assigned territory.
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