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Territory Sales Manager-Building Materials-Northeast

Century Associates
Boston, Massachusetts, United States
November 11, 2016

Philadelphia to Boston Territory

• Responsible for sales activities for solid surface products with potential future responsibility for a broader portfolio of products and segments.

• Execute the sales and marketing plan for the profitable growth of the business.

• Responsible for the sales territory profitability performance against plan, accountable for achieving agreed upon goals for sales, profit, other financial metrics, and completion of assigned action plans.

• Develop and maintain a market database including competitive analysis, market structure and size, market segment analysis, relative pricing, distribution channels, and value proposition.

• Investigate and develop new market opportunities in line with defined global marketing strategy.

• Develop sales channel and account strategies to identify sales/development opportunities to expand/grow our position with the customers.

Develop, implement and manage all Northeast US sales focused activities to maximize profitable sales.

• Optimize profitability of the Northeast US business through the implementation of sales territory strategies and pricing as agreed with the Eastern North America Sales Manager. Territory covers Northeast, primarily I-95 corridor Philadelphia to Boston. Define and implement the territory distribution strategy to optimize profitable sales.

• Utilize corporate CRM to manage commercial project pipeline and target account activity, maintaining a business pipeline corresponding to the financial Business Plan for the territory

• Provide sales support for Southeast US distribution network including marketing and technical training and assistance, joint sales calls, pricing guidance, and performance metrics review as necessary.

• Develop and maintain key customer relationships.

• Define and support implementation of key account strategies and specific growth initiatives at key accounts for growth and partnership development.

• Recommend and manage pricing consistent with business goals, but reflecting the competitive situation, growth strategy, and market price points.

• Maintain close communications with key functional areas including Product Management, Marketing, Manufacturing, Supply Chain, R&D, and Finance to ensure a high service level and optimum profitability in the region.

• Provide regional inputs to the Sales & Operations Planning, forecast, and budget processes.

• Manage expenses within the defined budget.

Investigate and develop new market opportunities in line with global marketing strategy to grow profitable sales.

• Identify market needs for new and existing products and work with Marketing, R&D and Product Management to fill need. This includes potential new products, identification of product and market trends, pricing, significant competitive actions, etc.

• Establish relationships with new customers in targeted market segments as defined by marketing.

• Work with Marketing to develop sales promotion tools and communication plans consistent with value proposition and overall brand.

• Monitor and report on competitive activities.

Manage assigned accounts.

• Grow profitable sales at assigned accounts.

• Develop strong multi-level relationships at assigned accounts.

• Develop opportunities for sales growth with existing and new products.

Performance Measures

• Development and execution of regional strategy

• Sales and profitability growth, measured in both in absolute dollar and percentage growth, and achievement of other financial metrics.

• CRM utilization and pipeline metric management

• Quality of inputs for development of global and regional business/marketing strategies.

• Forecast accuracy

• Expense management within defined budget

Desired Skills & Experience

• Local candidates are strongly preferred.

• Bachelor's degree or equivalent required and minimum 5 years field sales in building products or related industry.

• Experience required in selling, construction or building, commercial-new construction, architectural or design, solid surface. All of these experiences will be used in evaluating a candidate for this position.

• Must be capable of understanding specifications – ability to read blueprints is a benefit

• Project development and management are essential requirements.

• Must possess effective strong communication, interpersonal, and presentation skills.

• Understanding of the architectural products selling cycle is required.

• Possess a strong drive and motivation to succeed with a high entrepreneurial spirit.

• Comfortable using standard electronic communication and business analysis tools.

• Ability to work independently and manage time effectively

• Some overnight travel (60% to 70%)

• Microsoft Office Proficiency

• Ability to work with CRM system