Territory Manager (Southeastern States)

POSITION SUMMARY

The major objective of the Territory Manager – Gypsum Products is to support the profitable sales growth of CertainTeed’s portfolio of gypsum products and systems by generating sustained demand within their territory.  This is accomplished through sales and promotional activities targeted at positioning CT as the preferred choice among contractor and distribution customers.

Additionally, this position is responsible for providing service to assigned customer base that is consistent with, and in support of, the five Saint-Gobain attitudes that represent our heritage and ambition. Cultivate Customer Intimacy, Act as an Entrepreneur, Innovate, Be Agile, Build an Open and Engaging Culture.

RESULTS

ESSENTIAL ACTIVITIES

• Operates in a safe and environmentally conscious manner, providing Preferred Service and Preferred Quality to our customers
• Develops and implements territory strategy consistent with the overall U.S. Gypsum Policy Deployment Strategy and overcome the Must Win Battles.
• Track and manage all sales volume commitment by state, customer & branch on a daily basis in order to achieve overall monthly forecast.
• Develops effective working relationships with distribution yard managers (up to 60% of time), contractors (up to 30% of time), and architects/specifiers (up to 5% of time) creating “pull-through” demand. Subsequently working with distribution customers to close related sales.
• Actively targets and tracks construction projects from planning through bidding phases to maximize closing rates using company provided tools such as McGraw-Hill Network, SpecShare, etc.
• Provide technical support to all customer audiences; establish credibility as solutions oriented, industry expert
• Digital Usage, placing an emphasis on relationship­-based sales to increase customer retention, satisfaction, and new opportunities through the effective use of SalesForce.com and Net Promoter Score
• Performs market sensing functions and provide VOC reports on customer needs, and market intelligence/trends by documenting in SFDC. Daily documentation of sales activities in SFDC.
• Manages market price by customer, channel, mode/mix and SKU to maximize profitability. Monitors competitive market pricing and, where applicable, presents documented price approval requests to manager in strict accordance with legal requirements and company guidelines. 
• Conducts/participates in sales promotion and educational meetings with architects, contractors, applicators, and distributors’ personnel. Assist in the planning and conducting of contractor audits
• Participate in, and promote CT’s “Building Solutions” program to support Cross-Business Unit growth
• Identify, qualify and develop new account prospects consistent with overall company strategy
• Promptly investigates customer complaints, prepares reports and make recommendations to supervisor for timely settlement.

OTHER DUTIES AND RESPONSIBILITIES

• Performs timely review and updates of pricing in support of and responsible for invoice accuracy
• Administrative functions as directed by management (e.g., reports, expense management, customer info, data quality etc.)
• Performs other related duties and responsibilities as needed and / or requested by management.

MINIMUM KNOWLEDGE AND SKILLS REQUIRED

Requires a Bachelor's Degree in a related field of study, or the equivalent training which will provide a working knowledge of the regulations, practices and procedures concerned with outside sales activities for the construction industry. 

Three plus years of related experience in applying this knowledge in daily sales activities such as managing customer relationship, sales presentations and the closing of sales.

Strong communication and interpersonal skills required.  Demonstrated ability to establish rapport and build quality relationships through networking.

Proficient in Spanish preferred.

Negotiation skills, problem solving abilities, and presentation skills a must. 

Proficiencies in MS Office applications (Word, Excel, PowerPoint, Outlook) are also required.
 

FISCAL RESPONSIBILITY

Manage expenses to budget

SUPERVISORY RESPONSIBILITY

No direct reports.

WORKING CONDITIONS

Majority of time spent at customer sites in the field visiting with existing and prospective customers and influencers.  Travel primarily via company car in strict accordance with company fleet policy.  Up to 30% overnight travel.

PHYSICAL DEMANDS

      In manufacturing and construction environments, must be capable of wearing personal protective equipment        necessary to comply with government and company safety standards.  May require some tasks that include          walking, bending, twisting, gripping, stair and ladder climbing, navigating rough terrain and lifting up to 30 lbs

The above declarations are not intended to be all-inclusive of this position’s duties, responsibilities and requirements to do this job. They are intended only to describe its general nature.                                                                                                  Revised 4/2/07