Sales Territory Manager - Spaces Market

Inpro•, PA

8h•Remote

About The Position

The Sales Territory Manager supports Inpro Corporation’s Corporate Values, Vision, and Mission while developing business and achieving or exceeding sales targets in Education, Hospitality, Government, and commercial markets. The role covers Philadelphia and Eastern Pennsylvania, and the incumbent must reside within the territory. It works remotely with inside divisional sales and national account representatives, coordinating efforts to serve customers and grow territory penetration. The manager plans and manages sales activity across architecture and design, construction, and facility contacts; prospects for new opportunities; develops relationships with account decision makers; and maintains top-account and project information. The role provides product and technical guidance across Inpro’s product lines, assesses competitors and project conditions, and coordinates with internal teams to support quotes, bids, projects, and customer needs. The position requires effective use of sales systems and reporting tools, accurate account records and field measurements, timely follow-up, and strong project coordination. The manager educates customers through in-person and virtual meetings and box-lunch presentations, with at least 36 presentations annually, including four AIA presentations. The role is also responsible for meeting or exceeding territory contribution-margin targets, minimizing returns and allowances, supporting product launches and cross-selling, and representing Inpro professionally at industry and networking events.

Requirements

College degree required; successful sales experience can enhance qualifications.
Previous inside or outside sales experience in a business-to-business environment.
Successful background in prospecting, cold-calling, and business development.
Track record of successful sales growth and teamwork.
Self-starter able to take initiative, work independently, and contribute effectively as a team member.
Ability to handle multiple tasks with timely follow-through and accuracy.
Ability to work with varied customers and resolve conflicts confidently and calmly while maintaining positive relationships.
Above-average problem-solving skills.
Excellent listening, probing, and closing skills.
Effective time-management and prioritization skills, including completing projects on schedule.
Professional oral and written communication skills.
Computer skills in word processing, spreadsheets, databases, PowerPoint presentations, and electronic mail.
Ability to adapt quickly and positively to company growth and development.
Must reside within the territory covering Philadelphia and Eastern Pennsylvania.

Nice To Haves

Experience with automated sales office systems is helpful.
Successful sales experience can enhance the required college degree qualification.

Responsibilities

Support and adhere to Inpro Corporation’s Corporate Values, Vision, and Mission.
Develop and maintain a strategic sales plan to grow business and meet or exceed sales targets in targeted markets.
Plan territory activity and time to maintain the stated call balance of 40% A&D, 30% Construction, and 30% Facility.
Schedule appointments two to three weeks in advance and conduct five to six quality field calls per day, including two to three firm calls.
Prospect daily for new leads and forward them to the appropriate inside divisional or national account counterparts.
Identify and develop relationships with account decision makers, including architects, designers, consultants, and end users.
Maintain top-account and project lists through the Multi-Divisional Project Tracker and participate in Key Account Management.
Provide technical assistance, product recommendations, specifications, and industry resources for all divisional product lines.
Analyze domestic and foreign competition and understand territory projects and competing parties to improve close ratios and company profitability.
Leverage internal resources, including Sales Support, Estimating, Quality Assurance, and Finance.
Maintain productive office procedures, accurate and current account files, reports, and follow-up processes.
Use and maintain sales data systems, including customer notes, the estimating portal, Salesforce, SCORE reports, and construction reporting services and local plan rooms.
Follow up promptly and effectively on quotes, bids, leads, and opportunities.
Manage projects through timely follow-up and coordination, ensuring policies and procedures are followed.
Communicate clearly and effectively using Professional Selling Skills to identify customer needs across divisions.
Complete and consistently apply the functional requirements and skills of an Outside Sales Representative to achieve sales goals.
Maintain quote accuracy through complete field measurements and coordination with inside divisional representatives using applicable field forms.
Educate customers on Inpro products through face-to-face and virtual meetings and box-lunch presentations; deliver at least 36 presentations per year, including four AIA presentations.
Meet or exceed the territory’s desired target contribution margin and maintain accuracy to minimize returns and allowances.
Collaborate and communicate with Regional Sales Managers, Business Development Managers, and regional and local Inpro personnel.
Support and cross-promote Inpro products, services, and new product launches.
Make timely decisions and communicate them appropriately to meet or exceed customer expectations.
Represent Inpro professionally at trade shows, industry events, trade associations, and networking events or outings.
Communicate regularly and positively with inside divisional or national account counterparts and review inside divisional representative note reports weekly.
Apply pre-established pricing discounts as provided by the manager, as appropriate, and enforce company policies and procedures.