Territory Manager III

Westlake•Morganton, NC

About The Position

Westlake offers you the potential to enrich your work life and career experience in an entrepreneurial environment. We work together to enhance peoples' lives through our products and presence in the communities in which we operate. Westlake Pipe & Fittings, a Westlake division (NYSE:WLK), is one of the largest polyvinyl chloride pipe and fittings manufacturer in North America. With 23 manufacturing and distribution locations, the company supplies gasketed, solvent weld and restrained joint pipes and a wide range of fittings for a diverse list of markets including municipal water and sewer, plumbing, water well, pool and spa, and agricultural and turf irrigation. Westlake Pipe & Fittings is an industry leader in product development with Certa-Lok® spline-lock technology and product systems that are focused on building A Better Foundation. To learn more, visit the website at WestlakePipe.com and follow us on LinkedIn and Facebook. The ideal candidate must be based in the territory: Eastern U.S. (ME, NH, VT, MA, RI, CT, NY, NJ, PA, OH, DE, MD, WV, VA, DC, NC) SUMMARY The Regional Sales Manager will create and implement sales strategies across the Eastern U.S. The incumbent will achieve sales goals with their team by effectively selling and communicating the company’s products and/or related services to existing and prospective customers. A major focus will be on the pull through sales process by creating demand at the specifier, owner, and contractor levels.

Requirements

Minimum of 5 years of sales management experience
Bachelor’s degree, preferably in business or related field
Experience managing a successful sales team
Self-starter, motivated, team focused and results driven
Strong presentation, organizational, and time management skills
Demonstrated track record of exceeding corporate goals
Excellent verbal and written communication skills
Strong technical skills and aptitude; ability to present technical concepts with hands-on demonstrations to customers
Ability to travel within assigned geographic territory
Valid driver’s license and good DMV record
Ideal candidate will reside inside of the territory that they are managing
Job can require up to 60-70% travel.

Responsibilities

Comply with all company policies and procedures
Supervise, manage and develop the Sales Representatives and Territory Managers in the region
Meet or exceed sales goals and objectives set by management
Execute System selling by presenting the Certa-Lok Product along with Standard PVC and PVC Fittings to create a PVC system with the end user.
Create demand by educating on the features and benefits of Certa-Lok restrained joint PVC Product system to engineers, owners, municipalities, contractors, and wholesale distribution.
Perform professional presentations or demonstrations of company’s products and services
Establish, develop and maintain business relationships with distributors, engineers, municipalities, contractors, and other key contacts within the assigned geographic territory.
Build and maintain ongoing awareness of industry products and services, competitor activities and other research that can be shared with management
Evaluate marketing data by utilizing sales management software tools to maximize sales efficiency and effectiveness
Actively manage travel schedule to cover assigned territory in a time-efficient manner. Travel will be roughly 50% within sales territory.
Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications and establishing professional networks. Focus should especially be paid to directional drilling, pipe bursting, and other areas where restrained pipe is needed.
Drive Contractor Relationships with Distribution and Contractors through Sales representatives and territory managers to create pull through sales.
Resolve customer complaints by identifying problems and expediting solutions
Provide management weekly market activity/results and monthly territory analyses
Work closely with distribution in order to forecast monthly sales volume
Strategically coordinate & train Sales representatives and Territory managers to create a best in class level of service from the sales management side.
Coordinate sales efforts with sales management, accounting, logistics, engineering, manufacturing and customer service groups
Analyze the territory/market’s potential and determine the value of existing and prospective customers to the organization and value/volume model
Plan and organize sales strategy by maximizing the Return on Time Investment for assigned territory
Participate in local, regional and national trade shows
Ensure that databases are current and updated with accurate customer information
Drive territory managers to maintain and coordinate a major bid strategy and maintain a bid calendar
Provide Territory Managers with a timely response on price adjustments for local markets
Execute the timely preparation of all sales reports, expense reports and assigned projects
Effectively manage a Travel and Entertainment Budget to maximize return on investment.
rewarding and disciplining employees; addressing complaints and resolving problems.