Territory Sales Manager

Cornerstone Building Brands•Riverhead, NY

18d•$85,000 - $95,000

About The Position

The Territory Sales Manager manages assigned territory accounts, primarily covering Connecticut and Long Island. The territory may shift in the future to include parts of New Hampshire and/or the Boston area. The position supports the designated sales team in growing revenue while professionally representing Cornerstone Building Brands’ surface and siding solutions. The manager prospects, qualifies, sells to, supports, and develops accounts; provides pre-sales and post-sales support; and performs sales and account-management functions to achieve and exceed quotas. The role also involves customer account development training, identifying and contacting potential customers, creating proposals, executing sales strategies, and participating in customer trade shows. Heavy travel of up to 75% or more is required.

Requirements

High school diploma or equivalent.
Three years of proven direct sales experience.
Thorough knowledge of the building products industry and sales management experience in dealer, distribution, and/or two-step business channels, depending on brand.
Problem-solving and sales negotiation skills.
General knowledge of major competitive brands.
Strong communication skills and excellent verbal and written communication skills.
Experience with sales planning, budgeting, and travel and entertainment expense management.
Ability to prioritize multiple responsibilities.
Interpersonal and teamwork skills.
Strong personal motivation.
Thorough knowledge of Microsoft Office applications, including Word, Excel, and PowerPoint.
Ability to occasionally lift and carry product samples and materials weighing up to 20 pounds.
Ability to travel to and navigate active construction sites and new residential build areas.
Ability to move frequently throughout outdoor job sites and meet clients onsite in environmental conditions consistent with an outside sales role.
Must be at least 18 years of age.

Nice To Haves

Bachelor’s degree preferred.
Direct sales experience in the building products industry preferred.

Responsibilities

Develop and grow established accounts.
Service existing accounts, obtain sales orders, and establish new accounts.
Study existing and potential sales volume by market segment.
Use sales resources appropriately to help secure new business.
Use a structured call-frequency system to plan and organize daily work in pursuit of territory opportunities.
Conduct or participate in sales promotions and customer educational meetings.
Generate leads and follow through on them.
Recommend pricing changes and adjust pricing within established guidelines.
Evaluate results and competitive developments.
Resolve customer complaints; investigate problems, develop solutions, and make recommendations to management.
Submit an annual sales forecast and weekly sales reports, or reports as required.
Conduct competitive analysis and gather marketplace information about competitor pricing, products, new products, service levels, and merchandising techniques.
Customize sales presentations and apply effective techniques for opening, presenting, overcoming objections, and closing.
Handle forms and other lines of communication.
Develop and maintain customer profiles and territory and account sales records.
May conduct American Institute of Architects (AIA) presentations.
Provide pre-sales and post-sales support, account development training, and customer support.
Identify and contact potential customers, create proposals, and execute company sales strategies.
Participate in customer trade shows.
Travel extensively within the assigned territory, up to 75% or more.