Territory Sales Manager

Cornerstone Building Brands•Hartford, CT

18d•$85,000 - $95,000

About The Position

The Territory Sales Manager manages assigned territory accounts, primarily covering Connecticut and Long Island, with the territory potentially shifting to include parts of New Hampshire and/or the Boston area. The role supports the designated sales team in growing revenue while professionally representing Cornerstone Building Brands' surface and siding solutions. It involves prospecting, qualifying, selling to, supporting, and developing an account base, as well as providing pre-sales and post-sales support. The manager performs sales and account management functions to achieve and exceed quotas, conducts customer account development training, identifies and contacts potential customers, creates proposals, executes company sales strategies, and participates in customer trade shows. The position requires heavy travel, up to 75% or more.

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 the dealer, distribution, and/or two-step channel, depending on the brand.
Problem-solving and sales negotiation skills.
General knowledge of major competitive brands.
Strong communication skills, including excellent verbal and written communication.
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 travel heavily (75% or more).
Ability to occasionally lift and carry product samples and materials weighing up to 20 pounds.
Ability to occasionally travel to and navigate active construction sites and new residential build areas.
Ability to frequently move throughout outdoor job sites as part of client engagement and meet clients on-site in environmental conditions typical of an outside sales role.

Nice To Haves

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

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 and completely to help secure new business.
Use a structured call-frequency system to plan and organize daily work in pursuit of existing and potential territory sales opportunities.
Conduct or participate in sales promotion and customer education 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.
Conduct competitive analysis and gather current marketplace information about competitor pricing, products, new products, service levels, and merchandising techniques.
Customize sales presentations and use effective techniques to open, present, overcome objections, and conclude presentations.
Submit weekly sales reports or reports as required.
Handle forms and other lines of communication.
Develop and maintain customer profiles and territory and account sales records.
Perform AIA (American Institute of Architects) presentations when required.