Territory Sales Manager

Johns Manville

About The Position

The Territory Sales Manager will be responsible for providing the overall management and leadership for sales activities within an assigned geographical territory to ensure sales and earnings objectives are achieved.

Requirements

Bachelor's degree with a minimum of 7 years sales experience
Experience and/or understanding with sales/marketing channels for building products
Strong leadership skills
Proven track record obtaining sales goals, developing and managing people, building and maintaining high-level customer relationships
Strong business acumen - understanding of entire value chain
Basic financial skills
Excellent interpersonal, verbal and written communication skills
Excellent listening skills
Ability to be customer and market focused
Solid problem resolution skills
Solid analytical skills to evaluate product lines, markets, customers, marketing programs and sales strategies
Ability to lead and manage multiple tasks
Proficient in Microsoft Word, Excel, PowerPoint, Outlook
Ability to work independently and in a team environment
Ability to interface at all levels of the organization, both internally and externally
Heavy travel required (30 or more days per year)
Must be able to drive a vehicle and carry a valid driver's license
Primary work environment is typical of an office setting. Work environment in the field may be at a customer's facility or on a job site. May be exposed to environmental conditions of cold, heat, high noise levels, moving mechanical parts, heights, dust/mist/gas/fumes, extensive walking or climbing, etc. May be required to lift, carry, push or pull up to and including 25 pounds

Responsibilities

Prioritize and drive sales results within specified geography within assigned product lines
Work in conjunction with office-based account manager to acquire new accounts in all segments and channels in the building insulation business.
Grow and maintain relationships with key contractors, distributors and general contractors in each major market.
Promote and implement JM value-added selling model to channel partners and end users within territory
Leverage market opportunities from other JM construction products businesses for insulation share
Perform market share analysis and identify opportunities
Develop and implement target account strategies
Gather and share market intelligence
Solicit and work with architects, specifiers, and building owners to gain specification on JM insulation products
Develop strong relationships with customers (distributors, contractors, and owners) to understand what customers value and to find ways to meet their needs to profitably win their business
Partner with the Operations, Customer Service, and Marketing functions of the Regional Value Delivery Teams in creating and delivering value to our customers
Take ownership of assigned territory sales planning and forecasting processes and for developing and participating in the IS Sales, Inventory, Operating, and Planning monthly process
Implement marketing programs to achieve sales and market share objectives as well as prepare and issue reports as required
Using continuous process improvement methodology such as Six Sigma, evaluate existing sales processes to identify cost and variance reduction opportunities and coordinate process improvement initiatives with senior sales management
Assure legal compliance in the selling of all products/systems with applicable local, state and federal regulations
Manage and control budgetary process for their assigned territory
Lead the sales effort for new product commercialization launch efforts at specification and contractor segments in the assigned territory
May be required to perform other related duties as assigned

Benefits

Johns Manville (JM) offers a wide range of benefits to employees. Some are subsidized by the company and others are fully employee-paid.
Health benefits include a choice of comprehensive medical plans, a dental plan, vision plan, wellness program and critical illness insurance.
JM sponsors a 401(k) plan which includes a sizeable company match.
JM offers paid vacation and also provides paid sick and parental leave for eligible employees.
Additionally, Johns Manville provides basic life Insurance, short-term and long-term disability coverage, an employee assistance program, and business travel accident coverage.
Supplemental life insurance and accidental death and dismemberment insurance are available as well.
The company also offers a variety of tax saving accounts; health spending account, traditional flexible spending account, and a dependent care spending account.
JM also offers a tuition reimbursement program for undergraduate and certain graduate programs.
Johns Manville supports employee growth with vast educational opportunities and a company-wide mentoring program. This program pairs employees and leaders to grow skills, build stronger internal networks and strengthen the company’s succession planning process.
Johns Manville also offers soft and hard skills training facilitated by internal and external presenters. Our talent management team prioritizes the holistic growth of our workforce.