TSM - Territory Sales Manager

Forte Opening Solutions•Tampa, FL

12d•Remote

About The Position

This position is responsible for executing the commercial strategy, as developed by leadership, within an assigned territory for the business unit. The individual is accountable for sales activities that exemplify company core values to foster positive customer experiences, grow and develop market share within an assigned territory, deliver year-over-year territory growth, and maintain project manager and distributor relations within the territory. This person will spend significant time in the field within the assigned territory, working with distributors, estimators, project managers, and other customers to maintain and grow product sales. The Territory Sales Representative (TSR) reports to the Regional Sales Manager within the assigned region of the business unit.

Requirements

Bachelor’s degree in business, marketing, sales, or related field required, or significant and equivalent industry and sales leadership experience.
5+ years of sales and customer service experience within the commercial building materials industry.
Excellent skills using Microsoft Word, Excel, Outlook, and PowerPoint.
Ability to communicate effectively, efficiently, and concisely using Microsoft Office Suite.
Previous experience utilizing CRM systems to manage customer information accurately.
Extremely effective, professional, and polished communicator in person, via telephone, or electronically.
Building material sales or manufacturing experience and/or sound working knowledge of door and hardware industry products.
Must be based within the assigned territory and near a major metroplex within that territory.

Nice To Haves

Door and hardware experience is a plus.
Previous experience implementing AI solutions within commercial sales.

Responsibilities

Execute the commercial strategy within an assigned territory.
Foster positive customer experiences and grow market share.
Deliver year-over-year territory growth.
Maintain project manager and distributor relations.
Spend significant time in the field working with distributors, estimators, project managers, and other customers.
Use market, prospect, and customer data to execute business development plans.
Make direct sales calls on prospects, upgradable customers, and key full-line accounts.
Understand territory market share by product line to request resources.
Maintain a thorough understanding of competition and competitive product lines.
Use a ‘hunting’ mentality to maintain a pipeline of pure prospects and upgradable accounts.
Meet or exceed quarterly conversion metrics.
Promote the company’s unique selling propositions and differentiators.
Collaborate with marketing to maintain a queue of new or upcoming projects.
Meet or exceed quarterly and annual volume growth goals.
Lead customer meetings using standardized territory summaries and dashboards.
Produce quarterly business reviews for ‘top 20’ strategic accounts.
Grow distributor stocking programs for quick ship offerings.
Upgrade stagnant or non-full-line accounts to become full-line, key strategic accounts.
Sustain consistent quote follow-up and record key market insight.
Adhere to standardized CRM processes.
Attend industry events, customer promotions, and company sponsored programs.
Foster and maintain positive customer relationships.
Enhance customer retention through exceptional service.
Ensure adherence to standardized commercial policies and procedures.
Assist the customer service team in gathering appropriate information to resolve customer claims/issues.
Summarize monthly territory Key Performance Indicators (KPIs).
Maintain the integrity of the ERP system and sales configurator.
Visit customers and prospects in person on a regular basis.
Take ownership of customer feedback when quick action is required.
Evaluate and provide feedback to the sales leadership.
Document development plans for underperforming customers.