Territory Sales Manager - Southeast US

IPG•Sarasota, FL

3d•Remote

About The Position

Develop regional end user accounts and assist in new product development. This role involves penetrating and developing specific market segments within the region at the end-user level, providing specialized business development to Distribution through target lead generation, and assisting management with specialized market knowledge within end-user standard industrialized codes. The position requires prospecting and targeting high-volume end users, establishing and building relationships with distributor management and sales forces (focusing on Sapphire Elite and Premier Distributors), and training distributor sales forces on Intertape products with a focus on end-user activity and market penetration. The role also includes assisting in new product development based on end-user needs, running product trials and evaluations, establishing and justifying value-added products, programs, and sales/marketing support, and training distributors through effective sales presentations, product knowledge, competitive knowledge, and utilizing IPG resources. A core competence in specialized tapes, industrial MRO, Industrial OEM, Housing and construction is required, along with an understanding of the features, advantages, and benefits (FABs) of IPG products and in-depth product knowledge of the market. Penetration strategies include end-user sales calls, corporate account sales calls, product demonstrations, and reinforcing the value IPG brings. The role involves working with performance products and other specialists to achieve corporate goals, documenting end-user focus using CRM software routinely, ensuring all reporting is accurate and complete, and complying with internal policies regarding responsiveness, pricing, returns, and credit issues. Monitoring sales versus forecasts, trends, and competitive activities is crucial. Keeping management informed about competitive information, working proactively with customer service and the pricing team to resolve issues within 24 hours, and ensuring SPPA/SPQ forms are completed properly are key responsibilities. Quick response times to customers and internal personnel are necessary. Implementation and compliance of major/national account initiatives and plant audits must be completed timely, with any non-compliance issues brought to management's attention promptly. The role involves completing a longer-than-average sales cycle, performing assigned duties, closing business, and turning it over to the assigned distributor.

Requirements

Bachelor’s degree or College degree is preferred but not limited
+5 years of industrial sales experience
Core competence on all specialized tapes, industrial MRO, Industrial OEM, Housing and construction is required (i.e. grades of tape, adhesives, backings, applications, major competitors, etc).
Understanding the FAB’s (features, advantages, and benefits) of IPG products is also essential.
In-depth product knowledge of Market.
Computer proficiency.

Nice To Haves

Prior experience within the lumber, packaging, or related product industries is strongly preferred.
Planning: Ability to think ahead and plan over 1-2 year time span.
Management: Ability to organize and manage multiple priorities.
Sales and service systems development and deployment.
Problem analysis and problem resolution at both a strategic and functional level.
Technical skills in strategic planning and sales planning.
Distributor training and development.
Strong customer orientation.
Excellent interpersonal and communication skills including presentation skills.
High performance teams and a strong team player.
Commitment to company values.

Responsibilities

Penetrate and develop specific market segments within the region at the end user level.
Provide specialized business development to Distribution in the form of target lead generation specific to the territory.
Assist management with specialized market knowledge within end-user standard industrialized codes.
Prospect and target high volume end users within the focus market segments.
Establish and build relationships with distributor’s management and sales force, focusing on Sapphire Elite and Premier Distributors.
Train distributor’s sales force on Intertape products while focusing on end-user activity and market penetration.
Assist in developing new products based on the needs of the end users in the market.
Run product trials and evaluations through sales cycle.
Establish and justify the value added products, programs and sales/marketing support (packaging specialists support as an integral part) that IPG delivers to ensure that IPG has a favored position in the account.
Train distributors by utilizing effective sales presentations, product knowledge, competitive knowledge, IPG resources (product specialists, product managers, and regional managers).
Penetrate market with end-user sales calls, corporate account sales calls, product demonstrations, and reinforcing the value added IPG brings to our customers.
Work with performance products and other specialists to achieve corporate goals.
Document end-user focus by utilizing the customer relationship management software in a routine and timely manner (minimum once a week) with quality targets, initiatives and other appropriate sales activities.
Ensure that all reporting is filled out properly and completely.
Compliance with all Internal Policies, i.e. responsiveness, pricing, returns and credit issues.
Monitor sales vs. forecasts and trends in relation to company objectives and competitive activities.
Keep management up to date with competitive information such as new products, competitive price books, and price increase & decrease letters.
Work proactively with customer service and the pricing team to resolve any outstanding issues within 24 hours.
Ensure that the implementation and compliance of major and national accounts initiatives and plant audits are completed in a timely fashion.
Bring any issues of non-compliance to management attention as soon as possible.
Complete a longer than average sales cycle with all customers as well as integrated suppliers.
Perform all the duties as assigned by Supervisor.
Close business and turn over to the assigned distributor.