Territory Sales Manager

Cornerstone Building Brands•Hartford, NY

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 role supports the designated sales team in growing revenue while 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 activities to meet or exceed quotas. Additional work includes customer account development training, identifying and contacting potential customers, preparing proposals, executing sales strategies, and participating in customer trade shows. The position requires heavy travel, up to 75% or more.

Requirements

High school diploma or equivalent.
At least 3 years of proven direct sales experience, preferably in the building products industry.
Thorough knowledge of the building products industry and sales management experience in dealer, distribution, and/or two-step channels, depending on the brand.
Problem-solving and sales negotiation skills.
General knowledge of major competitive brands.
Experience with sales planning, budgeting, and travel and entertainment expense management.
Strong verbal and written communication skills.
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, approximately 75% or more.
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, and frequently move throughout outdoor job sites.
Ability to meet clients on-site in environmental conditions consistent with an outside sales role.

Nice To Haves

Bachelor’s degree.

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.
Plan and organize daily work using a structured call-frequency system to pursue existing and potential territory sales opportunities.
Conduct or participate in sales promotions 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 on competitor pricing, products, new products, service levels, and merchandising techniques.
Customize sales presentations and use effective techniques for opening, presenting, overcoming objections, and closing.
Submit weekly sales reports or other 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.
Provide pre-sales and post-sales support, conduct customer account development training, prepare proposals, and execute company sales strategies.
Participate in customer trade shows.