Territory Sales Representative - Baltimore, MD
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.
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.
- 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.
Nice To Haves
- Door and hardware experience is a plus.
- Prefer previous experience implementing AI solutions within commercial sales.
Responsibilities
- Execute business development plans in the assigned territory using market, prospect, and customer data.
- Make direct sales calls on prospects, upgradable customers, and key full-line accounts.
- Understand territory market share by product line to request appropriate 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.
- 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 for the assigned territory.
- Lead customer meetings using standardized territory summaries and dashboards.
- Produce quarterly business reviews for ‘top 20’ strategic accounts and conduct in-person meetings.
- 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 insights.
- Adhere to standardized CRM processes and document all customer interactions.
- 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 information and resolving 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 to ensure optimal relationship management and capture voice of customer feedback.
- Evaluate and provide feedback to sales leadership and document development plans for underperforming customers.
Benefits
- Base salary-exempt plus commission
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
