Territory Sales Manager, Roofing Products

A leading manufacturer of fastening products and technologies for the commercial roofing and construction industries worldwide. Headquartered in western Massachusetts, this company is an equal opportunity employer prioritizing the safety of our employees and customers. The company values integrity, teamwork, diversity, trust, respect, commitment, and a passion for excellence. This is a global company operating manufacturing facilities in Colorado, Illinois, and Ohio.

Position Overview

This company is a leading global manufacturer and supplier of value-added components for the commercial roofing industry. Their subsidiary manufactures and markets innovative, premium quality wood-to-wood fasteners that are engineered to enable professional contractors to complete building projects safer, faster, and easier. The Territory Manager drives sales in an assigned territory using strong relationship building skills, customer service, sales plan execution and effective management of Technical Service Representatives (TSR). This position requires strong customer account management and development skills, effective people leadership and management, extensive travel and the ability to access heights of up to 60 feet. Key to success is the Territory Manager’s ability to manage the territory’s performance against plan, make adjustments as necessary to hit targets, maintain excellent customer service and product support, communicate progress clearly and consistently with the Regional Sales Manager and other Company resources and successfully develop the TSRs in the territory. 

Position Responsibilities

• Promote Safety as the Number One Priority of all employees.
• Ensure resources in the territory understand and follow related safety policies and procedures.
• Utilize Roofing Products’ CRM program, “The Bank”, to develop, deploy annual territory plan and track performance against goals by product and customer.
• Suggest adjustments to sales plan for territory as necessary to meet sales targets.
• Recommend strategies to Regional Sales Manager to exceed targets in territory.
• Develop and maintain customer relationships necessary to achieve sales goals utilizing Solution Selling
• Maintain awareness of potential sales and customer opportunities, and competitive activity, in the territory
• Provide effective day-to-day supervision TSRs, developing team to deliver world class customer support and training, and take advantage of on-the-job sales opportunities.
• Serve as a resource for the Company relative to issues impacting the territory, including leads, orders, billing, training, testing, new products and programs.
• Resolve customer needs related to price, schedules, policy and delivery quickly and accurately.
• Develop and maintain strong relationships with leading contractors, distributors, and influential consultants, specifiers and representatives.
• Develop TSRs as sales resources, utilizing periodic reviews, and ongoing reinforcing and redirecting feedback opportunities to strengthen performance and engagement.
• Submit administrative paperwork in a timely and complete manner, including requests for paid time off.
• Perform other tasks as assigned. 

Position Requirements

• Bachelor of Arts or Sciences Degree or equivalent.
• 5 year’s sales experience with proven track record of achieving targeted results (building material sales experience preferred).
• Excellent communication skills, including the ability to develop and maintain strong customer base (experience with Solutions Selling or similar tool preferred).
• Strong leadership capabilities with demonstrated success managing and developing direct reports.
• Ability to implement sales plan in territory, evidencing strong team deployment and customer relations management.
• Ability to develop TSRs to exceed performance expectations and maximize employee engagement.
• Creative problem solving and negotiation skills.
• Ability to adapt and overcome changing market conditions.
• Ability to read instructions and observe results from field tests, talk and hear, walk, stand, stoop, kneel, crouch, crawl, use hands to finger, handle, or feel objects, tools, or controls, reach with hands and arms, climb or balance, bend, push, pull, put pressure on material, drive long distances, and regularly lift and/or move up to 50 pounds.
• Ability to access roofs, using ladders up to 60 feet in height, stairs and fall protection.
• Valid driver’s license and the ability to operate the Company vehicle provided.
• Must be able to operate a branded company vehicle (exceptions will not be made including those related to parkway restrictions and condominium, apartment complex or gated community by laws).
• Ability to travel extensively within the territory, including overnight travel.
• Ability to prioritize work assignments, manage multiple tasks, and meet deadlines with a high degree of quality and accuracy.
• Excellent communication skills (written and oral).
• Ability to represent the Company in a positive and professional manner.
• PC skills including experience with MS Office Suite (Excel).
• Positive attitude, good judgment and excellent time management skills.

Physical Requirements

• Ability to operate a motor vehicle while maintaining focus on safe driving and avoiding all distractions when behind the wheel, especially cell phones.
• Ability to walk, stand, stoop, kneel, crouch, crawl, use hands to handle, or feel objects, tools, or controls, reach with hands and arms, climb or balance; and occasionally lift/push/pull/carry up to 25 pounds. 

• Must be able to complete all essential job functions listed in the position responsibilities, with or without reasonable accommodation.