Southwest Territory Manager

JOB FUNCTION AND SCOPE
This position will manage the activities of the independent sales representatives to meet the overall and specific sales objectives of the defined sales territory.
Responsible for hiring and retaining independent sales representatives. Has the authority to change representation for the territory based on performance of the representative and after consultation with the regional manager. Manages the activities of the representatives according to accepted company sales strategies and training methods.
Engaged in the in-person training and meeting of customer constituencies and sales representatives in the designated sales territory. Make sales and specification calls independently and with sales representatives on architects, plumbing contractors, engineers, wholesale distributors and showrooms to influence the specification of and sales of Geberit's range of products.
Provide pre- and post-sales support to the aforementioned groups. Maintain and update information on assigned territories’ project pipeline and Geberit partnered showrooms by utilizing the company and representative resources available. Communicate your territory needs and opportunities to your regional manager via meeting updates or monthly call reports. Conduct in person product trainings and attend trade shows and events to establish a technical standard and product awareness in the marketplace. *This position requires up to 50% travel within your assigned territory.

Essential Duties And Responsibilities

• Territory Management (20%)
• Assess and evaluate sales contribution of sales representatives.
• Monitors sales development and training activities of sales representatives’ and direct sales staff.
• Plans for succession of sales representatives.
• Directly manages relationships with large customers within the territory to achieve region sales budget.
• Communicates significant customer and sales staff issues and opportunities with regional manager.
• Conduct modular builder calls independently or with representatives.
• Sales Planning (10%)
• Participates in establishing the annual sales budget for the territory. Assigns sales budget to independent sales representatives.
• Establishes goals, objectives and activities for sales representatives and direct report/s.
• Assigns specific targets for large customers and formulates customer specific programs were warranted to reach sales objectives.
• Directs project tracking in order to maximize new construction sales potential.
• Participates in and promotes company sales campaigns.
• Customer Relations (25%)
• Organizes activities in a manner that allows for the proper amount of large customer contact.
• Participates in customer meetings and presentations with direct reports and sales representatives.
• Communicates needs of customers to Sr. VP of Sales and Director of Customer Services.
• Ensures customer relationships are established with independent representatives in order to improve sales performance and market penetration.
• New Sales Activities (20%)
• Conduct modular builder calls independently or with representatives to create growth opportunity in new sales channel.
• Identify and partner with bathroom showrooms to grow product sales.
• Tracks large construction projects in conjunction with direct and indirect sales staff and reports progress on quarterly basis.
• Promotes new products with sales representatives during customer visits, trade shows, and events with large accounts.
• Contributes to sales/specification efforts (15%)
• Communicate and understand company’s market, strategies, territory’s sales goals and other strategic initiatives.
• Develops and coaches’ independent sales reps on the technical aspects of Geberit’s product for the specific purpose of sales and marketing.
• Creates sales opportunities through daily training and technical interactions.
• Facilitates CEU presentations to architects, designers, and interior designers.
• Participates in campaigns to advance specific product initiatives and attend trade shows as required.
• Focuses on the following groups: plumbers, qualified installers, trade schools, architects, plumbing contractors, engineers, wholesale distribution partners, showrooms, and modular builders.
• Engages with professional organizations representing Geberit’s brands and products. i.e. NARI, AIA, IIDA, ASID, MBI etc.…
• All other duties as assigned (10%)
  
  
  

Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION And/or EXPERIENCE
Required:

• Bachelor’s Degree in Sales, Marketing, Business Administration, Business Management, or a related field.
• 5 years of Building Products Channel experience.
• Working knowledge of the sales process, creation of a sales plan, legal ramifications of sales policies and establishing a sales budget.
• 5 years of experience developing customer relationships.
• Proficient in all MS Office applications, including TEAMS.
• Hands-on experience with CRM software.
  
  

Preferred:

• Direct industry experience.
• Knowledge of North American Building Products Channel, specifically plumbing wholesale distribution.
• 5 years sales experience or as a trainer in the Building Products Channel.
• Proven track record of developing strong customer relationships and preference for the company’s products.
• Knowledge of general construction/engineering practices and methods.
• Knowledge of the U.S. plumbing market, codes, and standards.
  
  
  

TRAINING

• Employee Orientation
• Legal Compliance Calendar
• Geberit Product and Installation Training
  
  
  

Language Skills

• Possesses ability to read, analyze and interpret general business documents and governmental regulations.
• Ability required in the writing of routine reports, business correspondence and electronic correspondence.
• Ability to effectively create and present information, respond to questions from employees, direct reports, and senior management.
• Ability to check the accuracy of reports, forms, records and compare data when required.
• Ability to respond to common inquiries or complaints from employees, managers, and customers.
  
  
  

Mathematical Skills

• Ability to perform simple arithmetic (addition, subtraction, multiplication, division).
• Ability to check for accuracy of reports, forms, records, and comparable data where interpretation is required.
  
  
  

Reasoning Abilities

• Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.
• Ability to solve practical problems and deal with a variety of variables in specific situations.
• Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.
• Ability to encounter and work through a new problem and make a decision for a possible solution by applying knowledge and drawing parallels from previous situations.
  
  
  

CERTIFICATES, LICENSES, REGISTRATIONS

• None required
  
  
  

SALARY
Min $92K Mid $109K Max $125K

PHYSICAL DEMANDS
While performing the duties of this job, the employee may be required to remain in a stationary position up to 20% of the time. The employee will be required to operate a computer and other office productivity machinery such as a calculator and printer. The person in this position is required to communicate, converse, exchange information directly and indirectly utilizing tools provided to include cell phone and other communication formats such as video conferencing. The employee must be able to observe, recognize and inspect the installations and use of the company’s products. The employee on occasion may be required to move packages of no more than 80 pounds.

WORK ENVIRONMENT
While performing the duties of the job, the noise level within the office is minimal. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. On visits to the manufacturing facilities or customers workplace the employee may be required to wear hearing protection, foot protection and vision protection.

APPLICATION
Would you like to make a career change within Geberit? An exciting job is waiting for you! We look forward to receiving your detailed online application.

CONTACT
Chicago Faucet Company
Asif Khan