Territory Account Manager/Specifications Manager

Panolam Surface Systems is a leading manufacturer of interior surfaces, including high-pressure decorative laminates, and a variety of specialty laminates for decorative as well as industrial applications. We are offering an experienced professional an opportunity to use their creativity to successfully manage our open territory in Florida. Based in the Orlando area, you will be our principal representative throughout the state of Florida and will achieve your objectives by prospecting as well as actively managing new and existing accounts. The responsibilities of this dual sales and specifications position include: Performing Sales Calls: This includes but is not limited to, traveling to customers and potential customer’s facilities within the A&D/ Distribution and End User (with in-house design) segment, understanding their needs through solution selling, and providing them with information and support. Making sales presentations to prospective and present clients; calculating and quoting budgets; taking sample orders; closing specifications; contacting prospects and explaining features and merits of products or services offered; utilizing persuasive sales and negotiation techniques and answering all questions concerning a product or service with appropriate referrals where required. Monitoring projects from specifications through fabrication with Director of Specification, Regional Business Director and distribution partners and owns the plan for project acquisition. Monitoring territory performance with Distribution and OEMs against established objectives/guidelines and takes the appropriate action to improve performance. Providing customer service to ensure resolution of issues within marketing policies, communicates customer requirements and requests support from other departments as necessary, provides product specific customer feedback (i.e., product features, quality, functionality, competition, possible sales results, etc. to product line managers, management, or customer service personnel as appropriate to assist in achieving company’s mission, vision, and objectives. Responsibility for establishing sales objectives for the territory and ensures that sales activity in the territory comply with established policies, procedures, and practices, using good judgment and decision-making to ensure corporate ethical and professional standards of conduct are maintained in the absence of formalized guidelines. Staying abreast and informing management of industry, product, economic, and other territory changes that may impact sales and overall company business. Providing timely reporting of activities in the field and special reporting to assist in the business and product planning. Responsibility in developing a territory coverage plan, which defines the type of support and frequency of customer contact required to meet territory goals. Performing analysis on opportunities within the region and developing forecast for specifications by customer and product and other reports as required on a timely basis. Identifying additional activities, training or materials necessary to achieve specific product sales goals in key accounts and markets and is responsible for identifying and continuously improving activities that can affect customer perception. Providing recommendations for expense budgets; managing business expenses in accordance with corporate guidelines; ensuring all assigned company owned equipment, documents, materials, etc. are used, maintained, and stored as required and in accordance with company policy. Actively participating in weekly team meetings, bi-weekly manager meetings, monthly team project meetings. Territory Activity: Staying abreast in Trade and Networking organizations in the territory. Actively participating in events and scheduling after-hour (5-9) activities for additional networking opportunities. Distribution: Developing the Sales & Design Representatives at distribution into extensions of Panolam’s sales force. Conducting regular project tracking meetings with distribution. Utilizing salesforce.com for all accounts, contacts, tasks, sample leads and project management activities. Responsibility for follow up and resolution on inquires for rejected laminate claims. This includes job site, shop or distributor warehouse visits, able to complete written credit communications and expectations with Regional Business Director, Director of Specifications and Panolam Corporate. Performing other duties as required. Job Type: Full-time Work Location: On the road