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Territory Manager - 2888 in Chicago, IL at Westlake Chemical

Date Posted: 1/27/2018

Job Snapshot

Job Description

SUMMARY  

Under the supervision of the Director of Sales, the Territory Manager is accountable for promoting, specifying, and servicing Foundations Products and programs to builders, contractors, specifiers, and owners consistent with company Sales and Marketing objectives and in accordance with company policies and procedures. Coordinates distribution responsibilities with the Sales Specialist and Manager. Implements and executes Marketing strategies and differentiates self through extraordinary support and service so that North American Foundation Products become and maintain a preferred supplier status in the assigned territory, while attaining maximum market share possible within same. Dotted line responsibility to the National Builder Sales Manager.

ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Responsible for the overall strategic management of assigned territory.
  • Create pull-through demand by calling on builders, contractors, owners, and specifiers.
  • Working with the Sales Specialist, assures distributors will promote brand properly to existing customers and continually seeks and closes new customers. Both these functions should lead to a desired product mix and market share.
  • Prospect and close new target customers to properly sell and promote brand.
  • Conduct sales training of builder, distributor, and contractor personnel.
  • Introduce and trains distributors/contractors with new products; provides customer feedback on marketing programs.
  • Calls on key specifiers and develops project specifications.
  • Maintains Customer and project information in Salesforce.com, Actively follows-up on project status.
  • Conducts competitive research and analysis to increase knowledge of marketplace and differentiate brands or Product Lines sold.
    Territory Management:
  • Effectively plans and controls local promotional and special budget expenses
  • Manage travel, entertainment, and expense budgets to meet established parameters and to increase profitability of district/territory.
  • Provides timely and substantive weekly sales reports and other reports on competitive issues.
  • Represent Brand at trade shows (national, regional, and distributor)
  • Perform other duties as assigned by manager.

PROBLEM SOLVING

Territory Manager resolves customer problems within the company guidelines.  Plays a vital role in decision-making process on the selection of new customers.  Provides creative or unique solutions to customer requests in the areas of marketing and special promotions.  Works with customers to assist them in selecting products,  enhancing product mix and to influence buying decisions.  Effects decisions concerning budget expenditures in accordance with company and group policies.   Time and territory management skills to ensure effectiveness at least reasonable expense.

EDUCATION and/or EXPERIENCE

  • Bachelor’s degree required. A minimum of 3 to 4 years related outside sales experience.
  • Significant experience selling to builders required
  • Excellent written and verbal communication skills
  • Strong motivation, interpersonal skills, and the ability to strategize and plan sales activities to meet sales and marketing objectives as needed
  • Salesforce and SAP knowledge desired
  • Strong interpersonal and relationship management skills
  • Experience and comfortable in conflict resolution
  • Ability to multi-task
  • Exposure to building products or industry desired
  • Good systems aptitude and solid PC skills.
  • Extensive car and air travel required

Approx. 80% travel required

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