TSM - Territory Sales Manager

Primary Function:
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. The Territory Sales Representative (TSR) reports to the Regional Sales Manager within the assigned region of the business unit.

The Key Accountabilities of the Territory Sales Representative (TSR) are as follows.
Key Accountabilities:

New Business Development (50%)

• Use market, prospect, and customer data from sales operations, marketing, and leadership to execute business development plans in the assigned territory.
• Make direct sales calls on pure prospects, upgradable customers, and key full-line accounts within the territory to maintain relationships, identify areas for expanded partnership, and sell more products.
• Understand territory market share by product line to properly request marketing, sales, and customer service resources to a territory or customer group.
• Maintain a thorough understanding of competition and competitive product lines within the assigned territory. Use this knowledge to position the company’s products and services effectively and advantageously.
• Use a ‘hunting’ mentality within the territory to maintain a pipeline of pure prospects to convert to new customers, as well as upgradable accounts for conversion to full-line accounts. Meet or exceed quarterly conversion metrics as part of routine work within the region.
• Promote the company’s unique selling propositions and differentiators, using marketing collateral, samples, and demonstrations to highlight the product and services in person and win new distributor customers.
• Collaborate with marketing to continuously maintain a queue of new or upcoming projects to bring to distributors in the territory.
• Meet or exceed quarterly and annual volume growth goals for the assigned territory.

Strategic Account Management (25%)

• Use standardized territory summaries and dashboards provided by Sales Operations to lead customer meetings, summarize commercial details, discuss new market opportunities or products, and initiate targeted growth.
• Produce quarterly business reviews for ‘top 20’ strategic accounts within the territory and ensure in-person strategic account management (SAM) meetings with those customers to present summaries, suggest changes or edits to programs, and review the partnership.
• Grow distributor stocking programs for quick ship offerings in metal, wood, and hardware with annual updates and audits based on market needs.
• Continuously work to upgrade stagnant or non-full-line accounts to become full-line, key strategic accounts by highlighting the value-add in the service offerings.
• Sustain consistent quote follow-up and record key market insight regarding competition, pricing and product compatibility.

Customer Relationship Management (15%):

• Adhere to standardized CRM processes established by leadership, ensuring all customer interactions are documented in the same standardized manner.
• Attend industry events, customer promotions, and company sponsored programs to represent the business, entertain customers, and develop new relationships and learnings.
• Foster and maintain positive customer relationships for internal and external customers.
• Enhance customer retention through exceptional service and an approachable, positive demeanor.
• Ensure adherence to standardized commercial policies and procedures established by leadership for business and territory development, strategic account management, go-to-market strategy, and proposal development within the region.
• Assist the customer service team in gathering appropriate information, images, door tags, and visiting job sites where needed to resolve customer claims/issues amicably.

Commercial Excellence (10%)

• Summarize monthly territory Key Performance Indicators (KPIs) such as prospect conversion, account upgrades, sales program summaries, order intake, or strategic account growth for the assigned territory.
• Maintain the integrity of the ERP system and sales configurator, ensuring all data entry is accurate for manufacturing and shipping.
• Visit customers and prospects, in person, on a regular basis (weekly) to ensure optimal relationship management and capture critical voice of customer feedback. Take ownership of such feedback when quick action is required.
• Evaluate and provide feedback to the sales leadership assigned to the region. Document development plans for underperforming customers to ensure improvement.

Job Requirements:

Education and Experience 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. Door and hardware experience is a plus.
• Technical Knowledge and Skills Requirements:
• Must possess excellent skills using Microsoft Word, Excel, Outlook, and PowerPoint, with the ability to communicate effectively, efficiently, and concisely using each one.
• Must have previous experience utilizing CRM systems to manage customer information accurately.
• Must be an extremely effective, professional, and polished communicator in person, via telephone, or electronically.
• Must have building material sales or manufacturing experience and/or sound working knowledge of door and hardware industry products.
• Prefer previous experience implementing AI solutions within commercial sales.

Hours, Travel, and Location:

• This is a base salary-exempt plus commission position with flexibility to work extended hours and/or weekends as needed.
• This position is remote and must be based within the assigned territory and near a major metroplex within that territory.
• 75% travel is required within the territory for customer and prospect visits, participation in company or customer events, and engagement initiatives within the industry.