Territory Manager – Industrial / Construction Industry

Our client is a very well respected and trusted supplier of construction materials. They are currently looking to bring on board a new sales representative to cover the Markham and surrounding area.
Position Scope:
The Sales Representative is responsible for the sales & marketing activity in their defined Customer Portfolio. The primary objective is to achieve sales targets to assigned segments through proactive prospecting via in-market presence, over the phone, internet and responding to customer inquiries. Through the business cycle, the SR develops Sales Action Plans aligned with the business’ Commercial Plan. 
Responsibilities:
HEALTH & SAFETY

  • Ensures all aspects of the role are executed in a safe manner by adhering to all Health & Safety standards and policies when on company business and when on construction sites.
  • Ensures that vehicle is operated and maintained according to best practices and standards.
  • Promotes safe practices with customer base and with truck drivers.

RESULTS

  • Achieves defined targets for Sales Volume, Price, Accounts Receivable, quoting activity and action plan completion.
  • Accountable for defined customer segments with detailed budgets and understand customers’ product and business requirements and translate the current and unmet needs of customers into sales opportunities.

STRATEGY

  • Assists in the formulation and development of sales & marketing strategies for the assigned customer portfolio. Translates those strategies into sales tools and action plans. Executes on action plans.

CUSTOMER MANAGEMENT

  • Identifies and understands current and unmet needs for existing and potential customers and converts into sales opportunities.
  • Understands, communicates and captures the value of products and services to the customer.
  • Establishes effective relationships with the customers; based on quality products, services and convenience.
  • Works with management to determine the volume, price, freight and other supply related details for existing and potential customers.
  • Documents customer interactions using the company’s CRM system.

MARKET ACTIVITY

  • Proactively tracks and manages construction activity in the assigned geographic territory.
  • Understands existing product specifications, identifies and recommends opportunities. Identifies relevant issues that may affect product supply.
  • Adhering to Competition Law identifies sources of competitive supply in the assigned geographic territory. Understands and communicates the quality of products, services and resources employed by relevant competitors.

SALES FORECASTING

  • Tracks and interprets market indicators (i.e. construction starts, building permits, housing starts). Works with the Sales Coordinator to compile sales backlog & forecast data.
  • Provides an accurate, monthly, detailed forecast of material sales demand by source.

COMMUNICATION & COORDINATION

  • Coordinates closely with other product line personnel to share information on potential sales opportunities, promotes company products, and creates value for customers.
  • Documents and communicates customer complaints and works with the Customer Service team to ensure they are addressed in a timely and effective manner. Communicates when the company exceeds customer expectations.
  • Works closely with Customer Service, Logistics, Materials Performance, Sales, Operations and other internal personnel to promote an effective working environment.

SALES ADMINISTRATION

  • Generates “right-first-time” invoices through effective utilization of the quotation/billing system.
  • Administers a pro-active pricing process
  • Helps ASSRs identify root causes for Sales Order exceptions, and coordinates with those responsible to correct the origin of the error and/or adjusts the quote/project to allow the removal of Sales Order holds
  • Customer communications (i.e. Annual price letters, new customer welcome, holiday greetings, etc.)

AR, CREDIT & COLLECTIONS

  • Accountable for customer account AR Balances.
  • Working with the Credit Team, engages assigned accounts on collections & resolution of outstanding invoices.

Specific Accountabilities:

  • Sales volume, pricing and revenue for assigned segments
  • Collection of A/R balances on assigned segments
  • Entry of quotes in Sales Force
  • Documentation of Action Plans and Customer Visits in CRM System
  • Providing a monthly sales forecast
  • Follow-up on bid projects
  • Collection and administration of market intelligence for assigned segments
  • Resolution of Sales Order errors and invoice disputes

Required Skills and Knowledge:

  • Strong customer focus
  • Results oriented; disciplined and process oriented
  • Excellent people skills – able to develop effective working relationships internally & externally
  • Strong work ethic
  • Strong problem solving and analytical skills
  • Effective computer and systems skill

Education and Experience:

  • Post-secondary degree/diploma
  • Knowledge of the construction industry an asset
  • 5+ Years work experience

Application Instructions: 
To apply, please send a resume to Shannon Terpstra at Terpstra@summitsearchgroup.com.

Job ID

City

Markham, ON

Remuneration

Recruiter

Categories:    Sales    Sales Management   

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Position Applying For:

Territory Manager – Industrial / Construction Industry

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