Territory Sales Manager

Job Description Territory Sales Manager - ( 210008P ) - Regularly identifies, qualifies and converts new project opportunities into project tracking pipeline;

utilizes local data analytic tools like Reed, Dodge, ConstructConnect, etc.

• Tracks a minimum of 20 promotional projects that can be influenced in the design stages within the next 12 months; plus tracks 20 projects Post Bid that can be brought to closure in the next 12 months.
• Consistently uses CRM to capture and track all project follow-up activities.
• Influences design choices on projects to cross sell as many CS solutions as basis of design specifications on each project;

strive to achieve 2 or more solutions per project.

• Develops a working knowledge of competitive products; understanding their strengths & weaknessesAble to sell CS strengths vs competitive weaknesses.
• Provide sales support to trade network smaller quotes, technical assistance and / or provide per plans and spec take-offs and quotations.

Coordinates and communicates with CS Canada Inside Sales and Estimating.

• Manage and implement CS Canada Go to Market Strategy, including Margin Guidelines.
• Considers marketing mix elements price, product, distribution, promotion and relationships to contribute to the development and execution of strategies for broad and specific markets.
• Contributes to the planning and implementation of sales enablement tools and marketing communications programs that align with customer buying processes and deliver value to both Customers and the Independent Representatives.
• Develop and expand key accounts (sub-contractors) and distribution.
• Maintains regular contact with Independent Representatives, as well as Distributors, Trade Contractors, Architects, Designers, Facility Owners to promote and provide Consultative Sales to achieve the end goal of obtaining specifications, quote opportunities and securing orders.
• Collaborates with internal teams to overcome obstacles with key projects, customers and accounts to assist in closing business.
• Connects with Independent Representatives and customers through two-way communications to obtain market intelligence on project and quote statuses that result in a deeper understanding of what is working, what is not working and why.
• Uses knowledge gained through communications with Customers and Independent Representatives as well as provided market analysis tools to provide accurate and up-to-date forecasting and contribute input to budget goal planning efforts for assigned regions.
• When required, assists customer / sales rep complaints and problems with accounts and products as they relate to pre-sales issues, and tries to resolve them as quickly and efficiently as possible.
• Develops relationships with new key accounts including Trades, specialty distributors, and other key accounts such as Door & Hardware Distributors / Div 10 Distributors / Millworkers / Flooring / Building Envelope / Concrete finishing trades;

captures account and contact information in CRM.

• Responsible to motivate, coach and educate Independent Representatives in assigned territory, to attain sales budgets.
• Collaborates with Independent Representatives to implement product marketing strategies and develop mutual action plans for individual territories.
• Coaches and collaborates with representatives on selling and pricing strategies that yield superior profitability and customer experience while delivering maximum potential volume from target jobs.

Qualifications

KNOWLEDGE / SKILLS / EXPERIENCE / EDUCATION : (Minimum Education and / or Experience required)*

• Post-secondary education, preferably in construction related programs such as Architectural Technology, Technician, CTR or similar.*
• Bachelors degree or equivalent plus three to five years related experience and / or training, or equivalent combination of education and experience, desirable.*
• Must be able to create and maintain quality CRM input, forecasting, follow-up and custom reports*
• Construction industry knowledge required with the ICI construction industry.*
• Experience / Familiarity with the construction tendering process stipulated sum, construction management, design build.*
• Excellent communication skills both written and oral*
• Must be very organized and have a desire and ability to organize / lead others.*
• Problem solving skills*
• Ability to negotiate contracts*
• Ability to work with others and on a team*
• Ability to read architectural blueprints.*
• Knowledge of estimating procedures, pricing and discounting.*
• Knowledge of sales procedures.*

SUPERVISORY RESPONSIBILITIES :

none*

Primary Location

CA-ON-Mississauga