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SalaryJOB SUMMARY
The Territory Sales Manager is responsible for representing the company in a professional manner to promote an environment which creates opportunity for Westlake to sell products. Develop and maintain consultative relationships with customers and prospects in the following defined segments: Distributors, Home Builders, Roofing Contractors, Regional and Local Production Builders, Multi-Family Builders, Architects and Colorists. Thorough understanding of the needs of these segments and key customers within the segments. Responsible for expanding market-share and developing sales strategies.
ESSENTIAL FUNCTIONS:
- -Comply with Westlake Safety Policies and Procedures
- Sell Westlake products and services in the assigned territory to achieve targets/quotas in Westlake Roofing defined segments
- Work with architects and designers so that the company’s products are specified in the original planning documents
- Interpret data obtained from lead generation, industry/market data, research, and other reporting factors
- Consistently drive product performance to achieve market share, sales growth and ASP
- Develop and maintain territory plans to achieve company and regional business plan objectives and sales goals
- Establish and maintain positive customer relations by regularly meeting and consulting with current and potential customers
- Build a strong rapport with key decision makers within customers’ organizations
- Participate in local building and roofing associated trade shows
- Be well versed in customer business operations and their need for products, intangibles, key personnel and customers
- Provide information concerning marketing opportunities and competitive products and companies to regional and corporate managers
- Recommend changes in company products, practices and marketing activities to capitalize on current competitive situations
- Operate territory business within a given expense budgetary limit
- Maintain company property in good repair and follow company safety and safe driving policy
- Manage customer complaints in accordance with company policy
- Coordinate with accounting personnel to keep customer accounts receivable current
- Provide technical advice to current and potential customers
- Distributing technical literature
- Arrange demonstrations and training sessions
- On a timely basis, submit all written and electronically transmitted sales reports and forecasts
- Participate in prescribed sales, technical, and product training programs and direction
- Manage company customer database information so it can effectively assist in matching customer needs with product offerings
KNOWLEDGE, SKILLS AND ABILITIES
- Strong proven ability to grow sales territory
- Knowledge of roofing products and components is preferred
- Excellent interpersonal skills to communicate effectively and tactfully with customers, managers, and other levels of personnel in person, by phone, and email
- Strong work ethic with leadership aptitude
- Ability to multitask, plan and prioritize, organized
- Self-starter and results driven
- Problem solving and decision-making capabilities
- Strong desire to expand knowledge, skills and experience
- Understanding of finance, accounting and budgeting principles
- Proficient with Microsoft Office software, SAP enterprise software desired
- Work independently and as a team in a fast-paced environment
- Detail oriented
- Work safely at all times
- Must possess a valid driver’s license
- Ability to adjust style to relate to customers
- High level of energy and enthusiasm
- Persuasive and resilient
- Handle confidential information
- Ability to work within a team environment as well as independently managing time effectively
EDUCATION AND/OR EXPERIENCE
The employee should have the following:
- Bachelor's degree or equivalent work experience
- 2 - 3 years' experience in functional sales role
ESSENTIAL PHYSICAL REQUIREMENTS/WORK ENVIRONMENT
The employee should possess the ability to:
- Prolong standing or in stationary position
- Complete repetitive movements such as typing
- Be exposed to sounds or noise levels that maybe uncomfortable
- Complete repetitive movements
- Wear all required personal protective equipment (hearing, vision and hardhat protection)
- General Office Activities - walking, standing, sitting, talking, operating computer, cell phone, etc.
- Driving/Airline Travel
- Overnight travel depending on territory requirements
- Lifting heavy materials; up to 50 lbs
Our compensation reflects the cost of labor across several US markets. The base pay range for this position is $81,000 to $115,000. This range is based on relevant market data in our lowest and highest geographic markets. Pay is based on several factors including market location and may vary depending on job-related knowledge, experience and skillset. Westlake is a total compensation company. Dependent on the position offered, sign on payments, and other forms of compensation may be provided as part of a total compensation package (also to include a full range of medical and other benefits).
This is not necessarily an all-inclusive list of job-related responsibilities, duties, skills, efforts, requirements or working conditions. All duties and responsibilities are essential job functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities or may exclude individuals who pose a direct threat or significant risk to the health or safety of themselves or others. While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed as assigned. This document does not create an employment contract, implied or otherwise, other than an "at will" relationship.
