AddressABOUT THE ROLE
The Territory Manager is responsible for contractor supply sales & marketing in a defined geographic area of a market. This individual has clearly defined sales and marketing objectives and accountabilities. These include a
detailed budget for the territory outlining monthly sales expectations by plant, product (ie concrete blocks, bagged goods, accessories, landscape products, etc.), and customer/customer segment. The TM works closely with fellow Customer Service & Logistics Manager, Plant Managers, Materials Performance (Quality), Customer Service Team (Inside Sales & Dispatch) and Credit & Collections personnel. TM’s coordinate closely with other product line personnel to ensure effective customer and market coordination.
WHAT YOU'LL BE DOING
- Safety: Ensures all aspects of his/her role are executed in a safe manner. Ensures vehicle is operated and maintained according to best practices. Obeys safety guidelines when on construction sites and company operations. Demonstrates a commitment to communicating, improving and adhering to safety policies in all work environments and areas.
- Results: This role will be responsible for achieving volume/share and price objectives for his/her territory.
- Strategy: Assists in the formulation of sales marketing strategies, especially for the assigned territory Executes the strategies as defined.
- Customer Management: Identifies and understands current and unmet needs for existing and potential customers and translates 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. Determines the volume, price, freight and other supply-related details for existing and potential customers (and customer segments).
- Competitor Activity: Identify the source of competitive supply into the respective territory. Understand and communicate the quality of products, services, and resources employed by relevant competitors. Continuously monitor competitor activity, communicate and recommend any necessary actions.
- Market Activity Management: Proactively track and manage construction activity in the territory. Understand existing product specifications, identify and recommend opportunities. Identify relevant issues that may affect product supply. Understand Holcim’s current market position and continuously monitor the same. Represent Holcim on industry-related committees associations.
- Forecasting: Based on backlog and market intelligence, develops accurate forecasting and action plans to meet targets. Tracks and interprets market indicators (i.e. construction starts, building permits, housing sales) in order to understand key drivers of aggregate demand.
- Vertical Integration Coordination: TM’s coordinates closely with other product line personnel to ensure effective customer and market coordination.
- Communication Coordination: Document communicate customer complaints and work with the Customer Service team to ensure they are addressed in a timely and effective manner. Communicate when Holcim exceeds customer expectations.
- Administration: Responsible for generating “right-first-time” invoices through effective utilization of the quotation/billing system, utilization of various sales tools (i.e. Salesforce, SAP, Command Performance) and coordination with other sales and customer service personnel. The TM will directly enter quotations and perform error resolution at the quote level. He/she documents market information and distributes accordingly, prepares required reports in a concise and timely manner and assists in credit and collections
- AR/Collection: The TM is ultimately responsible for customer account aging
- Time Management: Utilize the current tools and systems in place as a resource in organizing, prioritizing, and executing.
- Achieving volume, price and other territory-specific objectives.
- Collecting market intelligence and thoroughly understand the contractor supply market in the assigned territory.
- Develop effective relationships with key customers.
- Differentiate Holcim from the competition.
- Perform effective administration in order to ensure “right-first-time” invoices and communicate in a professional and concise manner.
- Sales forecast accuracy, sales data collection once a year for territory and or segment.
- AR/collection in a timely manner.
RELATIONSHIPS WITH OTHER JOBS
- Reports to the market Commercial Operations Manager
- Works closely with other RMX Sales Reps, Logistics Manager, Customer Service team, Materials Performance Manager, Plant Managers, and Credit & Collections personnel
QUALIFICATIONS
- Education: Bachelors degree or 5-7 years of equivalent experience.
- Field of Study Preferred: Business or engineering preferred
- Required Work Experience: 5-7 years’ sales and territory management experience; knowledge of contractor supplies is a must (ie Block, Bagged Goods, Pavers, Tools, Chemicals, etc.)
- Required Computer and Software Skills: Microsoft Office, SAP and Salesforce preferred
- Travel Requirements: regularly within the territory
Additional Requirements:
- Strong customer focus
- Results oriented with strong work ethic
- Disciplined and process-oriented
- Excellent people skills – able to develop effective working relationships internally and externally
- Strong problem solving and analytical skills
- Effective computer and systems skills
- Demonstrate a commitment to communicating, improving and adhering to health, safety and environmental policies in all work environments and areas. Promote a culture of safety and exhibit these behaviours.
- Successful candidates must adhere to all safety protocols and proper use of Holcim approved Personal Protection Equipment (PPE), including but not limited to respirators. Subject to applicable law, employees that are required to wear respirators must be clean shaven where the respirator seal meets the face in order to pass the qualitative and quantitative fit tests.
WHAT WE OFFER
- Competitive salary
- Retirement Savings: Choose from 401(k) pre-tax and/or Roth after-tax savings
- Medical, Dental, Disability and Life Insurance coverage
- Holistic Health & Well-being programs
- Health Savings Accounts (HSAs) & Flexible Spending Accounts (FSAs) for health and dependent care
- Vision and other Voluntary benefits and discounts
- Paid time off & paid holidays
- Paid Parental Leave (maternity & paternity)
- Educational Assistance Program
- Dress for your day
#SalaryUS
