Territory Manager - Unified Steel, Central Region (IN, KY, MI, OH, TN))

SUMMARY

The Territory Manager is responsible for achieving company sales and profitability targets in the assigned sales territory for Westlake Royal Building Products - Unified Steel. Develop and maintain consultative relationships with customers and prospects in the following defined segments: Distributors, Home Builders, Roofing Contractors, Regional and Local Production Builders, and Multi-Family Builders. Thorough understanding of the needs of these segments and key customers. Responsible for expanding market-share and developing sales strategies.  This position is assigned to the Central North American region which consists of IN, KY, MI, OH and TN.  Products include Unified Steel & Westlake Royal Roofing Components.

DUTIES AND RESPONSIBILITIES

May include, but are not limited to, the following:

• Quickly establish strong relationships with all existing customers

• Sell Westlake Royal Building Products’ Unified Steel & Components products and services to achieve targets/quotas

• Work with distribution partner to promote the brand and support single step distribution model to contractors.

• Establish relationships with local contractor partners and assist their business through education, training and continued support.

• Interpret data obtained from lead generation, industry/market data, research, and other reporting factors

• 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

• Participate in local building and roofing associated trade shows

• 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

• 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 product and technical literature, samples and supporting documents

• Assist customer base with material quotes and installation details

• 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

• Comply with Westlake Safety Policies, Procedures and Code of Conduct

• Overnight travel required for multi-state coverage. This travel could include up to 75% of time to support the market

EDUCATION, EXPERIENCE AND QUALIFICATIONS

• Direct B2B sales experience preferred

• Roofing industry experience preferred

• Excellent negotiating skills

• Strong relationship building skills

• Ability to manage several projects simultaneously, detail oriented 

• An enthusiastic, self-starter with good interpersonal skills

• Requires the consultative mind-set, solution-oriented method of selling

• Working knowledge of MS office suite including teams and outlook 365

• Experience with Salesforce, SAP or other deal desk systems

• Must possess a valid driver’s license

• Ability to pass a background/driving record check mandatory

• Bachelor’s degree preferred

PHYSICAL DEMANDS

While performing the duties of this job, the employee is frequently required to sit; stand; walk; use hands to touch, handle, or feel; reach with hands and arms; and talk or hear.  The employee is occasionally required to stoop, kneel, or crouch. This position may be occasionally required to lift up to 50 lbs.

WORK ENVIRONMENT

Special working conditions cover a range of circumstances from regular evening and weekend work, working outdoors, warehouses that are not climate controlled, continually working in the elements, etc.  Job will require the ability to be away from home some evenings/overnights and riding in a car for several hours per day.  Air travel may occasionally be required.  Insurability and valid US state driver’s license is mandatory.