Territory Sales Manager

Summary

The Territory Sales Manager is responsible for growing sales and establishing sales relationships in their assigned region and is responsible for coordinating and contributing to the overall growth of the Lawless Group business. The Territory Sales Manager will achieve sales targets by developing distribution and end-user accounts with an increased emphasis on the focus accounts agreed to each year. Territory Sales Managers are responsible for sales of all Lawless Group product lines based on customer needs, competition, and market potential and help formulate and execute the business strategy in their assigned region. This position will have regular interaction with national manufacturers, local distribution partners and target end users. The Territory Sales Manager will develop and implement an annual sales plan for the assigned region defining key territory objectives for the year and report progress as well as competitive activity to their manager, and their manufacturer contact on a regular and informed basis. 

 

Duties

• Implement key marketing initiatives such as new product launches, promotions, and programs.
• Identify competitive threats on both the national and regional level.
• Identify product gaps in the portfolio that may help increase penetration and support our mission.
• Report activities and progress initiatives through the appropriate CRM platform.
• Develop a detailed business plan defining key distributor and end-user objectives and track progress against these goals and communicate adjustments to this plan to your manager.
• Be distributor facing, active on end user jobsites, prospecting, conducting sales calls, identifying opportunities, and giving presentations including hands on demonstrations.
• Provide ongoing end user training sessions, product demos and technical support.
• Effectively communicate throughout the internal organization and with key manufacturing partner personnel.
• Strong pipeline management skills to summarize accurate forward-looking estimates of sales volume by product category and manufacturer. 
• Work with the President and manufacturers in the implementation of the channel business plans.
• Utilize the marketing programs and promotions to drive additional revenue growth across the region’s channels and work with the manufacturer in developing and growing the region’s focus accounts.
• Utilize internal/external CRM tool to report on all activity including, but not limited to promotions, campaigns, sales calls, and conversion daily.
• Utilize the CRM to enter tasks, opportunities, contacts, and other pertinent information daily to ensure up-to-date and accurate information on the funnel and all other activity is accounted for in salesforce.com.
• Foster a positive environment for our co-workers, manufacturers, distributors, and end users that exemplifies the core values of The Lawless Group corporation. Function as a member of the team by assisting team members on key projects when necessary.
• Follow guidelines for service levels, develop relationships and provide appropriate service to our customer base; expedite market acceptance of new, derivative, and current products within the portfolio of manufacturers with the appropriate level of customer Intimacy (CI).

Working Conditions:

• High pressure, with sales targets and performance metrics being central to the role.
• This is a remote position with up to 75% travel via car with some overnight stays. Travel may also include flying to and from meetings.
• Must attend all tradeshows and distributor events as required.
• Normal hearing and vision are essential for conversations, receiving information, and preparing documents.
• Regular use of the telephone, email, and internet access is essential.
• This position requires working more than a normal 40-hour work week. Specific “core” hours to be on site will be determined by your manager.
• Willing to work early mornings, evenings, and weekends when necessary.
• Must be able to work in a fast-paced environment and to seek supervisory assistance as appropriate.
• On-the-job training period of over 6 months, up to and including 1 year.

Requirements

• BS in Business, Marketing, or related field or equivalent 1-2 years of outside sales experience.
• Demonstrated track record for past sales growth.
• Industrial and/or construction outside sales experience.

Nice To Haves

• Ability to manage multiple projects and priorities simultaneously as well as quickly reallocate resources in order to respond to changing customer and team member needs.
• Ability to address issues in an open, constructive, professional manner.
• Strong written and verbal communication skills.
• Strong attention to detail.
• Self-motivated with a strong desire.
• Proficient knowledge of Microsoft Office (including Outlook, Excel, Word and PowerPoint).
• Strong business acumen.
• Process and detail oriented.
• Ability to build trust, creditability and sustain productive customer relationships.
• Possess strategic agility in a fast-paced environment; must take feedback to improve the sales processes as offered.
• High energy and sense of urgency
• Ability to exhibit creativity and innovation when contributing to organizational and individual objectives.
• Ability to respond positively to change, embracing and using new practices or values to accomplish goals and solve problems. 

Benefits

• Health, Vision, and Dental on the first month following employment.
• 401(k) savings plan with 4% company match.
• individual and voluntary Health Savings Account (HSA) with High-Deductible Plan.
• $25,000 life insurance policy paid by the Company to all employees
• PTO, Paid Holidays and Sick Days
• Birthday off with pay

The Lawless Group is an equal employment opportunity employer. Employment decisions are based solely on qualifications, merit and business needs, and not on race, color, religion, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status, marital status, citizenship, genetic information, or any other characteristic protected by law. This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship.