Territory Sales Manager - Northeast Job

Situation in Organization

The Territory Sales Manager reports to Regional Sales Manager – C&C

Job Dimensions

• Liaison for Marketing Team / Sales Management to identify key territory opportunities.


• Responsible for selling full product offering of Bostik Hardwood, Tile & Stone, Resilient & Surface Preparation Systems for C&C Business Unit in the Territory.


• Manage & Grow Bostik Accounts throughout assigned territory.


• Implement and Execute the Bostik sales market plan.


• Identify product gaps, customer gaps, and responsible for creating down channel value through product, industry, and technical expertise.

Activities

• Work closely with Regional Sales Manager (RSM) to define Targets and Goals.


• Provide on-going information on industry advances and product needs.


• Develop and implement strategies to manage accounts, prepare timely sales reports, and provide technical needs.


• Troubleshoot account problems and facilitate technical solutions for the customer.


• Utilize Salesforce.com as part of CRM (Customer Relationship Management) and daily territory management.


• Drive sales through trade associations, and national buying groups.


• Conduct product demo’s in the field.


• Work closely with installing contractors on job sights creating pull though demand.


• Work closely with Building owners, General Contractors and Architects.

Context and Environment

The job involves working directly with our existing distribution accounts as well as identifying and targeting potential new distribution. The job also involves working with contractors and independent retail customers to drive business through distribution. Architectural sales calls are part of the Territory Manager’s responsibility, including presentations to groups.

Accountabilities

• Accountable to the C&C Regional Sales Manager, Bostik Inc. and its shareholders.


• Execute strategic plans and overall Sales and Marketing company objectives.

Qualifications/Experience Required

• Bachelor’s Degree – Business or related field preferred.


• 5+ Years of Experience in Sales & Marketing with exposure to complex sales processes.


• Strong understanding of flooring marketplace and industry applications.


• Ability to perform hands on demonstrations with flooring products.


• Strong interpersonal, communication, listening, organizational agility, and presentation skills.


• Able to Travel 50% of the time.


• Skilled with computer, Word, Excel, Power Point


• Familiarity with SalesForce.com Preferred