Construction Specialties

  • Territory Sales Senior Manager

    Location US-NJ-Cranford
    # Positions
    1
  • Overview

    Construction Specialties (CS) draws upon its almost 70 years of extensive expertise to design and manufacture custom, high-quality products that solve complex building challenges around the world.
     
    Construction Specialties is currently seeking a Territory Sales Senior Manager to lead the Territory Sales team and is responsive for all North American sales in our Louvers Department.   The Territory Sales Senior Manager  is the product expert, coach and strategist connecting the SBU’s Territory Sales team to its markets through sales representatives. This position requires close interaction with Territory Sales team, Estimating and Take off teams as well as marketing, customers, architects and the representative (outside sales) network. Plans, directs and controls strategic initiatives of assigned SBUs to accomplish longer term financial objectives. Communicates SBU plans and objectives to General Sales Manager and VP/GM.  Success is measured through generation of bookings volumes and yield/profitability in each territory.

    Responsibilities

    To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions, including but not necessarily limited to the following:
    - Leads and coaches Territory Sales team and representatives on selling and pricing strategies that yield superior profitability and customer experience from target jobs.
    - Serves as the subject matter expert for not only Construction Specialties’ product(s), services and strategies, but also those of competitors to attract new and retain existing customers.
    - Collaborates with internal teams to overcome obstacles with key projects, customers and accounts to assist representatives in closing business.
    - Contributes to the planning and implementation of sales tools and marketing communications programs that align with customer buying processes and deliver value to both customers and the representatives.
    - Travels as necessary to representative territories.  
    - Develops, maintains and grows business relationships with key customers/key accounts.
    - Provides product expertise and contributes to strategic direction, through the Territory Sales Managers, to set and execute effective sales communications goals and objectives.
    - Identifies new product opportunities and works with engineering and R&D
    - Participates in and represents CS at industry conferences, trade shows, industry association chapter meetings and seminars to develop relationships with customers, thought leaders and influencers to keep abreast of market trends and customer pain points.
    - Maintains regular contact with representatives and customers to achieve the end goal of obtaining specifications, appointments, quote opportunities and closing work.
    - Creates custom reports and uses CRM to maximize follow-up and forecasting accuracy. Maintains quality information on projects, opportunities, quotations and accounts in the CRM system.
    - Conducts performance evaluations, holds people accountable for achieving their performance goals/measurements and salary reviews on time for assigned staff. Conducts periodic performance meetings throughout the year with direct reports to review progress against measurements.
    - Reinforces, encourages, and rewards positive behavior and results. Gives On-The-Spot Recognition. Addresses performance problems in a timely and fair manner by clearly defining when expectations are not being met.
    - Evaluates and streamlines methods and procedures. Acts as liaison with other departments, divisions, and organizations.
    - Uses knowledge gained through communications with Territory Sales team to provide accurate and up-to-date forecasting and contribute input to budget goal planning efforts for assigned regions.

    Qualifications

    KNOWLEDGE/ SKILLS/ EXPERIENCE/ EDUCATION:
    - Bachelor’s degree or equivalent plus three to five years Sales Management experience and/or training, or equivalent combination of education and experience
    - Construction industry knowledge required
    - Experience in Building Products industry strongly preferred.
    - Must be able to create and maintain CRM forecasting, follow-up and custom reports
    - Excellent communication skills both written and oral
    - Must be very organized and have a desire and ability to organize/lead others
    - Problem solving skills
    - Ability to negotiate high level contracts
    - Ability to lead others and on a team
    - Motivates, coaches and educates sales team
    - Ability to read architectural blueprints
    - Knowledge of estimating procedures, pricing
    - Knowledge of sales procedures
     
    SUPERVISORY RESPONSIBILITIES:
    - Leads the Territory Sales Managers

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