Territory Manager - LSI at Worthington… · Location…

Join our Sales team as a Territory Manager. The Territory Manager (TM) executes the strategy for selling all LSI Roofing products to designated regional and/or designated target accounts.  The TM will be responsible for managing relationships with designated customers and driving profitable growth for the complete roofing portfolio. Account strategies developed by this person support product and portfolio objectives as defined by the General Manager and Sr. Sales Director.  The TM position will be responsible for building solid customer relationships at all levels within these designated strategic organizations and will play a vital role in growing LSI’s market position.  Additionally, this role will be industry facing, attending agreed upon industry events to promote LSI products and increase market share. This position will require significant travel time working with designated key accounts as well as require advanced negotiating, organizational and communication skills while maintaining a strong attention to detail.  The TM will report directly to the Sr. Sales Director.

Responsibilities

• Relationships: Strengthen all current and potential customer relationships in the assigned areas of responsibility by building trust, valuing and collaborating with others and demonstrating the highest integrity in balancing the support of customer needs with what is best for the business in support of determining which customer(s) Worthington’s New Product Development (NPD) team should approach and potentially partner with for new product development.
• Forecasting: Work directly with the assigned customers to determine accurate forecasts and maintain this information to allow for transparent communication within the company to promote efficient planning at our production facilities which result in our continuing ability to service our customers while providing for efficient execution within our production facilities.
• Product Development: Identify and support future product-development initiatives based on unmet customer needs as well as assist in new product launches by directly supporting the commercialization efforts for successful implementation.
• Demonstrates technical selling skills and product knowledge in all areas that enable the ability to provide effective sales presentations of Worthington’s product offerings.
• Marketing Analysis: Maintain accurate records of all sales and prospecting activities within CRM for the assigned accounts.  Work with Marketing to ensure all industry events are strategically planned and executed.
• Proactively establish and maintain effective working team relationships with all support departments.
• Strategic Planning: Develop annual business plans in conjunction with the Sr. Sales Director and Product Directors detailing activities to follow during the fiscal year which focus on exceeding sales goal objectives.
• Voice of Customer: Demonstrate the ability to gather and submit detailed business information and problem solving specific to pricing and market conditions relative to our customers current and future needs.

• Maintain professional internal and external relationships that meet our core values and leverage these relationships to communicate our value to leverage price and to gather market intelligence and communicate this intelligence back to Worthington.

   

Desired Experience

• Bachelor’s Degree from four-year College or University, preferably with a focus on Sales/Marketing or equivalent work experience, preferably in an industrial sales/marketing position. 
• Strong planning and communication skills
• Strong negotiation skills as well as the ability to gain trust of key decision makers and influencers
• Efficient computer skills in MS Office, Word, Excel and PowerPoint
• Strong understanding of customer needs/requirements and market dynamics 
• Good attitude and team player is a must
• Previous voice of customer experience a plus
• Must be a self-starter
• Proven ability to achieve sales goals
   

Company