Territory Sales Manager

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Territory Sales Manager

Requisition ID : 10577

Location :

West Kelowna, British Columbia, CA, V1Z 2L6

Pay Type : Salary

Salary Range : $90,000 - $100,000

Travel Requirement : 21-30%

Overview :

The Territory Sales Manager (TSM) is responsible for aggregate sales, marketing, & strategy development in the Okanagan. This individual will achieve sales objectives and improve overall profitability. This role will be responsible for customer base expansion, driving revenue performance, achieving sales & financial goals while focusing on high quality customer service. This includes project / bid quoting, customer relations, project management, quality control management, logistics management, and systematic collection of market intelligence (i.e. competitor activity, bid follow up & tracking).

Responsibilities :

Results :   This role will be responsible for achieving volume / market share and price / profitability objectives by plant, product, and customer / market segment.

Strategy :   Assist in the formulation of sales & marketing strategies, and executes the strategies. This includes market share analysis.

Customer Account Development & Management :   Execute and meet objectives of the Sales Force Effectiveness Program and utilization of the Customer Relationship Management tool

Identify and understand current and unmet needs for existing and potential customers and translates into sales opportunities.

Understand, communicate and capture the value of products and services to the customer.

Establish effective relationships with the customers; based on quality products, services and convenience.

Determine the volume, price, freight and other supply-related details for existing and potential customers (and customer segments).

Competitor Activity :   Identify the source of competitive supply into the respective territory.

Understand and communicate the quality of products, services, and resources employed by relevant competitors.

Continuously monitor competitor activity, communicates and recommends any necessary actions.

Market Activity Management :   Proactively tracks and manages construction activity in the territory.

Understand existing product specifications, identifies and recommends opportunities.

Identify relevant issues that may affect product supply.

Understand our current market position and continuously monitors the same. Represent us on industry-related committees & associations.

Vertical Integration Coordination :   Coordinate closely with other product line personnel to ensure effective customer and market coordination.

Communication & Coordination :   Document & communicate customer complaints and work with the Customer Service team to ensure they are addressed in a timely and effective manner.

Communicate when we exceed customer expectations.

Work closely with Customer Service, Materials Performance, Sales, Operations and other internal personnel to promote an effective work environment.

Administration :   Responsible for generating “right-first-time” invoices through effective utilization of the quotation / billing system (ERP / Q2C), utilization of various sales tools (i.e. zone maps, pricing processes) and coordination with other sales and customer service personnel.

Directly enter quotations and perform error resolution.

Document market information and distribute it accordingly, prepare required reports in a concise and timely manner.

Collections :   Responsible for customer account aging and support of collection activities to minimize outstanding receivables.

Safety :   Lead and promotes Health & Safety commitment with customers and haulers

Ensure all aspects of his / her role are executed in a safe manner.

Ensure the company assigned vehicle is operated and maintained according to best practices.

Follow safety guidelines when on construction sites and our operations.

Specific Accountabilities : Responsible for the project quotation, sales management and customer management of their Territory.

Responsible for Territory Commercial Strategy & Business Plan as well as Territory and Customer Action plans.

Ensure all KPIs under the Sales Force Effectiveness and Customer Relationship Management programs are met.

Provide Market Intelligence for the annual Strategic Framework and monthly Sales Production Balance.

Manages the market share position and promotes us as a leader in the industry.

Responsible for customer service and satisfaction.

Work closely Customer Service & Logistics Manager, Aggregate Analyst, Plant Managers, Materials Performance (Quality), Customer Service Team (i.e. Inside Sales, Billing & Dispatch) and Credit & Collections personnel.

Coordinate closely with other product line personnel to ensure effective customer and market coordination while optimizing vertical integration

Qualification Profile :

Education :   A post secondary education in engineering or business is preferred.

Experience and Skill Set : Three to five years of relevant construction materials experience

Strong customer focus.

Results & detail oriented.

Excellent people skills – able to develop effective working relationships internally and externally.

Strong problem solving and analytical skills.

Ability to analyze market activities in order to develop strategies

Strong computer and systems skills (Microsoft Suite, Google Platform, sales and business systems).

Job-Specific Competency Profile : Business Acumen

Customer Focus

Drive for Results

Integrity and Trust

Interpersonal Savvy

Peer Relationships

Problem-solving

What We Offer : Base Salary : $90,000.00 to $100,000.00

Bonus Eligibility : up to 20% of base salary

Benefits : This position offers a comprehensive flexible benefits package (Flex plan), participation in a defined contribution (DC) pension plan, and a company-provided vehicle or vehicle allowance (To be determined).

As part of our dedicated focus on the health and safety of all employees, a pre-employment medical, including drug and alcohol testing and a criminal record check, will be required.