Territory Manager- Specialty Coating (Midwest)

About the role

The Territory Manager of Specialty Coatings services customers in the Industrial, Commercial, and Architectural Coatings market. Key responsibilities include targeting, soliciting, and securing new business, maintaining and growing accounts, learning and understanding product lines, preparing/selling documentation, and building and maintaining customer relationships.

Responsibilities

• Maintains and grows Accounts.
• Targets, solicits and secures new business.
• Gains and maintains knowledge of market and actively competes/works to increase market share.
• Collaborate with sales team, branch employees and vendor representatives.
• Develops strong relationships with key decision makers.
• Conduct sales calls and presentations to prospective and existing customers.
• Maintains effective, ongoing interaction with all vendors, to maximize utilization of cost-effective resources.
• Familiarize self with all products, to include application and preparation processing.
• Learns, understands, and can explain product lines.
• Aids customers with product selection and application, to develop expert relationships.
• Develops sales presentations and promotions to facilitate growth within existing account and to develop new accounts.
• Conducts product demonstrations with customers and factory representatives.
• Develops target accounts and plans/achieves goals.
• Delivers exceptional service to customers by understanding and proactively responding to their needs.
• Presents necessary documentation and reporting.
• Prepares/creates necessary documentation and reporting.
• Prepares and submits accurate and timely activity reports.

Customer Service

• Investigates and follows up with all customer and Quality Management System concerns.
• Maintains and tracks customer back orders and provides customers with technical and marketing training as needed.

Marketing

• Collects and maintains customer and territory information, records and activity.
• Identifies current market competitors and performance levels.
• Collaborates with vendors in planning, targeting, and market growth efforts.
• Knowledge of Company competitive advantages, and identification of key opportunities.
• Develops, implements, and maintains action plans to meet and exceed targeted revenue and profitability targets for new and existing customers.
• Prepares sales call reports, proposals, forecasts and business plans.

Management

• Controls expenses within projected budgets, maintains records and documentation for required submission as needed.
• Actively researches General Industry and Commercial Coatings information through company training, trade journals, seminars etc.
• Knowledge of sales goals and ability to formulate a plan of action to attain Company measures.

Additional Duties

• Attends and participates in all sales meetings.
• Participates in special project assignments and completes additional duties as needed.
• Assists in store operations during times needed, i.e. vacation, personal, medical absences etc.
• Assists with inside customer service as needed, to include processing customer orders per QMS Work Instructions.
• Conducts self in a professional manner to ensure exceptional quality and customers service expectations are met.

Physical And Training Requirements

• Required to lift and carry approximately 25-50 lbs. frequently and 75-100 lbs. on occasion.
• Must be able to physically demonstrate paint and associated products by utilizing various product delivery systems.
• Required Courses: RIGHT-TO-KNOW Training (U.S.)
• Operates vehicle in accordance with all state, provincial and federal laws, while maintaining an acceptable personal driving record.
• Must be licensed to operate vehicle in accordance with state, federal, and provincial law.
• Must have acceptable driving record from DMV/MTO.
• Must be able to pass a pre-employment drug screen.

Education and Experience

• College degree and 5 years of territory management preferred.
• Experience in Architectural, Industrial, and Commercial Paints & Coatings.
• Strong technical aptitude within General Industry and Commercial Coatings.

Other Requirements

• Ability to work all scheduled hours as needed.
• If usage of employee’s own vehicle is required for company business, employee must obtain appropriate insurance per Company Policy.
• Employee must be licensed and able to operate vehicle in accordance with state law including commercial driver’s license if required.
• Must have acceptable driving record from State Motor Vehicle Bureau and be able available for overnight travel approximately 15% of the time.