Territory Sales Manager (Inside Sales)

Come be an Employee-Owner of one of the nation’s largest producers of metal roofing and siding! We sell, manufacture, build, and distribute metal building components and packages. Since 1988 we’ve grown to over 13 locations nationwide. We make raving fans of our customers with our “right, on time, every time” commitment.

About the role

The Territory Sales Manager (TSM) – Inside Sales is responsible for managing all aspects of an assigned territory to maintain customer relationships, drive sales performance, and meet or exceed volume and revenue goals. This role serves as the primary point of contact for customers, handling order processing, pricing, credits, and service-related communication. The TSM is accountable for delivering exceptional customer service, maintaining consistent volume, and supporting action plans to re-engage down or at-risk accounts.

Responsibilities

• Develop and execute strategic sales plans to achieve and exceed territory goals, including pounds shipped, total sales, gross margin, and RMA performance.
• Serve as the primary contact for all customer needs, providing timely communication on quotes, orders, credits, invoices, delivery schedules, project updates, and account-related inquiries.
• Review and validate customer cut lists, resolve discrepancies, and ensure prompt and accurate communication to support seamless order processing.
• Manage pricing for assigned accounts, with a strong understanding of competitive market pricing across distributors, contractors, and end users.
• Collaborate closely with the Business Development Manager and Regional Sales Executive to provide well-rounded account management, ensuring customers receive both excellent inside service and field-based support.
• Exercise independent judgment to adjust pricing, freight charges, packaging, and delivery requirements in alignment with business needs and customer expectations.
• Support the credit department by assisting with follow-up on past due balances and helping resolve payment issues with assigned accounts.
• Participate in customer field visits as needed, supporting business goals, resolving concerns, or strengthening customer relationships through in-person engagement.
• Utilize CRM and ERP systems to document customer interactions, manage order status, and track territory activity.
• Identify down or at-risk accounts and support execution of action plans to recover and retain customer volume.
• Actively utilize social media outlets to promote our brand, culture, values, core competencies, and products to generate brand awareness and increase company branding with industry-related partners, customers, employees, and candidates.
• Perform other duties and activities related to the department as necessary to support overall operations and responsibilities.

Key Measures of Success

• Achievement of assigned territory goals, including pounds shipped, sales dollars, gross margin targets, and RMA performance.
• Timely and accurate processing of customer orders, quotes, credits, and communications, resulting in minimal errors and high customer satisfaction.
• Consistently delivers responsive, solution-oriented customer service, as measured by positive customer feedback, retention, and repeat business.
• Maintains competitive and strategic pricing accuracy across customer types (distributors, contractors, end users) in alignment with market trends and company guidelines.
• Effectively identifies and supports recovery of down or at-risk accounts, contributing to territory stability and growth.
• Collaborate successfully with Business Development Managers and Regional Sales Executives to ensure aligned service, smooth account transitions, and shared ownership of territory performance.
• Demonstrates proactive problem-solving and ownership, resolving customer issues quickly and thoroughly, with limited need for escalation.
• Utilizes CRM and ERP systems accurately and consistently, documenting customer interactions, quote/order status, and account updates to ensure transparency and accountability.
• Supports credit and collections efforts, including timely outreach and effective communication with customers regarding outstanding balances.
• Provides valuable market or territory insights, identifying customer trends, recurring issues, and service gaps, and proactively shares recommendations for improvement with leadership and internal teams.
• Proficient in Microsoft Office Suite (Excel, Word, PowerPoint) and CRM systems to manage customer data and reporting.
• Demonstrates a strong understanding of the metal industry and actively aligns with Central States Manufacturing’s strategic initiatives.
• Professionalism in every customer interaction along with consistent demonstration of Central States’ core values:
  • Own It – Commitment to the customer, the company, and teammates.
  • Can Do – Team player with a positive, solution-focused mindset and willingness to embrace change.
  • Act in Love – Treating others with humility, respect, kindness, honesty, patience, and self-control.

Requirements

• Previous experience in account management and/or inside sales.
• Proficiency in Microsoft Office Suite (Excel, Word, PowerPoint).
• High School Diploma or equivalent combined with relevant work experience.

Preferred Qualifications

• College degree in related fields.
• Industry experience.
• CRM experience.

Physical Demands & Work Environment

Work is performed in an office and manufacturing environment. This role will routinely utilize standard office equipment to perform the core functions listed in this job description. This position requires the ability to occasionally lift office products and supplies up to 35 lbs, as well as communicate verbally and electronically. The work is primarily sedentary and requires extensive reading, but while traveling, this position will require frequent tours of the company’s manufacturing facilities, involving prolonged periods of walking, standing, and navigating various work areas while actively engaging with employees. Reasonable accommodation may be made to enable individuals with disabilities to perform core functions.

Travel

Up to 10% travel may be necessary.

Benefits

• ESOP (Employee Stock Ownership Plan) – Each employee receives an allocation of stock every year.
• 401K with up to 4% company match.
• Medical, dental, and vision insurance.
• Paid holidays and vacation.
• Mental health resources and healthcare coordinators.
• Life insurance.
• Health Savings Account (HSA) and Flexible Spending Account (FSA).
• Short-Term and Long-Term Disability insurance.
• Profit-Sharing bonus.
• Performance-based merit increases.
• Education assistance up to $5,250 each year.
• Paid time off to support a cause close to your heart.