Job Summary: Leads the company’s business in a defined region to maximize sales and margins through specifications gained, bids won and relationships developed with key architects, specifiers, contractors and end users. Uses proficient selling skills, effective time management, strategic plans and the tools that Inpro provides to lead their region and to maximize sales results for the company. Coordinates sales efforts of Territory Sales Managers in designated region and Divisional Sales Directors to maximize sales and margins.

Primary Objective:

• Sales and Margins- Maximize sales and contribution margins for the company to reach and/or exceed the annual sales target by maintaining existing customers and pursuing new business.

Primary Duties:

• Sales Personnel – Monitor, evaluate, train, coach and inspire Territory Sales Managers in a timely and effective manner; effectively address personnel issues as they arise.
• Prior Approvals – Take the necessary steps to ensure that Inpro is specified on projects prior to the bidding stage.
• Bid Follow Up – To ensure effective coordination and timely follow-up on projects bid to maximize the close ratio.
• Rapport Development – Ensure sufficient rapport is developed with external customers to obtain a high close ratio and secure negotiated projects.
• Pricing – Review pricing with Divisional Sales Directors on an as needed basis.
• Call Reports - Correctly enter call notes in CRM following each call; make sure that the notes contain the information needed to move the sales process forward and to provide an accurate account of the customer’s situation.
• Strategic Sales Planning - Develop focused Strategic Sales Plans for each territory; maintain plans in an on-going basis for each territory addressing current market and competitive conditions; and to execute plan. Plans should address both business maintenance and growth strategies.
• Market Segments - Coordinate Strategic Plans to ensure that the primary customer types and geographic areas are covered properly and in a timely manner to maximize sales results.
• Growth - Continually pursue growth opportunities while maintaining existing business. Major opportunities areas include non-buyers, new products, and under developed market segments.
• Selling Skills - Utilize effective selling skills to maximize close ratio. Must meet or exceed Level 5 Selling Skills benchmarks at all times.
• Teamwork - Teamwork is the basis of the entire Sales Department. Each Territory Sales Manager will effectively coordinate and communicate on a daily basis activities and information on accounts, competition and pricing with the appropriate Divisional Inside Rep(s)/Team to maximize sales results.
• Record Keeping – Maintain accurate and complete personnel files; Conduct and document a minimum of one 1-on-1 per month per Territory Sales Manager; Maintain accurate and complete customer and sales records in CRM, track competitive pricing, specification inclusions, Field Measure errors, and other activities in territories, and track quote results and close ratios per division.
• Competitive Information - Monitor all competitive activities in each territory to include competitive atmosphere, pricing, etc., and uses this information when pricing a job to maximize sales results.
• Policies & Procedures - Properly follow all company policies and procedures.
• Training - Participate in company training programs and transfer these skills to the job.

Key Responsibilities:

Ability to demonstrate the following:

• Positive Attitude
• Professionalism
• Self-Management
• Proactive vs. reactive approach to business
• Teamwork
• Dependability
• Clear and effective verbal and written communication skills
• Proficient use of selling and time management skills
• Good Judgment
• Personal Development
• Business and Product Knowledge
• Knowledge and use of CRM
• Develop, maintain and use strategic plans
• Industry knowledge
• To meet or exceed customer expectations

Specifications:

• College degree required
• Minimum five years of experience in sales management, preferably outside experience
• Minimum two years of experience in outside sales and/or presenting to Architects and Designers
• Knowledge of the construction process
• Demonstrate the ability to work as part of a team
• Strong oral and written communication skills

It's preferred that the ideal candidate resides in one of the following areas, near a major airport: New York, New England, Maryland, Virginia, DC, Pennsylvania, or Ohio.

Job Relationship:

• Reports directly to the National Sales Manager
• Works closely with Divisional Sales Directors and other departments to ensure proper coordination, communication and teamwork is implemented
• Responsible for leading the outside sales force within their designated region

Authority:

• Interviewing and hiring outside sales personnel
• Train new hires
• Conduct, at minimum, one 1-on-1 per month, per Territory Sales Manager
• Corrective action including termination
• Direct assignments and schedules of direct reports
• Enforce company policies and procedures
• Establish regional policies and procedures
• Prepare a regional strategic plan
• Prepare regional budget recommendations
• Recommend compensation changes within budgetary guidelines, with final approval of HR
• Implement regional organizational changes
• Negotiate pricing guidelines as needed with Divisional Sales Directors

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)