Territory Sales Manager

Territory Sales Manager

Westland Distributing is a well-established wholesale distribution company and leader in the Manufactured Home parts industry. We are currently looking for a Territory Sales Manager to help us drive profitable sales growth in our Phoenix, AZ Branch through maximizing revenue associated with repeat customers and regularly sourcing new active accounts.

The Territory Sales Manager is expected to grow Branch sales through the development and execution of a territory sales plan which combines in person visits with key accounts on an established cadence, regular prospecting, and time in the Branch location collaborating with the Branch Manager and Counter Sales staff to maximize revenue opportunities. The person in this role is tasked with developing expert level knowledge of our manufactured housing (MH) offerings, the local MH market, and our customer base to support consistent attainment of sales targets.

The ideal candidate is hungry, looking to grow sales and shares our core values of prioritizing relationships, taking ownership, being positive and getting results.

General Job Duties / Responsibilities

• Calls on current accounts and prospects in person on a regular basis to generate sales and to develop positive working relationships with the decision maker(s). Successfully closes sales opportunities to achieve or exceed the sales budget and growth objectives for the assigned territory.
• Creates a market plan that focuses on building relationships and selling opportunities with customers and prospects that fit well with the products and services we provide within the territory. Assists GM, RSM and/or other sales team members with sales activities that support national accounts (i.e. OEM, Distributors, Key Accounts) as a TSM.
• Develops an organized plan for covering the territory. Schedules appointments in advance to ensure productive and effective use of time spent in a particular area of the territory has a balance of face-to-face interactions with existing customers and new prospects. A TSM is expected to have regular nights of overnight travel each week to maximize the time spent on selling activities within the territory.
• Uses internal tracking tools to document accurate and detailed sales appointments, leads, opportunities, potential issues or challenges, follow up information, successes, etc. in a timely manner.
• Continually enhances and improves product, industry, and sales process knowledge. Provides useful and effective training to new customers, prospects, and pull-through business on the value of Westland products and services. Follows up in a timely manner to provide pricing or collateral information.
• Assists new customers in the new account set up process and understanding the order, delivery, and billing procedures at Westland. Ensures credit applications and requested financials are properly completed and forwarded internally for processing.
• Acts as a liaison between customers and internal Westland departments (credit, inside sales, distribution) to proactively resolve issues or answer questions so outstanding items are addressed timely.
• Provides feedback and recommendations to Branch Manager and/or General Manager regarding new product needs, customer feedback, product challenges or issues in the field, competitive pricing issues, new business opportunities, new challenges, and changes in market conditions within the territory.
• Participates in developing the sales forecast for the territory by analyzing current customer accounts and potential prospects. Executes the action plans developed for the territory to achieve or exceed the sales, margins, and market share objectives for the territory.
• Attends trade shows, conventions, and association meetings to build relationships and educate prospects and leads on Westland.

Requirements

• 3+ years of proven performance in an Outside Sales role
• Construction / building materials / manufactured housing experience a big plus
• Outgoing relationship builder who quickly and easily connects with people.
• Ability to personally create a territory sales plan and consistently execute against it.
• Highly organized with strong attention to detail and time management skills
• Proficient in Microsoft Office suite; become proficient in Sage 100
• Strong work ethic with a desire to leave things better than you found them.
• Eagerness to grow professionally and take on new challenges.
• Solution oriented with a positive, can-do attitude.
• Demonstrated success in a comparable sales role.
• Ability to learn a variety of product knowledge quickly.
• Excellent sales and negotiation skills with ability to close the sale.
• Strong organizational, reasoning, problem solving and follow up skills.
• A self-motivated individual who is focused and can handle multiple priorities successfully at the same time.
• Excellent written and verbal communication and presentation skills.
• Ability to be a team player committed to the success of the business.
• Must be willing to travel overnight to adequately call on accounts in person.
• Be a professional representative of the company and maintain confidentiality.

We're an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.