Territory Manager

Department: Sales

Location: Territory covers SW Pennsylvania, Eastern Maryland, Northern West Virginia, and parts of far east Ohio.

*CANDIDATES MUST RESIDE WITHIN DESIGNATED TERRITORY*

Reports To: District Sales Manager

POSITION SUMMARY

Sells full line of building materials to assigned channels by performing the following duties.

ESSENTIAL FUNCTIONS

Reasonable Accommodations Statement

To accomplish this job successfully, an individual must be able to perform, with or without reasonable accommodation, each essential function satisfactorily. Reasonable accommodations may be made to help enable qualified individuals with disabilities to perform the essential functions.

Essential Functions Statement(s)

• Be organized & knowledgeable of current market conditions, campaigns and pricing.
• Drives vehicle throughout assigned territory to call on regular and prospective customers to meet and discuss the PrimeSource Advantage.
• Responsible for all scheduled maintenance of company vehicle.
• Displays or demonstrates product, using samples or catalog, and emphasizes salable features.
• Completes required training. (BrainShark, Product Training Events)
• Communicates and understands competitive field level pricing across product categories.
• Records expenses & submits per TE policy.
• Works with inside sales representatives to keep account activities and literature up to date.
• Tracks stock levels at customer location.
• Responsible for weekly planning through Salesforce.com
• Visits all prospective accounts to validate legitimacy.
• Coordinates customer training.
• Develops and maintains relationships with purchasing contacts, customer ownership and other critical personnel.
• Investigates and resolves customer problems.
• Attends trade shows and customer events.
• Participates in monthly reviews with the sales manager.
• Participates in all assigned ride along with both PrimeSource.

COMPETENCIES

Trusted Advisor: Is able to bring industry knowledge and insights to their customers. Can speak to market conditions, product mix, and how success can be replicated. Creates value for their customers, be a strategic thinker, and make and close deals. Knows how to ask high value questions. Understands the customer's own objectives. Learns and speaks to the value solutions PrimeSource can provide.

Teaches for Differentiation: Reframes and challenges the way others view their world. Is willing to speak out and shows passion in taking a position or defending an idea that differs from currently accepted thinking. Sees value in promoting unique or disruptive ideas. Presents viewpoints that have been thought through, are supported by reliable information, or reflect the results of personal research.

Teaches for Differentiation: Clearly articulates ideas and objectives, and can engage someone in jointly addressing priorities. Positions a concept in a way that brings an individual or group closer to a disruptive idea. Preempts and anticipates negative reactions, and shows poise and self-control when such ideas are questioned. Argues for new positions or ideas rationally, accepts contrary points of view without frustration or rejection, and works to test new ideas with others.

Tailors for Resonance: Can identify a group's or individual's background and desired outcomes. Is comfortable talking to a wide range of individuals with varying priorities, interests, and levels of knowledge. Successfully links an idea or message to individual goals to overcome skepticism or pushback. Can discuss issues from multiple angles.

Tailors for Resonance: Keenly tracks activity and new information. When faced with an unfamiliar situation, uses such information to help more efficiently achieve an outcome. Consistently evaluates progress and knows when course correction needs to take place.

Takes Control: Has a good sense of distinguishing between near-term and long-term benefits. Articulates long-term value in order to overcome immediate objections or concerns. Is able to paint a broad picture of an idea or outcome before addressing tactical details. Is comfortable discussing financial terms in a commercial setting.

Takes Control: Understands the decision-making process and has the ability to steer a conversation to a favorable outcome. Preempts stakeholder objections and can identify when a conversation becomes unproductive. Drives urgency by showing the drawbacks of keeping status quo. Identifies like-minded individuals and leverages them to build consensus.

CRM Centric : Can quickly learn then integrate Salesforce CRM into daily and weekly activities. Will be proficient in logging meetings, updating customer notes, and adding/removing opportunities from their pipeline.

SKILLS & ABILITIES

Education: Associate's degree (A. A.) or equivalent from two-year college or technical school, OR six months to one year related experience and/or training

Required Skills: To perform this job successfully, an individual should have strong knowledge and understanding of CRM systems (Salesforce preferred), Company Reporting Software, Internet Software, Spreadsheet and Word Processing software. Knowledge of 2 and 1's use helpful. Mathematical skills include adding, subtracting, multiplying, and dividing in all units of measure, using whole numbers, common fractions, and decimals.

Certifications & License: Valid Driver's License, current Insurance.

WORK CONDITIONS

Physical Demands:

• Constant sitting, reaching outward, grasping, and speaking.
• Frequent standing, walking, and manually manipulating.
• On occasion reaching above shoulder, squatting or kneeling, bending, carrying 10 lbs. or less, and push/pull 12 lbs. or less

Work Environment: While performing the duties of this Job, the employee is occasionally exposed to wet and/or humid conditions and outside weather conditions. The noise level in the work environment is usually moderate.

Schedule: M-F Various Hours

Job Type: Full-time