Territory Manager - Indianapolis

Territory Manager

Reports To: District Sales Manager

POSITION SUMMARY

Sells the 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

• Travels throughout the assigned territory, meeting with new and prospective customers to discuss the products offered by PrimeSource Building Products.
• Stays informed about current market conditions and competitive intelligence.
• Uses Salesforce to manage their pipeline, record call notes, plan weekly meetings, and track monthly and yearly performance against targets.
• Leverages internal and external partners to facilitate customer conversions.
• Owns all local relationships with purchasing agents, general managers, and other key decision-makers.
• Tracks and manages customer inventory levels supporting program business.
• Organizes customer training events.
• Participates in all required trade shows and customer events.
• Attends monthly meetings with their District Sales Manager (DSM) and participates in quarterly business reviews.
• Works closely with the inside sales team to help resolve issues and ensure all customers receive adequate touchpoints.
• Adheres to the PSBP T&E Policy.
• Follows the company dress code.
• Safely operates a company-issued vehicle and keeps it well maintained.

COMPETENCIES

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.
• Clearly articulates ideas and objectives and can engage others 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.
• 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 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.
• 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 demonstrating the drawbacks of maintaining the status quo. Identifies like-minded individuals and leverages them to build consensus.

SKILLS & ABILITIES

Education

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

Required Skills

To perform this job successfully, an individual should have a strong working knowledge of Salesforce and the Microsoft Office Suite (Outlook, Excel, and PowerPoint). Experience with SAP is preferred. Mathematical skills include adding, subtracting, multiplying, and dividing using whole numbers, common fractions, and decimals.

Certifications & Licenses

Valid driver's license and current automobile insurance.

WORK CONDITIONS

Physical Demands

• Constant sitting, reaching outward, grasping, and speaking.
• Frequent standing, walking, and manual manipulation.
• Occasional reaching above the shoulder, squatting, kneeling, bending, carrying up to 10 lbs., and pushing/pulling up to 12 lbs.

Work Environment

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

Schedule

Monday–Friday, various hours.