Role Description This position is responsible for executing the commercial strategy, as developed by leadership, within an assigned territory for the business unit. The individual is accountable for sales activities that exemplify company core values to foster positive customer experiences, grow and develop market share within an assigned territory, deliver year-over-year territory growth, and maintain project manager and distributor relations within the territory. This person will spend significant time in the field within the assigned territory, working with distributors, estimators, project managers, and other customers to maintain and grow product sales. The Territory Sales Representative (TSR) reports to the Regional Sales Manager within the assigned region of the business unit. - New Business Development (50%): - Use market, prospect, and customer data from sales operations, marketing, and leadership to execute business development plans in the assigned territory. - Make direct sales calls on pure prospects, upgradable customers, and key full-line accounts within the territory to maintain relationships, identify areas for expanded partnership, and sell more products. - Understand territory market share by product line to properly request marketing, sales, and customer service resources to a territory or customer group. - Maintain a thorough understanding of competition and competitive product lines within the assigned territory. - Use a ‘hunting’ mentality within the territory to maintain a pipeline of pure prospects to convert to new customers. - Promote the company’s unique selling propositions and differentiators, using marketing collateral, samples, and demonstrations. - Collaborate with marketing to continuously maintain a queue of new or upcoming projects to bring to distributors in the territory. - Meet or exceed quarterly and annual volume growth goals for the assigned territory. - Strategic Account Management (25%): - Use standardized territory summaries and dashboards provided by Sales Operations to lead customer meetings. - Produce quarterly business reviews for ‘top 20’ strategic accounts within the territory. - Grow distributor stocking programs for quick ship offerings in metal, wood, and hardware. - Continuously work to upgrade stagnant or non-full-line accounts to become full-line, key strategic accounts. - Sustain consistent quote follow-up and record key market insight regarding competition, pricing, and product compatibility. - Customer Relationship Management (15%): - Adhere to standardized CRM processes established by leadership. - Attend industry events, customer promotions, and company sponsored programs. - Foster and maintain positive customer relationships for internal and external customers. - Enhance customer retention through exceptional service and an approachable, positive demeanor. - Ensure adherence to standardized commercial policies and procedures established by leadership. - Assist the customer service team in gathering appropriate information, images, door tags, and visiting job sites. - Commercial Excellence (10%): - Summarize monthly territory Key Performance Indicators (KPIs). - Maintain the integrity of the ERP system and sales configurator. - Visit customers and prospects, in person, on a regular basis (weekly). - Evaluate and provide feedback to the sales leadership assigned to the region. Qualifications - Bachelor’s degree in business, marketing, sales, or related field required, or significant and equivalent industry and sales leadership experience. - 5+ years of sales and customer service experience within the commercial building materials industry. - Must possess excellent skills using Microsoft Word, Excel, Outlook, and PowerPoint. - Must have previous experience utilizing CRM systems to manage customer information accurately. - Must be an extremely effective, professional, and polished communicator. - Must have building material sales or manufacturing experience and/or sound working knowledge of door and hardware industry products. - Prefer previous experience implementing AI solutions within commercial sales. Requirements - This is a base salary-exempt plus commission position with flexibility to work extended hours and/or weekends as needed. - This position is remote and must be based within the assigned territory and near a major metroplex within that territory. - 75% travel is required within the territory for customer and prospect visits, participation in company or customer events, and engagement initiatives within the industry.