Territory Sales Manager | Canada

Reports To:   Regional Sales Manager       FLSA Status: Exempt        Direct Reports: None           

Purpose

3A Composites is a leading player in segments such as composite panels for high-quality facades and display applications. In the United States, its best-known brands are Alucobond®, Dibond®, Gatorfoam®, Sintra®, and Fome-Cor®.

The Territory Sales Manager plays in critical role in 3A’s success and growth by delivering sales results within a defined territory. This role’s primary responsibility is to develop and implement a strategy for growing sales and profits through assigned accounts that have multiple product requirements. This role serves as the primary point of contact with these accounts and is responsible for making sales calls, developing and coordinating sales presentations, and providing superior sales service.

Responsibilities

• Manages all sales activities to assigned accounts to achieve/exceed revenue and profitability goals
• Drives new business revenue aggressively while ensuring strong profitability
• Establishes and grows effective customer relationships that are based on openness, honesty, and trust.
• Meets or exceeds customer expectations for product reliability, service, and responsiveness for assigned accounts
• Provides timely and accurate forecasts of sales volume on a monthly basis
• Provides timely and complete information on the customers’ requirements and expectations (product and service) in a way that insures understanding and promotes compliance
• Manages sales expenses at or below budget/prior year
• Assists in the development of the strategic plan and annual budget by providing projections on sales and future outlook
• Manages 3A’s “position” in the market to be consistent with the company’s strategy and mission
• Manages the resolution of product quality complaints with assigned customers
• Prepares timely sales reports, market assessment reports, program updates, account strategy plan, and weekly reports; loads and updates projects into CRM as required
• Keeps senior management advised in a timely fashion of market trends, account problems, and business risks and opportunities which could have a material impact on the company’s performance
• Negotiates pricing, volume, and terms with customers that maximize company financial and strategic objectives
• Partners closely with Customer Service team to ensure that we deliver on customer fulfillment needs and requests
• Promotes and finds new applications for 3A’s products through a pull marketing strategy with distributors and end users
• Leverages industry events, networking opportunities, associations, and tradeshows to build relationships and sell 3A’s portfolio of products
• Approaches the sales and account management function in a “Total Quality” way identifying and implementing and continuous improvement activities
• Performs at the highest level of ethical standards while communicating and supporting the company code of conduct
• Perform all other duties as needed or required to maintain and grow profitable business within the assigned account base

Requirements & Qualifications

• 4 year college degree preferred
• A minimum of three years in Sales or Business Development required, with a high level of success selling in a B2B or distribution environment (preferred)
• Demonstrated negotiation skills with ability to close deals
• Ability to build and maintain strong, collaborative working relationships
• Experience working in systems (i.e. CRM,  ERP, Sales Forecasting)
• Able to analyze and solve problems with varying degrees of complexity
• Demonstrated professionalism, dependability, collaboration and influencing skills
• Ability to use technology and analysis tools (Excel, Outlook, web, databases)
• Proficient at detailed product presentations using samples as well as electronic presentation
• Willingness to travel domestically (60-70%)