Summary: The Territory Sales Manager is responsible for the Sales and Marketing efforts of Grass products within the boundaries of a specified area. This would include representation of Grass products to both the OEM and Distribution market segments.

Qualification Requirements

To perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Minimum Qualifications

· 5 years of experience in the Kitchen Cabinet, Cabinet Hardware, Furniture, Building Materials or Related Industry.

· 5 years of prior Sales/Marketing experience.

Knowledge, Skills and Abilities

· Requires excellent communication skills both verbal and written.

· Ability to read, analyze and interpret technical drawings and industry language, financial reports and legal documents.

· Ability to respond to common inquiries or complaints from customers and business related sources.

· Ability to write clear and concise reports which will be circulated throughout the management organization.

· Ability to effectively present information to all levels or personnel in this industry, managers, and public groups.

· Ability to work with mathematical concepts such as probable statistical inference, fundamentals of plane and solid geometry.

· Ability to apply concepts such as fractions, percentages, ratios and proportions to practical situations.

· A familiarity with finance and accounting principles is helpful.

· Ability to define problems, collect data, establish facts and draw valid conclusions based on same data.

· Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

· Must understand concepts relating to profitability, contribution margin, and internal costs which influence product sales price.

· General mechanical aptitude. 

Additional Desired Qualifications

· Prefer: College Degree.

· Experience working with woodworking and shop tools as a knowledge base or skill – not necessarily professionally- but as a past experience or even hobby.

· Additional languages are helpful but not required.

Supervisory Responsibilities

· None

Essential Functions

· Manage relationships with key principles and decision-makers of all territory OEM and distribution accounts. The Territory Manager is primarily responsible for the customer relationship and for its success. 

· Coordinates various Sales efforts with internal departments such as Customer Service, Finance, and Warehouse/Shipping to best utilize Grass resources and meet customers’ expectations.

· Provides positive image of Grass brand within market and conducts his/her self with professionalism and integrity. Promotes ethical business practice in all business activities.

· Maintains schedule of frequent customer visits which include opportunities for goal setting, new product introduction, updating of customer forecasts, review of current and future product purchases and gathering of significant market information and trends. Promotes “partnering” relationship to meet both Grass and customer expectations with regard to product goals and market share.

· The Territory Manager is ultimately a Sales Manager for the Grass distributor and coordinates and directs the distribution sales group in their Grass-related activities. This process includes creating goals and holding the distribution sales group accountable for all activities and achievements. This is ultimately the execution of the partner relationship and the Territory Manager should provide leadership in the marketplace.

· Develops and maintains a comprehensive list of current and “target” accounts. This would include various Grass OEM and large distribution accounts as well as potential Grass distributors and competitive distributors. Current customers and target accounts should be segmented for clear channel approach. Include this list as a shared database with Grass management for future product development and opportunity analysis.

· Develop and maintain a comprehensive overview of each account. This database should include all major principles, department managers, various influencers and decision makers in the Sales process. This overview should take on a template form and include as much relevant data as necessary to capture views of the customers market/channel segmentation, market approach, financial position and logistics necessary to support the account. This database will be segmented into OEM and distribution customers.

· Maintain and grow corporate image and reputation, protect and develop the company’s brand via Sales/Marketing activities and intellectual property management.

· Effectively communicate with various functional departments such as Product Management, Engineering/R&D and Finance to define relationship between Grass goals and customer expectations. Must be able to gather market and competitor information and report to various departments. Effectively utilizes internal resources to promote Grass brand and products in a profitable manner.

· Surveys the marketplace for competitive products and builds a competitive database which compares various Grass products with competitively equivalent products. Maintains “market price” information in this shared database.

· Provides analysis of sales and cost of sales for each customer. Advises Grass management on market pricing strategy and conditions to meet market price structure and optimize Grass profitability.

· Works closely with Forecasting/Planning to ensure customer demand is matched with Grass productivity and resources.

· Maintains constant communication regarding Sales activities with the Regional Sales Manager to ensure consistent market and product approach. This would include the use of internal and external memos and correspondence, email, telephone and voicemail.

· Prepares monthly reports outlining Sales activities and market information.

· Attends local, regional and national industry trade shows and national association meetings to gather market information and reports findings to Grass management.

· Assists in the creation of annual budgets and reporting methods to be used by Grass management. Accountable for all Territory expenses incurred during the course of the fiscal year. Must have a general ability to read and interpret financial reports and check reports for accuracy.

· Actively participates in budget planning session’s future budgets and marketing activities.