1. Position Description

Position Title: Territory Sales Manager

Date: 4-11-2024

Reports To: General Manager of Sales and Marketing

Location: Savannah, GA - metro areas

Purpose Of Role/Statement of Work

The Territory Sales Manager (TSM) is responsible for finalizing details of and closing sales within his/her assigned Territory – including pricing, quantities, material specifications, Collections (as needed), and shipping/delivery.

Job Description

The TSM is the primary owner of the relationship with the Contractors, Homebuilders, and Multi-Family accounts within the assigned territory, with the key role of finalizing and closing sales for Hartson-Kennedy Inc. The TSM will work collaboratively with the Inside Sales staff and Customer Service Teams to manage accounts as required. A strong knowledge of the construction project activity in the territory is critical to identifying and capturing leads to drive sales and profitability for Hartson-Kennedy and their partner Contractors, Homebuilders, and Multi-Family accounts. Keen knowledge of the Hartson-Kennedy Inc. product portfolio, and importantly its feature and benefit profile relative to the competition is key to building Hartson-Kennedy Inc. share and thought leadership.

Roles/Responsibilities/Accountabilities

· Finalize and close sales with target accounts – Contractors, Homebuilders, and Multi-Family accounts, within assigned territory to achieve/exceed objectives & key results including sales, and profitability.

· Identify and develop target accounts by creating a value proposition for Hartson-Kennedy Inc. to capture selling opportunities/leads in assigned territory that leads to the closing of projects for Hartson-Kennedy Inc.

· Utilize a pre-call planning and post call follow-up approach to all customer activity, and documents activity in weekly call report documentation – ensuring activity is accurate and up-to-date.

· Identify and understand competitive landscape, report activity, pricing, and competitive nature within the assigned territory.

· Accurately prepare monthly demand forecasts as well as structured and ad hoc market reports, and track performance to deliver/exceed the territory sales plan.

· Maintain current product and program knowledge – both Hartson-Kennedy Inc. and competitive information – to effectively present Hartson-Kennedy Inc. programs and products to customers to close sales; is able to use facts, data, and information to effectively overcome barriers to close sales

· Other duties as assigned

Work Relations:

Internal: General Manager of Sales and Marketing, Inside Sales Staff, Customer Service, Credit Department

External: Contractors, Homebulider/Site Managers, Project Managers

Expected Knowledge and Skills (education, skills, experiences and personal characteristics necessary for success in this position)

· Leads by example; ability to motivate others to achieve results

· Excellent (verbal and written) communication, interpersonal, negotiation, analytical, problem-solving, and judgment skills.

· Ability to collaborate and coordinate across the internal organization (Field Sales, Marketing, Legal, etc.)

· Knowledge of computer systems/programs.

Demonstrated ability to organize and manage time.

· Knowledge of local markets preferred.

· Demonstrates the ability to provide solutions to customer needs in a win-win fashion.

· Must be able to present a value proposition and overcome price discussion/negotiation.

· Effectively balances relationships with external customer demands.

· Demonstrated sales ability.

· Minimum of 5 years of experience selling products related to the construction and building industry.

· Background in construction materials.

· Previous Business-To-Business sales experience.

· Ability to perform job duties remotely.

This job description is not a comprehensive listing of activities, duties, or responsibilities that are required for the position. Responsibilities may change or new ones may be assigned at any time with or without notice.

Job Type: Full-time

Pay: From $50,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Paid training
• Vision insurance

Compensation package:

• Commission pay

Schedule:

• Monday to Friday
• Weekends as needed

Travel requirement:

• Travel

Experience:

• sales: 2 years (Required)

Ability to Relocate:

• Savannah, GA: Relocate before starting work (Required)

Work Location: Multiple locations