Territory Sales Manager

Job Title: Upper Midwest Territory Sales Manager – Marmon Fastener Company (Atlas Building Products Brand)

Reports to: VP of Sales (OEM)

Location: Remote, field-based

Assigned territory: Iowa, Minnesota, Wisconsin, Nebraska, North Dakota, & South Dakota

Travel: Up to 85%

Position Summary

The Territory Sales Manager is responsible and accountable for executing the business segment sales strategy through face-to-face engagement with identified customers to build durable business-to-business partnerships. Primary responsibility includes new customer growth while protecting and growing current customer revenue and contribution margin.

This role actively participates in segment strategy and supports voice-of-the-customer discovery to help identify end-user outcomes that inform innovative, differentiated product and service solutions.

Key Responsibilities

New Business Development and Growth

• Increase sales by identifying opportunities and forming business partnerships with new and existing customers.
• Build prospect lists and develop a targeted pipeline using industry sources (directories, trade shows, web sources, referrals, etc.).
• Develop strategies to achieve sales plan through disciplined 80/20 sales processes.

Account Management and Customer Partnership

• Travel throughout assigned territory to call on regular and prospective customers to build relationships and solicit orders.
• Develop and maintain relationships with customer contacts including owners, executives, purchasing, accounts payable, and other stakeholders as needed.
• Coordinate customer training and support adoption of products/programs.
• Identify and communicate customer ownership, personnel, and location changes to company leadership.

Commercial Execution

• Display/demonstrate products using samples or catalogs and communicate value and differentiators.
• Quote pricing and credit terms within guidelines and prepare sales contracts for orders obtained.
• Prepare reports of business transactions and manage expense accounts in accordance with policy.

Market Insight and Cross-Functional Coordination

• Conduct market research and stay current on market trends, competition, and customer expectations.
• Partner with branch locations to keep account activities, challenges, and needs current and visible.
• Participate in trade shows/association expos as required to support growth and relationship development.

Qualifications

• Bachelor’s degree from a four-year college or university OR 3–5 years of related experience/training; equivalent combination accepted.
• Ability to read and interpret safety rules, operating/maintenance instructions, and procedure manuals; write routine reports and correspondence; speak effectively with customers and employees.
• Working math skills including arithmetic and the ability to compute rate, ratio, and percent and interpret bar graphs.
• Proficiency with contact management/CRM systems and Microsoft Word and Excel.
• Understanding and application of 80/20 business principles.
• Current driver’s license.
• Ability to travel up to 85% of the time.

Preferred Skills and Attributes

• Strong customer-facing presence with the ability to build trust and influence across customer organizations.
• Proven track record of new customer acquisition and profitable account growth.
• High execution discipline: pipeline management, follow-through, and accurate forecasting/reporting.
• Comfort operating independently in a large territory while partnering effectively with internal stakeholders.

Competencies

• Strategic and analytical thinking (market insight, opportunity identification, sound judgment)
• Customer partnership and service orientation (responsiveness, credibility, relationship depth)
• Commercial execution (pricing/terms, contracts, results orientation, profitability focus)
• Communication (clear written and verbal communication; effective presentations)
• Project and territory management (planning, prioritization, on-time delivery)
• Professionalism, ethics, and accountability
• Collaboration and organizational alignment (branches, leadership, internal coordination)

Physical Abilities

• Regularly required to talk or hear.
• Frequently required to stand, walk, sit, use hands/fingers to handle or feel, and reach with hands and arms.
• Occasionally required to lift and/or move up to 50 lbs.
• Frequently required to visit job sites; may be required to climb ladders and walk on roofs or similar surfaces as applicable.