What are the responsibilities and job description for the Territory Sales Representative position at Fencing Supply Group?
Territory Sales Representative – Trex® Composite Fencing is responsible for driving market adoption and revenue growth of Trex Composite Fencing within an assigned territory. This role focuses on growing share from wood, vinyl, and competing composite fencing products by influencing contractor behavior, building strategic partnerships, and elevating Trex as the premium fencing solution of choice. The ideal candidate will cover FL, SC, NC and GA.
A core pillar of this role is to identify, recruit, and activate a committed network of residential fencing contractors who consistently present Trex Composite Fencing alongside wood and vinyl in every customer estimate—positioning Trex on value, performance, and longevity, not just price.
Our Ideal Partner — In One Sentence
A residential fencing contractor who confidently introduces Trex® Composite Fencing as a premium option, educating homeowners on value, performance, and longevity — even when price is not the initial driver.
Key Responsibilities:
Market & Share Growth
- Grow Trex Composite Fencing sales by converting share from wood, vinyl, and competitive composite products
- Develop deep understanding of local market dynamics, competitor offerings, and pricing structures
- Influence product selection at the contractor and homeowner level through education and value-based selling
- Track and grow composite penetration within targeted accounts and territories
Contractor Recruitment & Activation
- Identify high-potential residential fencing contractors within the assigned territory
- Recruit, onboard, and activate contractors into a strategic partnership with FSG and Trex
- Drive consistent quoting behavior where Trex Composite Fencing is included on every applicable project estimate
- Establish Trex as the contractor’s trusted premium fencing solution, not an occasional upgrade
Contractor Enablement & Training
- Support in-field training, product demos, lunch-and-learns, and jobsite visits (support of Trex Product Sales Specialist)
- Educate contractors on Trex product features, performance benefits, installation best practices, and homeowner value propositions
- Support contractors with quoting tools, samples, and sales enablement materials
- Coach contractors on how to present Trex confidently—even when homeowners initially focus on wood or vinyl pricing
Relationship & Channel Management
- Build strong working relationships with contractors, dealers, and internal partners
- Collaborate closely with Inside Sales, Customer Service, and Operations to ensure excellent contractor experience
- Act as the voice of the market by providing feedback on product performance, objections, and competitive threats
Sales Execution & Reporting
- Execute territory plans aligned to growth targets, contractor activation goals, and composite share objectives
- Track activity metrics (contractor visits, trainings, demos, quotes written) and performance metrics (revenue, installs, share growth)
- Maintain accurate CRM records and forecasting
Requirements
- 3 years of outside sales experience, preferably in building materials, construction products, or home improvement
- Proven success influencing product selection and driving adoption of premium solutions
- Experience working with contractors, installers, or trade professionals
- Strong consultative and value-based selling skills
- Self-motivated with the ability to manage a field-based territory independently
- Valid driver’s license and ability to travel within assigned market
Preferred
- Fencing, decking, railing, or exterior building products experience
- Experience launching or growing a new product category
- Familiarity with wood, vinyl, aluminum, and composite fencing systems
Key Competencies
- Contractor-focused mindset
- Premium product positioning
- Relationship-building and trust development
- Influence without authority
- Strong presentation and training skills
- Data-driven Territory Management
Success in This Role Looks Like
- Consistent growth in Trex Composite Fencing share versus wood and vinyl
- A defined, activated pool of committed contractor partners
- Contractors routinely quoting Trex as a standard option—not an exception
- Increased homeowner awareness and acceptance of composite fencing as a long-term value solution