ARCHITECTURAL TERRITORY MANAGER/ARCHITECTURAL SPECIALIST

Exempt/Non-Exempt: Exempt

Reports to: Regional Manager

GENERAL SUMMARY OF POSITION:

The goal of this position is to achieve maximum sales profitability, growth, and market penetration through the development of new and existing architectural and engineering relationships, local sales, and national opportunities. Develops relationships, sales opportunities, and new avenues of growth through those different channels. Supporting the Garland Salesforce by providing them both technical support and sales opportunity.

Successful Architectural Territory Managers have a broad background in selling and a professional approach to marketing. They have learned how to increase sales, penetrate markets, and generate maximum returns for themselves and the company. They have experienced and handled the more difficult problems in marketing, such as explaining to prospects the technical aspects of Garland roofing and waterproofing systems, selling against tough competition, and working through customer perceptions that directly affect business. They can “put it all together” and in the process derive self-satisfaction from achieving weekly, monthly and yearly objectives and growing with the organization.

CORE & ESSENTIAL FUNCTIONS:

• Promotes/sells/secures opportunities from customers through a relationship-based approach and the 12-Step Blueprint.
• Upholds the Owner’s Promise.
• Demonstrates product and service offering to existing/potential customers and assists the local Garland Representative to sell/service the customer by selecting those best suited to their needs.
• Provides high-quality customer service to accounts that have questions regarding cooperative contracts by means of phone calls, emails, and/or in-person meetings.
• Development of sales and opportunities from the architectural community for Garland, IMETCO and Viking Products Group.
• Focuses business development on customers including Architects, Engineers, Building Envelope Consultants, and National Accounts.
• Joins and participates in professional associations in your area.
• Maximizes your territory and opportunity by growing sales in your area as well as developing a team to assist in the growth of sales.
• Becomes a trusted industry expert in roofing and waterproofing through self-study, external courses/certifications or offered Garland training.
• Establishes, develops, and maintains business relationships with current customers and prospective customers.
• Makes telephone calls and in-person visits and presentations to existing and prospective customers.
• Researches sources for developing prospective customers and for information to determine their potential.
• Develops clear and effective written proposals/quotations for current and prospective customers.
• Expedites the resolution of customer problems and complaints.
• Coordinates sales effort with Garland Salesforce, marketing, sales management, accounting, logistics and technical service groups.
• Creates and manages a customer value plan for existing customers highlighting profile, share and value opportunities.
• Plans and organizes personal sales strategy by maximizing the Return on Time Investment.
• Supplies management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising, and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas.
• Participates in trade shows and conventions.
• Other duties as assigned.

QUALIFICATIONS:

Must possess sales experience and cooperative contract development/management. Possession of at least a high school diploma is required and a post-secondary degree is preferred. Must successfully pass all required background screenings and obtain the requisite security clearance(s) to gain access to locations which require more stringent background scrutiny (example: military bases/installations). Demonstrated aptitude for problem-solving; ability to determine solutions for customers (consultative sales approach). Must be results-orientated and able to work both independently and within a team environment. Must possess excellent verbal and written communication skills. Proficiency in using Microsoft Office Suite applications and contact management software. Must have the ability to travel both domestically and internationally, so the ability to travel by plane, operate a motor vehicle and maintain a valid Driver's license are required. Overnight travel may be required.

EQUAL OPPORTUNITY EMPLOYER:

The Garland Company, Inc. is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, ancestry, military status, veteran status, marital status, gender identity or expression, transgender status, citizenship, sexual orientation, age (40 and older), disability (except where the disability prevents the individual from being able to perform the essential functions of the job and cannot be reasonably accommodated) or any other legally protected characteristic under federal, state or local law.