Position Description
Title: Territory Sales Manager - Lumberwrap
Department: Sales
Immediate Supervisor: Director Sales - ECP
Status: Exempt Salaried - Remote
Position Purpose: Develop regional end user accounts and assist in new product development.
Principle Accountabilities
Penetrate and develop specific market segments within the region at the end user level.
Provide specialized business development to Distribution in the form of target lead generation specific to the territory.
Assist management with specialized market knowledge within end-user standard industrialized codes.
Prospect and target high volume end users within the focus market segments.
Establish and build relationships with distributor’s management and sales force, focusing on Sapphire Elite and Premier Distributors.
Train our distributor’s sales force on Intertape products while focusing on end-user activity and market penetration.
Assist in developing new products based on the needs of the end users in the market.
Run product trials and evaluations through sales cycle.
Establish and justify the value added products, programs and sales/marketing support (packaging specialists support as an integral part) that IPG delivers to ensure that IPG has a favored position in the account.
Train distributors by utilizing effective sales presentations, product knowledge, competitive knowledge, IPG resources (product specialists, product managers, and regional managers). Core competence on all specialized tapes, industrial MRO, Industrial OEM, Housing and construction is required (i.e. grades of tape, adhesives, backings, applications, major competitors, etc). Understanding the FAB’s (features, advantages, and benefits) of IPG products is also essential.
In-depth product knowledge of Market.
Penetrate market with end-user sales calls, corporate account sales calls, product demonstrations, and reinforcing the value added IPG brings to our customers. Working with performance products and other specialists to achieve corporate goals.
Documentation of end-user focus by utilizing the customer relationship management software in a routine and timely manner (minimum once a week) with quality targets, initiatives and other appropriate sales activities. Ensure that all reporting is filled out properly and completely.
Compliance with all Internal Policies, i.e. responsiveness, pricing, returns and credit issues.
Monitor sales vs. forecasts and trends in relation to company objectives and competitive activities.
Keep management up to date with competitive information such as new products, competitive price books, and price increase & decrease letters.
Work proactively with customer service and the pricing team to resolve any outstanding issues within 24 hours. SPPA’s & Special Pricing Questionnaire ( SPQ) must be filled out properly and completely.
Quick response time to our customers and internal personnel i.e. returning calls, completing assigned projects, and questionnaires is necessary and required.
Ensure that the implementation and compliance of major and national accounts initiatives and plant audits are completed in a timely fashion. Any issues of non- compliance to be brought to management attention as soon as possible.
Complete a longer than average sales cycle with all customers as well as integrated suppliers.
Performing all the duties as assigned by Supervisor.
Close business and turn over to the assigned distributor.
Essential Skills and Experience
Bachelor’s degree or College degree is preferred but not limited
+5 years of industrial sales experience
Prior experience within the lumber, packaging, or related product industries is strongly preferred.
Planning: Ability to think ahead and plan over 1-2 year time span.
Management: Ability to organize and manage multiple priorities.
Sales and service systems development and deployment.
Problem analysis and problem resolution at both a strategic and functional level.
Technical skills in strategic planning and sales planning.
Distributor training and development.
Strong customer orientation.
Excellent interpersonal and communication skills including presentation skills.
High performance teams and a strong team player.
Commitment to company values.
Computer proficiency.