Territory Sales Manager - Northeast Job

Position Title: Territory Sales Manager

BU or Function:  Consumer & Construction

EEO:

FLSA: Ex [X] Non-Ex []

Sub-function: Sales

Plant Site: Northeastern Region

Hazardous: Yes [] No []

Entity: Arkema [] ArrMaz [] Bostik [X]

Hazardous: Yes [] No [X]

City/State: Northeastern Region

Country: USA [X] MX [] CA [] BR []

# Direct Reports:  0      # Indirect Reports: 0

Report to Manager Title: Regional Sales Manager Northeastern Region

New Position: [] Revised [] Reclass[] Date:

Last Review Date:  2018

This section to be Completed by Comp Dept

Grade:

EEO:

FLSA: Ex [] Non-Ex []

Job Summary (include Context and Environment)

Provide a high-level overview of the role, level, and scope of responsibilities. The summary should provide a basic understanding of the role that includes 1) “why the job exists?” 2) level, scope of role: geography, revenue, volume, number of sites where applicable and team size, 3) % of travel anticipated.

** May include Confidential information (not to be shared on job postings) **

Execute strategic plans developed by the Territory Manager as well as overall Sales and Marketing company objectives.  The job involves working directly with our existing distribution accounts as well as identifying and targeting potential new distribution.  The job also involves working with contractors and independent retail customers to drive business through distribution.  Architectural sales calls are part of the Territory Manager’s responsibility, including presentations to groups.

Territory covered:  North New Jersey, New York City and Southern New England.

Essential Duties & Responsibilities with % Breakdown:

Identify the major activities or responsibilities of the job (usually 4 to 6). Using a short phrase name or list each activity; estimate the percentage of time spent on each one. Then describe each activity in detail, and how it is done. Use increments of 10% and higher.

Liaison for Marketing Team / Sales Management to identify key territory opportunities – 25%

• Work closely with Regional Sales Manager to define target and goals
• Provide on-going information on industry advances and product needs

Responsible for selling full product offering of Bostik Hardwood, Tile & Stone, Resilient & Surface

Preparation Systems for C&C Business Unit in the Region – 25%

• Trouble shoot account problems and facilitate technical solutions for the customer

Manage & grow Bostik accounts covering assigned territory – 25%

• Use Salesforce.com as part of CRM (Customer Relationship Management) and daily territory management

Execute and implement the Bostik sales market plan – 25%

• Develop and implement strategies to manage accounts, prepare timely sales reports, and provide technical needs

Minimum Qualifications and Education Required

Min Years of Experience

5+ Years of Experience in Sales & Marketing with exposure to complex sales processes

Education and area of focus

Bachelor Degree – Business or related field preferred

Certifications/Trainings:

Competencies -Knowledge Skills & Abilities (KSAs)

• Strong understanding of flooring marketplace and industry applications, conduct job site product training
• Ability to perform hands on demonstrations with flooring products, lift up to 57 pounds
• Strong interpersonal, communication, listening, organizational agility, and presentation skills
• Skilled with computer, Word, Excel, Power Point
• Familiarity with Salesforce.com preferred

Physical Demands/Working Conditions

• Able to travel 50% of the time.  Territory requires overnight hotel stays, air travel as well as extended drive times (up to 4 hours at a time)
• Must be able to remain in a stationary position 50% of the time
• Moves equipment weighing up to 57 pounds
• Positions self to install, demo and test product