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Territory Manager - Massachusetts job

Broan-NuToneBoston, MA
Broan-NuTone jobs

Company

Salary

Skills

Job Description

Job Summary:

Experience a high-energy, fast-paced work environment that's both competitive and rewarding as you grow sales of Broan products within a designated territory by understanding and partnering with the Wholesale HVAC, Electrical and Low-Voltage Distributor customer and their Contractor customers by providing a positive customer experience.

The Territory Sales Manager utilizes consultative selling skills and experience to establish, retain and grow Broan Distribution accounts as well as develop and close new business utilizing a strong pull-through sales plan. Is generally responsible for developing channel relationships with Distributors, Contractors, Design/Builder Renovators and Builders. Training both Distributor and Trade personnel and generally develops and maintains a superior working relationship between Broan and its Customers. Responsible for the sales of a diverse group of products, focusing on the wholesale channel including HVAC, Electrical, Low Voltage and Building Material Distributors and showrooms throughout a specified territory or to specified customers.

Job Responsibilities:
  • Co-own revenue growth and drive execution of sales objectives in the Territory and Region.
  • Build Distributor relationships (local, regional& national) HVAC, Electrical, Low-Voltage and Dealers.
  • Develop Broan Distributors by identifying and understanding the distributor�s market position and entire supply chain to identify the distributor�s potential opportunity to Broan. Understand contact hierarchy within distributor accounts; know the decision makers.
  • Develop and execute revenue growth strategies aimed at growing Broan market share within the Distributor accounts - utilize all products; Vent Fans, Hoods, FAS, CVAC, Chimes& CAP�s.
  • Recommends Distributor Job Quote pricing and actions as needed to accomplish objectives.
  • Works closely with Regional Manager and other Territory Sales Managers to insure rapid communication and success of new product introductions and other promotional programs.
  • Be the Distributor�s information source for ventilation products that meet Building codes. Be willing to meet / visit distributors regularly to confirm stocked products, grow shelf space, correct inventory issues and identify opportunities to offer upgrade solutions to Distributors and their Customers.
  • Establish pull-through relationships with Contractors, Specifiers, Bid/Spec groups to promote Broan.
  • Conduct product sales training and update meetings to Distributors, Specifiers& Contractors to share construction trends, code changes and building practices.
  • Properly refers and/or assists in resolution of service and warranty issues on behalf of Broan.
  • Develops and maintains a base of knowledge on all competitors and interacts with all Broan departments relative to this knowledge, as appropriate.
  • Maintains records and submits reports as required by the Regional Manager and/or the Company.
  • Obtains credit information and provides such assistance to the Credit Department as may be required to insure the timely processing of customer orders.
  • Provides regular input to Regional Manager for use in preparing annual sales and expense budgets.
  • Represent Broan at select regional or national trade shows as directed by Regional Sales Manager.
Job Requirements
  • Strong business acumen and proven experience calling on Wholesale Distribution, Builders, Showrooms and Architects using a consultative and goal oriented sales approach.
  • A strong work ethic, hunter mentality, love of sales, and the drive to get out in the field and support existing business and/or pursue new business daily.
  • Bachelor�s degree, preferably in Business or equivalent field
  • Up to 5 years of previous field sales experience� ideally in a Construction sales organization.
  • Highly motivated, disciplined, organized and detail oriented.
  • Excellent people skills; effective communicator with strong written and verbal skills.
  • Demonstrated strong problem solving and analytical skills.
  • Relentless positive attitude and willingness to help.
  • Strong administrative skills (i.e. excel, word, power-point, mapping software).
  • Experience with Salesforce for project tracking and customer analysis is a plus.
  • Foster understanding of and adherence to sales processes and policies.
  • Demonstrated proficiency managing analytically rigorous initiatives.
  • Intellectually curious with an understanding the goal is to make the business grow.
Physical Requirements
  • Ability to travel up to 20% of the time to visit customers and Broan events.
  • Ability to work remotely; home office with the majority of your time out in the field.
Estimated annual salary
$73,093
average
Minimum
$57,885
Maximum
$91,248

TASKS

  • Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate or other subjects of sale.
  • Resolve customer complaints regarding sales and service.
  • Review operational records and reports to project sales and determine profitability.
  • Oversee regional and local sales managers and their staffs.

SKILLS

  • Reading ComprehensionUnderstanding written sentences and paragraphs in work related documents.
  • Active ListeningGiving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
  • WritingCommunicating effectively in writing as appropriate for the needs of the audience.
  • SpeakingTalking to others to convey information effectively.

KNOWLEDGE

  • Administration and ManagementKnowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
  • Sales and MarketingKnowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
  • Customer and Personal ServiceKnowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
  • Personnel and Human ResourcesKnowledge of principles and procedures for personnel recruitment, selection, training, compensation and benefits, labor relations and negotiation, and personnel information systems.

Broan-NuTone

Type

Subsidiary

Size

Large

Revenue

$500M to $1B

Location

Multiple locations

Industry

Appliance & Electric Manufacturers
Semiconductor & Electronic Component Manufacturers

Founded

1981

CEO

Dave Pringle

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