Sales Territory Manager - Spaces Market, Charlotte

Description

Individual Duties and Responsibilities :

• Continually supports and adheres to the Corporate Values, Vision and Mission Statement of Inpro Corporation.
• Develop and maintain a focused strategic sales plan to increase business opportunities to achieve or exceed sales targets in targeted markets including Education, Hospitality, Government and all commercial markets.
• Utilize effective territory planning to focus sales efforts and manage time productively ensuring proper call balance of 40% A & D, 30% Construction and 30% Facility .
• Utilize time and resources effectively on office days to schedule appointments 2 - 3 weeks in advance resulting in 5 -6 quality field calls / day (2 -3 of which should be firm).
• Prospect daily to uncover new lead opportunities and forward to appropriate inside divisional or national account counterparts.
• Identify and develop relationships with all key decision makers related to accounts to maximize sales opportunities and close ratios, i.e. architects, designers, consultants, end-users.
• Develop and maintain a list of top accounts and projects through the Multi-Divisional Project Tracker and actively participate in Key Account Management.
• Act as an industry resource for all Divisional product lines for technical assistance, product recommendations, specifications, etc.
• Identify and analyze competition, from domestic and foreign competitors. Know your territory, the specifics of each project, and the strengths and weaknesses of all players involved to maximize close ratios and company profitability.
• Maximize selling time by appropriately leveraging internal resources, i.e. Sales Support, Estimating, Quality Assurance, Finance etc.
• Maintain efficient office procedures for productive use of time, planning and reports to ensure the maintenance of accurate and updated account files and follow-up procedures.
• Utilize and maintain all sales data systems, such as customer notes, estimating portal, Salesforce, SCORE reports, and all available Construction Reporting Services including local plan rooms.
• Effective and timely follow-up of all quotes, bids, leads, and opportunities to maximize close ratio.
• Demonstrate effective project management skills through timely follow up and coordination to maximize close ratio. Ensure all policies and procedures are followed during the project process.
• Effective and clear communication utilizing Professional Selling Skills to uncover customer needs in all divisions.
• Effectively demonstrate the ability to complete all Functional Requirements of an Outside Sales Representative, and consistently utilize these skills to accomplish your sales goals.
• Maintain accurate quotes through complete / concise field measurements coordinating efforts with inside divisional rep utilizing all respective field forms.
• Educate customers on the benefits of choosing Inpro with ease and confidence through face-to-face, virtual meetings via TEAMS, ZOOM or other platforms and Box Lunch presentations (min. 36 required per year 4 of which being AIA).
• Meet or exceed desired target contribution margin level for your territory. The territory includes North Carolina and South Carolina.
• Maintain high levels of accuracy and proficiency to minimize Returns and Allowances.
• Exude passion and dedication every day to succeed.

SBU Responsibilities :

Pre-requisites :

Job Relationships and Authority :

Equal Opportunity Employer / Protected Veterans / Individuals with Disabilities

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