Territory Sales Manager

Position Summary:

• Incumbent is responsible for the development and implementation of the annual sales plan for the territory, in coordination with the Regional Manager and National Account Manager (s) (if appropriate) to achieve the corporations goals.  Key actions are; sales plan development and achievement, continual opportunity and risk assessment, competitive intelligence, facilitation of product development efforts and marketing initiatives, value proposition identification, local technical expertise.
• The incumbent is also responsible for assisting and supporting the NE Architectural Sales Manager and to provide limited support for demonstrating and creating “pull-through” demand for Lafarge products via in-field demonstrations, trials, and promotion of joint compound and wallboard to applicators and dealers.
• Travel requirement for this position is 50%.

Key Responsibilities

• Enhance the safety culture of Lafarge by personally committing to and demonstrating safe work practices
• Define product/service strategy and customer value propositions.
• Recommend product and service tactics.
• Assist in sales training and sales tools.
• Call on assigned customers while identifying & developing new opportunities.
• Ensure key account engagement from field to executive level to drive additional revenue and initiatives.
• Bring understanding of accounts needs to the sales and internal organization.
• Provide analysis and updated customer profiles, strategies and territory audits annually.
• Identify barriers to success and recommend solutions to eliminate those barriers.
• Demonstrate a commitment to communicating, improving and adhering   to  safety policies in all work environments and areas
• Provide regular support to the NE ASM through active involvement with the specification process, job tracking on key projects, etc.
• Serve as LEED/sustainability expert for the territory.
• Provide education on Lafarge products through AIA/CES courses

Knowledge & Skill

• Proactive, disciplined and self motivated - operates with a sense of urgency
• Ability to communicate effectively, both in writing and during face-to-face interaction.
• Group Facilitator – Strong customer interface skills
• Strong presentation and computer skills
• Analytical and conceptual capacities
• Very growth oriented.
• Flexibility in both mindset and in operating within an environment of change

Education & Experience:

• Undergraduate degree required – MBA is a plus.
• Strong sales background (at least 5 years) in the building materials supply industry or associated industries.
• Operational experience preferred.
• Experience interfacing with independent business owners / key decision makers, buyers, traders etc.
• Knowledge of segment based marketing methods
• Experience in operating in a matrix role