Territory Manager

Objective:

• The Territory Manager (T.M.) is responsible for aggregate sales & marketing in a defined geographic area of a market.  This individual has clearly defined sales and marketing objectives and accountabilities.  These include a detailed budget for his/her territory outlining monthly sales expectations by plant, product, and customer/customer segment.  The T.M. is responsible for all aggregate sales & marketing activities in his/her territory or customer segmented.  This includes customer relations, project management, specifier management, and systematic collection of market intelligence (i.e. competitor activity, fixed plant supply, bid tracking).
• The T.M. works closely with his/her fellow T.M.s, Customer Service & Logistics Manager, Market Analyst, Plant Managers, Materials Performance (Quality), Customer Service Team (i.e. Inside Sales & Dispatch) and Credit & Collections personnel.  T.M.s coordinate closely with other product line personnel to ensure effective customer and market coordination.

Responsibilities:

• Safety:  Ensures all aspects of his/her role are executed in a safe manner.  Ensures vehicle is operated and maintained according to best practices.  Obeys safety guidelines when on construction sites and Lafarge operations.  
• Results:  This role will be responsible for achieving volume/share and price objectives for his/her territory.
• Strategy:  Assists in the formulation of sales & marketing strategies, especially for the assigned territory.  Executes the strategies as defined.
• Customer Management:  Identifies and understands current and unmet needs for existing and potential customers and translates into sales opportunities.  Understands, communicates and captures the value of products and services to the customer.  Establishes effective relationships with the customers; based on quality products, services and convenience.  Determines the volume, price, freight and other supply-related details for existing and potential customers (and customer segments).
• Competitor Activity:  Identify the source of competitive supply into the respective territory.  Understand and communicate the quality of products, services, and resources employed by relevant competitors.  Continuously monitor competitor activity, communicate and recommend any necessary actions.
• Market Activity Management:  Proactively track and manage construction activity in the territory.  Understand existing product specifications, identify and recommend opportunities.  Identify relevant issues that may affect product supply.  Understand Lafarge’s current market position and continuously monitor the same.  Represent Lafarge on industry-related committees & associations.
• Forecasting: based on backlog and market intelligence, develops accurate forecasting and action plans to meet targets. Tracks and interprets market indicators (i.e. construction starts, building permits, housing sales) in order to understand key drivers of aggregate demand.
• Vertical Integration Coordination:  T.M.s coordinate closely with other product line personnel to ensure effective customer and market coordination.
• Communication & Coordination:  Document & communicate customer complaints and work with the Customer Service team to ensure they are addressed in a timely and effective manner.  Communicate when Lafarge exceeds customer expectations.  Work closely with Customer Service, Materials Performance, Sales, Operations and other internal personnel to promote an effective work environment.
• Administration: Responsible for generating “right-first-time” invoices through effective utilization of the quotation/billing system (ERP/Q2C), utilization of various sales tools (i.e. zone maps, systematic pricing…) and coordination with other sales and customer service personnel.  The TM will directly enter quotations and perform error resolution at the quote level.  He/she documents market information and distributes accordingly, prepares required reports in a concise and timely manner and assists in credit and collections
• AR/Collection: The TM is ultimately responsible for customer account aging

Relationships with Others Jobs:

• Reports to the market area Commercial Manager
• Works closely with other Territory Managers, Customer Service & Logistics Manager, Customer Service team, Marketing Analyst, Materials Performance Manager, Plant Managers, and Credit & Collections personnel

Specific Accountabilities:

• Achieving volume, price and other territory-specific objectives.
• Collecting market intelligence and thoroughly understanding the aggregate market in the assigned territory.
• Developing effective relationships with our key customers.
• Differentiating [Company] from the competition.
• Performing effective administration in order to ensure “right-first-time” invoices and communicate in a professional and concise manner.
• 15% of time, quote> x kt
• sales forecast accuracy, sales data collection once a year for territory and or segment
• AR/collection in a timely manner

Qualification Profile:
Education & Work Experience:

• An undergraduate degree in business or engineering, or significant industry experience.
• Knowledge of construction industry is an asset, but not essential.
• 5+ years of relevant work experience.

Knowledge & Skills:

• Strong customer focus.
• Results oriented.  Disciplined and process-oriented.
• Excellent people skills – able to develop effective working relationships internally and externally.
• Strong work ethic.  Strong problem solving and analytical skills.
• Effective computer and systems skills.