Territory Sales Manager

Winnipeg, Manitoba, ca
Company: Lafarge
Category: Sales
Published on 2021-05-13 20:19:40

The Territory Sales Manager is an individual contributor role with territory management and basic technical responsibilities. The overall responsibilities of this role are to develop and sustain a business strategy designed to gain or protect market share for accounts in the territory, provide basic technical service to Lafarge customers, lead the marketing and sales efforts within the sales territory, and to monitor the quality and performance of Lafarge and competitive products in the territory.

Note: Position involves travel as needed to meet with customers and attend business unit and district meetings


Safety Leadership:

  • Demonstrate a commitment to a safe work environment.
  • Take a leadership role and actively participate and support safety initiatives within the business.
  • Perform all work activities following all relevant safety policies and procedures
  • Strategy & Planning:

  • Develop the territory strategy and commercial plan to grow sales performance
  • Develop product sales forecasts
  • Continuously work to find new opportunities for our products within the market
  • Create a clear business strategy for key accounts (e.g. increase share, account penetration, protect existing base, etc.)
  • Develop revenue and product goals that are realistic and achievable.
  • Understand how to deliver value to customers (Performance Innovations) and use value selling strategies
  • Identification and incorporation of service and product improvement opportunities
  • Develop plans to maximize potential of accounts, using good account management practices.
  • Identification and elevation of customer volume abnormalities with proposed resolution
  • Gather territory intelligence on all market volumes and create a realistic succession pipeline of customers that can be sold if other volumes are lost
  • Coordinate advanced technical service to customers using the Technical Service Engineer or Specialist - utilize technical resources to satisfy product and customer issues
  • Promote the use of Lafarge products in the territory, and promote the use of cement-based building products over competing materials.
  • Utilize Lafarge systems to maintain accurate forecasts, pricing, CRM, and expense reporting.
  • Actively share customer information with Marketing, Manufacturing, and Logistics.
  • Customer Relations:

  • Cultivate relationships with customers, peers and other product lines
  • Develop, maintain and strengthen customer relationships.
  • Develop an effective call planning system to ensure adequate coverage.
  • Interact with key customer decision-makers
  • Build industry and government association relationships
  • Understand how to deliver value to customers (Performance Innovations if applicable) and use value-selling strategies. Identify and understand competitive landscape.
  • Gather territory intelligence on all customers, competitors, and potential customers and maintain a realistic succession pipeline of customers if other volumes are lost.
  • Relationships with Other Jobs

  • Work collaboratively with all product lines to achieve agreed upon sales targets
  • Internal:

  • Regional Sales Team
  • Cement Manufacturing
  • Cement Logistics/Terminals
  • Regional Marketing
  • Other Product Lines
  • External:

  • Customers
  • Industry organizations
  • Qualifications

    Education Requirements:

  • Post-secondary degree in Business, Engineering or a related field.
  • Experience:

  • 5-7 years’ sales experience is preferable
  • 3-5 years’ sales experience in the building materials supply or associated industries.
  • Ready-mix and concrete products experience considered an asset
  • Proactive, organized, results-orientated self-starter with a high level of energy and drive.
  • Ability to communicate effectively, both in writing and during face-to-face interaction.
  • Strong presentation, training, and computer skills.
  • Knowledge of segment based marketing methods.
  • Possess entrepreneurial skills and business acumen.
  • Job-Specific Competency Profile:

  • Business Acumen
  • Driving for Results
  • Functional/Technical Skills
  • Customer Focus
  • Managing & Measuring Work
  • Motivating Others
  • Leading People
  • Interpersonal Savvy
  • Peer Relationships
  • Problem Solving
  • Strategic Agility
  • As part of our dedicated focus on the health and safety of all employees, a pre-employment medical, including drug and alcohol testing and a criminal record check, may be required.

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