Manager, Territory Sales- CCC

$84,400 - $110,775/Yr

Summit Materials - Des Moines, IA

Full-time - Mid Level

Des Moines, IA

Mining (except Oil and Gas)

About the position

The Territory Sales Manager position at Summit Materials is a pivotal role that combines territory management with essential technical responsibilities. This individual contributor role is designed for a proactive and results-oriented professional who will develop and sustain a business strategy aimed at gaining or protecting market share for accounts within the designated territory. The Territory Sales Manager will be responsible for leading marketing and sales efforts, providing basic technical service to customers, and monitoring the quality and performance of both Summit/Argos and competitive products in the area. This position is crucial for maintaining a positive community standing and ensuring sustainable operations while adhering to all company policies, safety standards, and federal/state regulations. In this role, the Territory Sales Manager will create clear business strategies for each account, focusing on increasing market share, account penetration, and protecting the existing customer base. The manager will set realistic revenue and product goals, understand the competitive landscape, and develop plans to maximize account potential. A significant part of the role involves promoting Argos products, particularly in the masonry and stucco segments, and providing technical assistance to address product and service issues. The manager will gather intelligence on customers and competitors, maintain a succession pipeline of potential customers, and strengthen customer relationships through training and education. Additionally, the Territory Sales Manager will participate in trade associations, highlight innovation opportunities, and develop effective call planning systems to ensure adequate coverage. The role requires managing working capital goals, understanding how to deliver value to customers, and utilizing Summit and Argos systems for accurate forecasting and reporting. A commitment to safety and effective communication is essential in this position, which also requires the ability to travel as needed to meet with customers and attend meetings.

Responsibilities

• Develop and sustain a business strategy to gain or protect market share for accounts in the territory.
• Lead marketing and sales efforts within the sales territory.
• Provide basic technical service to Summit/Argos customers.
• Monitor the quality and performance of Summit/Argos and competitive products in the territory.
• Create clear business strategies for each account to increase share and account penetration.
• Develop realistic revenue and product goals.
• Identify and understand the competitive landscape.
• Develop plans to maximize account potential and implement District Strategies.
• Promote the use of Argos products, focusing on masonry and stucco segments.
• Provide basic technical assistance and troubleshoot product and service issues.
• Gather territory intelligence on customers, competitors, and potential customers.
• Maintain a succession pipeline of customers for potential sales.
• Develop and strengthen customer relationships and provide training and education.
• Participate actively in trade associations as requested.
• Highlight innovation and product development opportunities.
• Develop an effective call planning system for adequate coverage.
• Manage working capital goals and meet DSO and SG&A objectives.
• Utilize Summit and Argos systems for accurate forecasts, pricing, and reporting.

Requirements

• Bachelor's degree in Business Administration, Marketing, Sales, Engineering, or a related field.
• 3-5 years of sales experience in building materials supply or associated industries, preferably with geographic/territory understanding.
• Proactive, organized, results-oriented self-starter with high energy and drive.
• Effective communication skills, both in writing and face-to-face.
• Strong presentation, training, and computer skills with analytical and conceptual abilities.
• Knowledge of segment-based marketing methods.
• Possess entrepreneurial skills and business acumen.
• Residence within the sales territory is required.
• Ability to travel as needed for customer meetings and business unit meetings.

Nice-to-haves

• Experience in the construction materials industry.
• Familiarity with CRM systems and call planning tools.

Benefits

• Disability insurance
• Health insurance
• Dental insurance
• Paid time off
• Employee assistance program
• 401(k) matching
• Life insurance