Territory Sales Manager

Style Crest - West Sacramento, CA

Full-time - Mid Level

West Sacramento, CA

Merchant Wholesalers, Durable Goods

About the position

Westland Distributing is seeking a Territory Sales Manager to drive profitable sales growth in our Sacramento, CA Branch. This role is pivotal in maximizing revenue from repeat customers while actively sourcing new accounts. The primary territory for this position encompasses California, Northern Nevada, and Oregon. The Territory Sales Manager will be responsible for developing and executing a comprehensive territory sales plan that includes regular in-person visits to key accounts, consistent prospecting, and collaboration with the Branch Manager and Counter Sales staff to identify and capitalize on revenue opportunities. In this role, the Territory Sales Manager is expected to cultivate an expert-level understanding of our manufactured housing (MH) offerings, the local MH market, and our customer base. This knowledge is essential for consistently meeting and exceeding sales targets. The ideal candidate will embody our core values of prioritizing relationships, taking ownership, maintaining a positive attitude, and achieving results. We pride ourselves on fostering a fun and friendly business environment, offering competitive wages, health benefits, vacation, sick leave, and a 401K plan. Additionally, this position provides opportunities for career growth and on-the-job training. The Territory Sales Manager will engage with current accounts and prospects through regular in-person visits to generate sales and build positive relationships with decision-makers. Responsibilities include closing sales opportunities to meet or exceed sales budgets and growth objectives, creating a market plan focused on relationship-building and selling opportunities, and assisting other sales team members with national account activities. The role requires an organized approach to territory coverage, scheduling appointments in advance to ensure effective use of time, and maintaining a balance between face-to-face interactions with existing customers and new prospects. The Territory Sales Manager will utilize internal tracking tools to document sales appointments, leads, and follow-up information accurately and promptly. Continuous improvement in product, industry, and sales process knowledge is essential, as is providing effective training to new customers and prospects. The role also involves assisting new customers with account setup and acting as a liaison between customers and internal departments to resolve issues proactively. Feedback regarding product needs, customer feedback, and market conditions will be communicated to the Branch Manager and General Manager. Participation in trade shows and conventions is also expected to build relationships and educate prospects about Westland's offerings.

Responsibilities

• Calls on current accounts and prospects in person on a regular basis to generate sales and develop positive working relationships with decision makers.
• Successfully closes sales opportunities to achieve or exceed the sales budget and growth objectives for the assigned territory.
• Creates a market plan that focuses on building relationships and selling opportunities with customers and prospects.
• Assists GM, RSM, and/or other sales team members with sales activities that support national accounts.
• Develops an organized plan for covering the territory, scheduling appointments in advance for effective time management.
• Maintains a balance of face-to-face interactions with existing customers and new prospects.
• Documents accurate and detailed sales appointments, leads, opportunities, and follow-up information using internal tracking tools.
• Enhances and improves product, industry, and sales process knowledge continuously.
• Provides training to new customers and prospects on the value of Westland products and services.
• Assists new customers in the account setup process and understanding order, delivery, and billing procedures.
• Acts as a liaison between customers and internal departments to resolve issues or answer questions.
• Provides feedback and recommendations to management regarding new product needs and market conditions.
• Participates in developing the sales forecast for the territory by analyzing current customer accounts and potential prospects.
• Executes action plans to achieve or exceed sales, margins, and market objectives for the territory.
• Attends trade shows, conventions, and association meetings to build relationships and educate prospects.

Requirements

• 3+ years of proven performance in an Outside Sales role
• Experience in construction, building materials, or manufactured housing is a big plus
• Outgoing relationship builder who quickly connects with people
• Ability to create and execute a territory sales plan
• Highly organized with strong attention to detail and time management skills
• Proficient in Microsoft Office suite; must become proficient in Sage 100
• Strong work ethic with a desire to improve processes
• Eagerness to grow professionally and take on new challenges
• Solution-oriented with a positive, can-do attitude
• Demonstrated success in a comparable sales role
• Ability to learn product knowledge quickly
• Excellent sales and negotiation skills with the ability to close sales
• Strong organizational, reasoning, problem-solving, and follow-up skills
• Self-motivated individual who can handle multiple priorities
• Excellent written and verbal communication and presentation skills
• Team player committed to the success of the business
• Willingness to travel overnight to call on accounts in person
• Professional representative of the company who maintains confidentiality.

Benefits

• Competitive wages
• Health benefits
• Vacation
• Sick leave
• 401K
• Career growth opportunities
• On-the-job training