Territory Sales Manager

Western Builders Supply

Full-time - Mid Level

10,001+ employees

Merchant Wholesalers, Durable Goods

About the position

The Territory Manager (TM) at Western Builders Supply is responsible for driving sales growth of Big Timber products within the wholesale and STAFDA distribution channels, with a particular focus on the lumber sector. This role requires a deep understanding of industry trends and the ability to engage proactively with both new and existing customers to enhance market share. The TM will utilize value-added selling techniques and maintain strategic relationships to effectively manage their territory and achieve sales targets.

Responsibilities

• Engage consistently with existing customers while managing a pipeline of potential customers.
• Move qualified target customers through the sales cycle effectively.
• Develop growth strategies for markets and customers that align with company values.
• Provide a consultative selling experience using product, industry, and market knowledge.
• Utilize strategic relationships to develop the assigned territory efficiently.
• Position products favorably using Value-Added Selling techniques against lower-priced alternatives.
• Communicate timely with internal and external stakeholders regarding quotes, order status, pricing, and product updates.
• Use sales software to identify market trends and develop strategies accordingly.
• Deliver professional sales and educational presentations to stakeholders.
• Exhibit effective time management to maximize in-person selling time.

Requirements

• Bachelor's Degree required.
• Minimum 5 years' experience selling through a distribution channel, including lumber yards and to end users.
• Building Materials or Construction background preferred, with a minimum of 5 years.
• 3+ years of experience in cold calling/new account development.
• High degree of integrity and attention to detail.
• Knowledge of the building products industry and markets preferred.
• Ability to sell on value rather than price.
• Demonstrated ability to adapt within the dynamic sales cycle of the building products industry.
• Collaborative team player with a self-motivated approach to learning new products and services.
• Working knowledge of Microsoft Windows.