Territory Sales Manager

$95,500 - $131,300/Yr

Unclassified - Mi-Wuk Village, CA

Full-time - Mid Level

Remote - Mi-Wuk Village, CA

About the position

Johns Manville is a leading manufacturer and marketer of premium-quality insulation and commercial roofing, along with glass fibers and nonwovens for commercial, industrial, and residential applications. Our products are utilized across various industries, including building products, aerospace, automotive, transportation, filtration, commercial interiors, waterproofing, and wind energy. As a proud member of the Berkshire Hathaway family of companies, we serve customers in over 80 countries worldwide. Our commitment is to deliver positive and powerful experiences, as we believe our success is intertwined with the success of our employees and customers. We are passionate about our work, care for people, perform at a superior level, and prioritize the protection of others and our environment. The Territory Sales Manager will be responsible for providing overall management and leadership for sales activities within an assigned geographical territory to ensure that sales and earnings objectives are achieved. This position is work from home, based out of Michigan, and will support the entire state of Michigan, parts of Ohio (Columbus, Cleveland, and Toledo), and western Pennsylvania. Candidates can expect to be away from home 2-3 nights per month. A company vehicle and credit card will be provided to facilitate travel and sales activities. In this role, you will prioritize and drive sales results within your specified geography and assigned product lines. You will work closely with an office-based account manager to acquire new accounts across all segments and channels in the building insulation business. Building and maintaining relationships with key contractors, distributors, and general contractors in each major market will be essential. You will also promote and implement the JM value-added selling model to channel partners and end users within your territory, leveraging market opportunities from other JM construction products businesses to increase insulation market share. Additionally, you will perform market share analysis, develop and implement target account strategies, gather and share market intelligence, and solicit specifications from architects, specifiers, and building owners for JM insulation products. Your role will also involve collaborating with Operations, Customer Service, and Marketing functions to create and deliver value to our customers, managing the sales planning and forecasting processes, and ensuring legal compliance in all sales activities.

Responsibilities

• Prioritize and drive sales results within specified geography and assigned product lines.
• Work in conjunction with office-based account manager to acquire new accounts in all segments and channels in the building insulation business.
• Grow and maintain relationships with key contractors, distributors, and general contractors in each major market.
• Promote and implement JM value-added selling model to channel partners and end users within territory.
• Leverage market opportunities from other JM construction products businesses for insulation share.
• Perform market share analysis and identify opportunities.
• Develop and implement target account strategies.
• Gather and share market intelligence.
• Solicit and work with architects, specifiers, and building owners to gain specification on JM insulation products.
• Develop strong relationships with customers (distributors, contractors, and owners) to understand their needs and find ways to meet them profitably.
• Partner with Operations, Customer Service, and Marketing functions to create and deliver value to customers.
• Take ownership of assigned territory sales planning and forecasting processes.
• Implement marketing programs to achieve sales and market share objectives and prepare reports as required.
• Evaluate existing sales processes using continuous process improvement methodologies such as Six Sigma to identify cost and variance reduction opportunities.
• Assure legal compliance in the selling of all products/systems with applicable local, state, and federal regulations.
• Manage and control budgetary processes for the assigned territory.
• Lead the sales effort for new product commercialization launch efforts at specification and contractor segments in the assigned territory.

Requirements

• Bachelor's degree with a minimum of 7 years sales experience.
• Experience and/or understanding of sales/marketing channels for building products.
• Strong leadership skills.
• Proven track record of obtaining sales goals and developing and managing people.
• Ability to build and maintain high-level customer relationships.
• Strong business acumen and understanding of the entire value chain.
• Basic financial skills.
• Excellent interpersonal, verbal, and written communication skills.
• Excellent listening skills.
• Ability to be customer and market focused.
• Solid problem resolution skills.
• Solid analytical skills to evaluate product lines, markets, customers, marketing programs, and sales strategies.
• Ability to lead and manage multiple tasks.
• Proficient in Microsoft Word, Excel, PowerPoint, and Outlook.
• Ability to work independently and in a team environment.
• Ability to interface at all levels of the organization, both internally and externally.
• Heavy car day travel required with 2-3 nights per month of overnight travel.
• Must be able to drive a vehicle and carry a valid driver's license.

Nice-to-haves

• Experience in the construction industry.
• Familiarity with Six Sigma methodologies.
• Previous experience in a remote work environment.

Benefits

• Comprehensive medical plans.
• Dental plan.
• Vision plan.
• Wellness program.
• Critical illness insurance.
• 401(k) plan with a sizeable company match.
• Paid vacation.
• Paid sick leave.
• Paid parental leave.
• Basic life insurance.
• Short-term and long-term disability coverage.
• Employee assistance program.
• Business travel accident coverage.
• Supplemental life insurance.
• Accidental death and dismemberment insurance.
• Health spending account.
• Traditional flexible spending account.
• Dependent care spending account.
• Tuition reimbursement program for undergraduate and certain graduate programs.