Territory Manager Corian Design, Italy

DuPont Co.; Milano; On-site; EUR 48,000 - 90,000; Full time

Job summary

DuPont's Corian Design unit seeks a Territory Manager to drive profitable growth in an assigned territory. You will lead go-to-market, select and manage distribution partners, and collaborate across sales, marketing, and supply chain to meet revenue and market-share goals.

You will advance customer relationships with distributors, fabricators, and contractors, manage forecasts, and convert opportunities into revenue through cross-functional teamwork.

Qualifications

• Bachelor's degree in business, engineering, technical, or related field.
• Territory or field sales experience in a B2B environment.
• Strong pipeline, forecasting, CRM, and territory planning discipline.
• Experience in technical, industrial, manufacturing, or materials sales.
• Experience leading pricing, contracts, renewals, and commercial negotiations.
• Experience coordinating cross-functional teams across sales, marketing, TS&D, supply chain, finance, and customer service.
• Exposure to channel, distributor, or indirect sales models where applicable.
• Ability to translate customer insight into account strategy and measurable growth initiatives.
• Ability to operate effectively across functions, regions, and complex decision networks.

Responsibilities

• Owns go-to-market for assigned territories and partners.
• Identifies and installs self-sufficient distribution partners.
• Delivers sales, margin, and growth objectives.
• Develops relationships with direct customers, distributors, fabricators, contractors, and other stakeholders.
• Collaborates with Specification, Marketing, TS&D, Customer Service, Supply Chain and Pricing.
• Maintains territory forecast and opportunity pipeline.
• Executes joint business plans with distributor partners.
• Leads customer acquisition activities within the territory.
• Converts opportunities into revenue in partnership with the Specification team.

Skills

Territory sales

B2B sales

Pipeline forecasting

CRM discipline

Cross-functional collaboration

Account strategy

Strategic thinking

Education

Bachelor's degree

Tools

CRM systems

Forecasting tools

Job description

At DuPont, our purpose is to empower the world with essential innovations to thrive. We work on things that matter. Whether it’s providing clean water to more than a billion people on the planet, producing materials that are essential in everyday technology devices from smartphones to electric vehicles, or protecting workers around the world. Discover the many reasons the world’s most talented people are choosing to work at DuPont. Why Join Us | DuPont Careers

The Corian® Design business is looking for a Territory Manager. Reporting to the Sales Leader, the Territory Manager is responsible for delivering profitable growth within an assigned territory through effective customer, distributor, and fabricator development. The role executes the commercial strategy, expands market coverage, grows channel performance, develops new business opportunities, and converts qualified opportunities into realized revenue.

Working closely with the Specification team, Marketing, Customer Service, Supply Chain, and TS&D, the Territory Manager ensures strong in-market execution and customer engagement to achieve territory growth objectives.

Key Outcomes

• Deliver territory sales, volume, gross profit, and pricing targets.
• Increase market share within assigned territories, segments, and customer groups.
• Improve distributor performance, capability, and territory coverage.
• Increase new business acquisition and customer penetration.
• Convert qualified project opportunities into revenue in partnership with the Specification team.
• Improve forecast accuracy, pipeline visibility, and CRM discipline.
• Strengthen competitive position and customer loyalty within the territory.

Core Responsibilities

-Territory & Partner Strategy:

• Owns the full go-to-market approach across a portfolio of the territories, holding single accountability for all commercial, distribution, and partner decisions within the territory.
• Identifies and installs the best possible self-sufficient distribution partners in each territory, selecting partners explicitly on their ability to drive sales independently and operate with minimal Corian involvement
• Rationalizes the distributor base actively, ensuring efficient and effective market development;
• Deliver sales, margin, and growth objectives within the assigned territory.
• Identify and pursue new business opportunities, applications, and customer segments.
• Increase customer penetration and share of wallet across existing accounts.
• Monitor competitive activity, customer trends, and market developments and provide recommendations to the Sales Leader.

-Distributor Enablement:

• Manage day-to-day relationships with distributors within the territory.
• Execute joint business plans with distributor partners.
• Monitor distributor performance against agreed objectives and KPIs.
• Identify opportunities to improve distributor capability, productivity, and market coverage.
• Support distributor onboarding, development, performance improvement, and rationalization processes.
• Ensure compliance with commercial agreements, pricing policies, and business processes.
• Increase the proportion of business delivered through strategic distribution partners.

-Customer Management:

• Develop relationships with direct customers, distributors, fabricators, contractors, and other commercial stakeholders.
• Conduct regular business reviews with priority customers and channel partners.
• Identify customer needs and translate them into growth opportunities.
• Lead customer acquisition activities within the territory.
• Resolve commercial issues and elevate risks where required

-Project Conversion & Commercial Execution:

• Collaborate with the Specification team to convert qualified project opportunities into orders and revenue.
• Engage distributors, fabricators, contractors, and customers to remove barriers to project conversion.
• Support quoting, project execution, and customer follow-up activities.
• Maintain visibility of active projects and conversion opportunities.
• Maintain an accurate territory forecast and opportunity pipeline.
• Drive effective territory execution of specification-led opportunities.
• Manage a pipeline of active commercial opportunities within the territory
• Implement consistent commercial excellence processes within the country, including structured pipeline management, distributor performance tracking, and formal reporting

-Cross-Functional Collaboration:

• Partner with Specification, Marketing, TS&D, Customer Service, Supply Chain and Pricing teams.
• Coordinate resources to support customer requirements and growth initiatives.
• Provide customer and market insights to support commercial decision-making and future growth plans.

Qualifications

• Bachelor's degree required. Business, Engineering, Technical, or related disciplines preferred.
• Advanced business, commercial, or technical education is a plus.
• Territory or field sales experience in a B2B environment.
• Strong pipeline, forecasting, CRM, and territory planning discipline.
• Experience in technical, industrial, manufacturing, specialty materials, or solution-based selling environments.
• Experience leading pricing, contract, renewal, and commercial negotiations.
• Experience coordinating cross-functional teams across sales, marketing, technical service, supply chain, finance, and customer service.
• Exposure to channel, distributor, or indirect sales models where applicable.
• Ability to translate customer insight into account strategy and measurable growth initiatives.
• Ability to operate effectively across functions, regions, and complex decision networks.

The employment relationship shall be governed, in both its economic and regulatory aspects, by the current National Collective Labor Agreement for Employees of the Chemical and Chemical-Pharmaceutical Industry, as well as any subsequent renewals.

The Base Pay range for this role is 48.300 – 89.700 EUR Annual.

Beyond base salary, the total compensation package may include bonuses, equity, benefits, and other incentives. Your recruiter will discuss this with you.

How Base Pay is Determined: DuPont has job leveling frameworks that help organize roles based on progressive levels of responsibility,proficiency, and qualifications. Each role has an associated pay range (or an established pay rate for some roles) based on the competitive market in each country where weoperate. Individual pay isdeterminedbased on multiple factors, including the role, associated pay range, geographic location (country, state, metropolitan area), as well as skills, experience, education, certifications, and performance.

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