Sales Territory Manager - Spaces Market

Inpro-Corporation; California; On-site; USD 70,000 - 100,000; Full time

Job summary

Inpro Corporation is seeking a results-driven salesperson to drive growth across Education, Hospitality, Government and commercial markets in the southern half of California.

You will manage a balanced call plan and develop key relationships with architects, designers, consultants, and end-users to maximize opportunities and close ratios.

Qualifications

• College degree required; successful sales experience can enhance this.
• Previous inside or outside sales experience in a business-to-business environment, successful background in prospecting and business development.
• A track record of successful sales growth and teamwork.

Responsibilities

• Develop and maintain a focused strategic sales plan to increase business opportunities and meet sales targets.
• Prospect daily to uncover new lead opportunities and coordinate with inside divisional or national account counterparts.
• Manage territory with time-efficient planning and scheduling 2–3 weeks in advance; maintain call balance and high-quality field calls.
• Build relationships with key decision makers (architects, designers, consultants, end-users) to maximize opportunities and close ratios.

Skills

Closing skills

Time management

Communication skills

Prospecting

Education

College degree

Tools

Salesforce

SCORE reports

Job description

• Continually supports and adheres to the Corporate Values, Vision, and Mission Statement of Inpro Corporation.
• Develop and maintain a focused strategic sales plan to increase business opportunities to achieve or exceed sales targets in targeted markets, including Education, Hospitality, Government, and all commercial markets.
• Utilize effective territory planning to focus sales efforts and manage time productively, ensuring proper call balance of 40% A & D, 30% Construction and 30% Facility.
• Utilize time and resources effectively on office days to schedule appointments 2 – 3 weeks in advance, resulting in 5 -6 quality field calls/day (2 -3 of which should be firm).
• Prospect daily to uncover new lead opportunities and forward to appropriate inside divisional or national account counterparts.
• Identify and develop relationships with all key decision makers related to accounts to maximize sales opportunities and close ratios, i.e., architects, designers, consultants, end-users.
• Develop and maintain a list of top accounts and projects through the Multi-Divisional Project Tracker and actively participate in Key Account Management.
• Act as an industry resource for all Divisional product lines for technical assistance, product recommendations, specifications, etc.
• Identify and analyze competition from domestic and foreign competitors. Know your territory, the specifics of each project, and the strengths and weaknesses of all players involved to maximize close ratios and company profitability.
• Maximize selling time by appropriately leveraging internal resources, i.e., Sales Support, Estimating, Quality Assurance, Finance, etc.
• Maintain efficient office procedures for productive use of time, planning, and reports to ensure the maintenance of accurate and updated account files and follow-up procedures.
• Utilize and maintain all sales data systems, such as customer notes, estimating portal, Salesforce, SCORE reports, and all available Construction Reporting Services including local plan rooms.
• Effective and timely follow-up of all quotes, bids, leads, and opportunities to maximize close ratio.
• Demonstrate effective project management skills through timely follow-up and coordination to maximize close ratio. Ensure all policies and procedures are followed during the project process.
• Effective and clear communication utilizing Professional Selling Skills to uncover customer needs in all divisions.
• Effectively demonstrate the ability to complete all Functional Requirements of an Outside Sales Representative, and consistently utilize these skills to accomplish your sales goals.
• Maintain accurate quotes through complete/concise field measurements, coordinating efforts with inside divisional rep utilizing all respective field forms.
• Educate customers on the benefits of choosing Inpro with ease and confidence through face-to-face, virtual meetings via TEAMS, ZOOM or other platforms and Box Lunch presentations (min. 36 required per year, 4 of which are AIA).
• Meet or exceed desired target contribution margin level for your territory.
• Maintain high levels of accuracy and proficiency to minimize Returns and Allowances.
• Exude passion and dedication every day to succeed.

SBU Responsibilities:

• Must be team oriented and collaborate with Regional Sales Managers, Business Development Managers, regional and local Inpro personnel, providing frequent communication as necessary to meet the needs of our customers.
• Actively support and cross–promote all Inpro Products, services, and new product launches.
• Interact positively and professionally with all internal customers/departments.
• Make effective decisions in a timely manner and communicate them appropriately to meet or exceed internal and external customer expectations.
• Represent Inpro Corporation in a professional, business-like manner at all trade shows, industry events, trade associations, golf and other networking events/outings, etc.
• Utilize effective, regular, and positive communication with inside divisional or national account counterparts to maximize territory penetration.
• Maximize territory information through regular weekly review of inside divisional rep note reports.

Pre-requisites:

• College degree required. Successful sales experience can enhance this.
• Previous inside or outside sales experience in a business-to-business environment, successful background in prospecting, cold-calling and business development.
• A track record of successful sales growth and teamwork.
• Self-starter who is capable of taking initiative, working independently, as well as an effective and valued team member.
• Ability to handle multiple tasks simultaneously with timely follow-through and accuracy in completion of tasks.
• Ability to handle all types of customers, to resolve conflicts confidently and calmly while maintaining a positive and consistent relationship.
• Must possess above-average problem-solving skills.
• Excellent listening, probing, and closing skills.
• Effective time management skills and ability to prioritize tasks and complete projects on schedule.
• Must demonstrate professional oral and written communication skills.
• Must be competent in computer skills (word processing, spreadsheets, databases, PowerPoint presentations, electronic mail). Background in automated sales office systems is helpful.
• Ability to adapt quickly and positively in response to demands of company growth and development.

Job Relationships and Authority:

• Reports directly to the Regional Sales Director.
• Works remotely with a team of Inside Divisional Sales and National Account Reps and is responsible for efficient coordination of efforts.
• Ability to apply pre-established pricing discounts as provided by your Manager, as appropriate.
• Enforce company policies and procedures.

Territory Coverage: This territory covers the southern half of California, and an incumbent must reside within the territory.

Salary Range: $70,000 - $100,000, plus commission and bonuses. The pay range shown represents the national average pay range for this role. Your pay may be more or less than the stated range and is dependent on your geographic location and level of experience.

Qualifications

Skills

Behaviors

:

Motivations

:

Education

Experience

Licenses & Certifications

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.