Job Description

The Territory Representative is responsible for developing new business in the commercial building segments with GC’s, builders, architects, installers, and 3rd party consultants and converting or growing loyalty to increase sales of the product portfolio.

This position operates within Henry BES team-based environment and will partner with all Henry colleagues within the region, as well as sales leadership, sales support, and marketing to achieve sales objectives

ESSENTIAL DUTIES AND RESPONSIBILITIES

• In partnership with the regional manager, develop an annual territory plan that includes market opportunity and a strategy to increase sales and market share.

• Proactively target new builder business, particularly those whose segment focus aligns with the full product portfolio.

• Set and complete targeted appointments per day with potential and existing trade customers, engaging key channel partners to complete pull-through sales.

• Work collaboratively with the entire sales team to ensure sales opportunities are effectively executed.

• Develop pro trade contractors through various training, which includes market segment training, sales training, and product knowledge training.

• Regularly analyze current channel partners and create plans to grow market share, either within an existing dealer base, or determine other and better ways to go to market.

• Evaluate effectiveness of sales strategies and programs modifying as required to achieve goals.

• Join and actively participate in appropriate associations

• Create and maintain a project pipeline in Salesforce.com.

• Track/Maintain specified/submitted project pipeline through to order received stage.

• Conduct Product Knowledge trainings to general contractors and installers

• Identify and report market intelligence on product, program, shipping, and market segments.

• Collaborate with other Company personnel as required to provide technical assistance, training, project-startup, dealer assistance, contractor assistance, problem resolution, e

• Participate in regional design organizations and promotional/trade show activities.

• Assist in Product Development

• Gather information on competitive activity and prospective strategic directives.

QUALIFICATION REQUIREMENTS

• Bachelor’s degree or 5 years of equivalent industry experience.

• Ability to travel 50% of the time.

• Ability to read and interpret construction documents and specifications

• Understanding of building products sales channels and typical flow of products through distribution channels to final application.

• Confident verbal, nonverbal, and written communication skills with an ability to convey strong, clear, concise messages to target audiences including employees, customers, pro trade personnel, and industry groups; interact with and motivate cross-functional company groups.

• Cohesive interpersonal and relationship-building skills at multiple levels.

• Solution-oriented and innovative thinking abilities.

• Developed organizational skills, intuition, and reasoning abilities.

• High energy, self-directed, professionally confident, and self-motivated.

• Approachable, collaborative, and present with appropriate business acumen.

• Self-manage priorities and deadlines. Ability to set and manage your own travel and meetings. schedule within territory/accounts to achieve territory goals with limited supervision.

• Knowledge of Microsoft Office products.

• Knowledge of Salesforce preferred, CRM knowledge required

• Ability to incorporate lead generation software into the sales process. Preferably Dodge or Construct Connect.

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