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Position Overview
The Territory Sales Manager Southeast (TSM) is responsible for developing and expanding the market presence within a defined territory covering five key sectors: Marine, Aerospace, Wind Energy, Transportation, and Industrial applications. This results-oriented role is measured by sales revenue, margin achievement, and overall profitability within the territory. The TSM will create demand through prospecting, direct and indirect sales, product demonstrations, and by communicating product value and benefits. The role involves interacting with customers, prospects, distribution partners, and manufacturer representatives to generate sales and applications. The TSM also manages distribution channels, operates within budget, and efficiently reports sales activities to management.
Responsibilities
- Develop and maintain a strategic territory plan encompassing existing customers and prospects.
- Utilize CRM software to record contacts, sales targets, call reports, and company information.
- Achieve or exceed quarterly and annual sales and profitability goals.
- Act as the “Voice of the Customer” for assigned accounts.
- Build and strengthen relationships with customers and prospects.
- Conduct market research to identify new opportunities and follow up on leads.
- Manage distribution channels and coordinate related activities.
- Provide accurate sales forecasts and monthly performance analyses with profit and loss commentary.
- Travel approximately 45% or more within the territory.
- Support participation in trade shows and related marketing events.
- Comply with quality system documentation requirements.
- Maintain housekeeping standards in assigned areas.
- Follow company policies and comply with PPE, health, and safety regulations.
- Flexibility to work weekends or overtime as needed to meet customer demand.
Education & Training Requirements:
- Bachelor’s degree in business, Engineering, or related field OR
- Minimum 10 years of fabrication experience in wet lay, open and closed mold fiberglass composite manufacturing.
Required Skills & Experience:
- At least 5 years of experience in composite materials sales and/or territory sales management.
- Strong knowledge of composites, applications, and manufacturing processes.
- Hands-on experience with contact molding and fiber-reinforced plastics.
- Proficient in MS Office and CRM platforms.
- Excellent written and verbal communication skills.
- Ability to meet travel demands of 50% or more.
Expectations:
- Effective territory management includes sales growth, budget adherence, and travel efficiency.
- Demonstrated an aggressive sales approach and success in dynamic, fast-paced environments.
- High business acumen, strong work ethic, and willingness to continuously learn.
- Ability to engage professionally across all organizational levels.
- Strict adherence to company policies and health and safety standards.
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