Territory Sales Manager

Overview:

The Territory Sales Manager (TSM) is responsible for aggregate sales, marketing, & strategy development in the Okanagan.  This individual will achieve sales objectives and improve overall profitability.  This role will be responsible for customer base expansion, driving revenue performance, achieving sales & financial goals while focusing on high quality customer service.  This includes project/bid quoting, customer relations, project management, quality control management, logistics management, and systematic collection of market intelligence (i.e. competitor activity, bid follow up & tracking).

Responsibilities:

Results: 

• This role will be responsible for achieving volume/market share and price/profitability objectives by plant, product, and customer/market segment. 

Strategy: 

• Assist in the formulation of sales & marketing strategies, and executes the strategies.  This includes market share analysis.

Customer Account Development & Management:  

• Execute and meet objectives of the Sales Force Effectiveness Program and utilization of the Customer Relationship Management tool
• Identify and understand current and unmet needs for existing and potential customers and translates into sales opportunities. 
• Understand, communicate and capture the value of products and services to the customer.
• Establish effective relationships with the customers; based on quality products, services and convenience. 
• Determine the volume, price, freight and other supply-related details for existing and potential customers (and customer segments).
   

Competitor Activity: 

• Identify the source of competitive supply into the respective territory. 
• Understand and communicate the quality of products, services, and resources employed by relevant competitors. 
• Continuously monitor competitor activity, communicates and recommends any necessary actions.

Market Activity Management: 

• Proactively tracks and manages construction activity in the territory. 
• Understand existing product specifications, identifies and recommends opportunities.
• Identify relevant issues that may affect product supply. 
• Understand Lafarge’s current market position and continuously monitors the same.  Represent Lafarge on industry-related committees & associations.

Vertical Integration Coordination: 

• Coordinate closely with other product line personnel to ensure effective customer and market coordination.

Communication & Coordination: 

• Document & communicate customer complaints and work with the Customer Service team to ensure they are addressed in a timely and effective manner. 
• Communicate when Lafarge exceeds customer expectations. 
• Work closely with Customer Service, Materials Performance, Sales, Operations and other internal personnel to promote an effective work environment.

Administration: 

• Responsible for generating “right-first-time” invoices through effective utilization of the quotation/billing system (ERP/Q2C), utilization of various sales tools (i.e. zone maps, pricing processes) and coordination with other sales and customer service personnel. 
• Directly enter quotations and perform error resolution. 
• Document market information and distribute it accordingly, prepare required reports in a concise and timely manner.

Collections:      

• Responsible for customer account aging and support of collection activities to minimize outstanding receivables.

Safety: 

• Lead and promotes Lafarge Health & Safety commitment with customers and haulers
• Ensure all aspects of his/her role are executed in a safe manner. 
• Ensure the company assigned vehicle is operated and maintained according to best practices. 
• Follow safety guidelines when on construction sites and Lafarge operations.  

Specific Accountabilities:

• Responsible for the project quotation, sales management and customer management of their Territory.
• Responsible for Territory Commercial Strategy & Business Plan as well as Territory and Customer Action plans.
• Ensure all KPIs under the Lafarge Sales Force Effectiveness and Customer Relationship Management programs are met.
• Provide Market Intelligence for the annual Strategic Framework and monthly Sales Production Balance.
• Manages the market share position and promotes Lafarge as a leader in the industry.
• Responsible for customer service and satisfaction.
• Work closely Customer Service & Logistics Manager, Aggregate Analyst, Plant Managers, Materials Performance (Quality), Customer Service Team (i.e. Inside Sales, Billing & Dispatch) and Credit & Collections personnel. 
• Coordinate closely with other product line personnel to ensure effective customer and market coordination while optimizing vertical integration

Qualification Profile:

Education: 

• A post secondary education in engineering or business is preferred.

Experience and Skill Set:

• Three to five years of relevant construction materials experience
• Strong customer focus.
• Results & detail oriented. 
• Excellent people skills – able to develop effective working relationships internally and externally.
• Strong problem solving and analytical skills. 
• Ability to analyze market activities in order to develop strategies
• Strong computer and systems skills (Microsoft Suite, Google Platform, sales and business systems).

Job-Specific Competency Profile:

• Business Acumen
• Customer Focus
• Drive for Results
• Integrity and Trust
• Interpersonal Savvy
• Peer Relationships
• Problem-solving

What We Offer:

• Base Salary: $90,000.00 to $100,000.00 
• Bonus Eligibility: up to 20% of base salary
• Benefits: This position offers a comprehensive flexible benefits package (Flex plan), participation in a defined contribution (DC) pension plan, and a company-provided vehicle or vehicle allowance (To be determined).

As part of our dedicated focus on the health and safety of all employees, a pre-employment medical, including drug and alcohol testing and a criminal record check, will be required.