Territory Manager
CertainTeed - Houston, TX

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Through innovation and creative product design, CertainTeed has helped shape the building products industry for more than 100 years. Founded in 1904 as General Roofing Manufacturing Company, the firm made its slogan "Quality Made Certain, Satisfaction Guaranteed," which quickly inspired the name CertainTeed. Today, CertainTeed® is North America’s leading brand of exterior and interior building products, including roofing, siding, fence, decking, railing, trim, foundations, pipe, insulation, gypsum, ceilings and access covers.

Headquartered in Valley Forge, Pa., CertainTeed and its affiliates have more than 6,000 employees and more than 65 manufacturing facilities throughout the United States and Canada.

Job Responsibilities:
General Function:
Provide significant and unique sales contributions by promoting and servicing CertainTeed Municipal Products, and programs to Municipal distributors, Contractors, and Engineers consistent with company Sales and Marketing objectives and in accordance with company policies and procedures. Implements and executes Marketing strategies and differentiates self through extraordinary support and service so that CertainTeed Pipe Products become and maintain a preferred supplier status in the assigned territory, while attaining maximum market share possible within same. Territory - Houston & San Antonio, Texas area.

Develop relationships with water and wastewater public and private utility owners and educate personnel on CertainTeed’s municipal product solutions

Create pull-through demand for CertainTeed’s municipal product solutions by capturing specifications through regular project tracking and meetings with consulting engineers and municipal engineers

Expand network of installers and contractors that are familiar with, and ultimately prefer, CertainTeed products for use in trenchless pipe installation projects involving such practices as horizontal directional drilling and static pipe bursting

Utilize job tracking tools such as McGraw-Hill Dodge and Bid Ocean to identify target projects and surround the job to ensure CertainTeed’s products are specified in up front and installed in the ground once the job is bid and awarded

Conduct, and utilize PFG Technical Service resources to conduct, training and CEU seminars for engineers, system operators and contractors on topics that will help enable future project specs

Responsible for the overall strategic management of assigned territory. Key is the identification and development of ‘Partner Distributors’ and working with the top management and outside sales personnel of these distributor businesses to identify and capitalize on areas of opportunity. Including:
•Assure distributors will promote brand properly to existing customers and continually seeks and closes new customers. Both these functions should lead to a desired product mix and market share.
•Prospect and close new target customers to properly sell and promote brand.
•Conducts sales training of distributor, and contractor personnel.
•Conducts product demonstrations
•Introduces and trains distributors/contractors with new products; provides customer feedback on marketing programs.
•Competitive research and analysis to increase knowledge of marketplace and differentiate brands or Product Lines sold.
•Create pull-through demand by calling on consulting engineers and municipal engineers

•Management effectively plans and controls local promotional and special budget expenses.
•Manages travel, entertainment, and expense budgets to meet established parameters and to increase profitability of territory.
•Provides timely and substantive weekly/monthly sales reports and other reports on competitive issues.
•Forecasting sales

Represent Brand at trade shows (national, regional, and distributor).

Service claims

In conjunction with operations and sales management provide timely and accurate claims
resolution by inspecting (if required), negotiating settlements, and submitting proper

Resolve in conjunction with the regional office and the credit department billing and credit
disputes with distributor customers.

Problem Solving:
Territory Manager resolves customer problems within the company guidelines. Plays a vital role in decision-making process on the selection of new distribution. Provides creative or unique solutions to customer requests in the areas of marketing and special promotions. Works with customers to assist them in enhancing product mix and to influence buying decisions. Effects decisions concerning budget expenditures in accordance with company and group policies. Develops with distributor Customer Action Plan on a yearly basis and follows through on its implementation. Time and territory management skills to ensure effectiveness at least reasonable expense.

Bachelor’s degree in civil engineering preferred. 2 years’ sales experience desirable. Strong motivations, interpersonal skills, time management skills, and the ability to strategize and plan activities to meet sales and marketing objectives. Approx. 40% travel required.

SAINT-GOBAIN - 17 months ago - save job - block
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About this company
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There's no uncertainty about CertainTeed's business. A subsidiary of French industrial giant Compagnie de Saint-Gobain,...