Job Overview:
As a vital contributor to our organization, the Sales Territory Manager – Indianapolis will hold a key role in overseeing and expanding sales activities within the designated territory. Reporting directly to the Sales Manager, this position plays a critical role in executing the Territory Sales Plan, driving revenue growth, and building long term customer relationships across the region.
Key Responsibilities:
Manage and Grow Sales:
• Manage and grow sales within the assigned territory by executing the Territory Sales Plan and achieving defined sales growth objectives.
• Analyze market data and develop targeted action plans to increase sales results within the territory.
• Develop and implement strategic account plans to support existing customers and drive new account growth.
• Establish and maintain strong relationships with contractors, dealers, consultants, and designers to generate new business opportunities.
• Research, open, onboard, and train new accounts to expand market presence.
Customer Engagement & Account Management:
• Maintain a consistent call cycle in accordance with sales department guidelines and protocols.
• Interface with contractors, dealers, consultants, and designers to secure sales, offering expert advice on product selection and installation.
• Conduct ongoing customer education and training to support product knowledge, installation best practices, and sales growth.
• Introduce new products, programs, promotions, and training tools to customers to help increase their sales volume
• Ensure successful project execution through proactive communication and collaboration with customers.
Product Knowledge & Industry Awareness:
• Maintain in depth knowledge of all current and new product lines, installation methods, and applications.
• Stay informed on industry trends, competitive products, and market dynamics.
• Assist our client in maintaining a competitive advantage by researching and analyzing competitive activity and sharing insights with sales and marketing leadership.
Sales Strategy, Reporting & Execution:
• Track all territory-based activities and submit daily sales reports electronically.
• Utilize Customer Relationship Management (CRM) software to document activity, manage pipelines, and support relationship development.
• Collaborate closely with Inside Sales Support to ensure customer and territory support needs are clearly communicated and addressed.
• Manage an assigned merchandising and promotional budget to maximize market impact and return on investment.
Presentations, Trade Shows & Events:
• Organize and deliver compelling presentations to customers and industry partners.
• Actively participate in local association trade shows, events, and promotional activities to strengthen brand presence and generate leads.
Other Duties:
• Perform additional responsibilities and tasks as assigned or required to support the evolving needs of the organization.
Qualifications:
Education and Experience:
• Preference given to candidates with a landscape design or landscape construction background.
• Demonstrated, successful sales performance; experience in a related industry is considered an asset.
• Preference given to graduates of College programs.
Skills:
• Strong proficiency in Microsoft Office, with advanced presentation capabilities.
• Excellent verbal and written communication skills, with the ability to explain complex hardscaping concepts clearly.
• Ability to articulate product features, benefits, and specifications effectively.
• Solid understanding of landscape architecture and the integration of hardscaping into outdoor environments.
• In depth knowledge of hardscaping products, materials, and installation techniques.
• Strong interpersonal and relationship building skills.
• Ability to identify customer needs and recommend appropriate solutions.
• Active listening and consultative selling skills.
• Strong negotiation skills to achieve mutually beneficial outcomes.
• Ability to confidently address pricing discussions and communicate value propositions.
• Excellent time management and prioritization skills across multiple projects and accounts.
• Strong problem solving skills to resolve customer issues and sales obstacles.
• Proactive networking ability within the hardscaping and landscaping industry.
• Flexibility to adapt to changing customer expectations, market conditions, and product innovations.
• Ability to develop and deliver engaging presentations and training sessions.
• Strong collaboration skills with internal teams including designers, project managers, and operations.
• Consistent follow up practices to support customer satisfaction, retention, and repeat business.
• Commitment to building long term customer relationships that generate referrals.
• Successful completion of a criminal and driver background check.
• Valid Ohio driver’s license.