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Territory Account Manager

Itw

This is a Full-time position in Dallas, TX posted August 4, 2021.

Company Description
ITW Commercial Construction is a leading manufacturer with a proven history of creating innovative fastening solutions used by the professional commercial contractor in concrete anchoring and flooring, drywall, metal building, fire protection, plumbing, electrical, and HVAC applications.

We take pride in our commitment to being a customer centric organization with operational excellence, superior service, and new product development that has guided the company through decades of growth by meeting the ever-changing needs of the commercial construction industry.

Focusing on the needs of our end-users enables us to customize our product offering and service based on their requirements.

ITW Commercial Construction encompasses the leading brands of Buildex® (Teks®, Sammys®), Red Head (TruBolt®, Tapcon®), Ramset (Trakfast®), and PNA (Diamond Dowel®) with an overall history dating back to 1910.
Job Description
Position Summary:
The Territory Account Manager will have responsibility for developing and implementing territory plans to support sales regionally to meet or exceed revenue/margin expectations.

The candidate will be knowledgeable of total line of products and will focus on defending existing business with a focus on identifying incremental, high volume opportunities in an established territory.

This position will require a self-starter who can work independently.

This position requires understanding the Commercial/MRO and Construction environments as well as strong strategic selling & relationship building skills to influence key decision makers within multiple levels at distributor and key end users.
Primary Responsibilities
In addition to displaying and achieving the core responsibilities and competencies of the TAR/Sales Rep role, candidate can exhibit:
Penetrate Key Account high volume selling departments, specifically Construction & National Account contracts tied to Fastenal National Account team to generate high volume related closes.

Develop key customer relationships “high, deep and wide” which include RVP, Director, District Manager and local Branch level relationships.

Capable of leading the building, working and reporting out results of sales tool to management to meet/exceed Sales Quotas.

(Execution of the Funnel).

Proactively utilize ITW Toolbox to analyze territory opportunities, End User Targets and Project Opportunities leading to market share growth and sales improvement.

(80/20 territory planning).

Build credibility within ITW as well as with outside stakeholders.

Position self as expert in trade and leader with Key account for all aspects of their business.
Competencies
Bias for Action
– Uses data and information to analyze situations and determine appropriate course of action to achieve desired results.

Sales Ability/Gaining Commitment
– Using appropriate interpersonal styles and techniques to gain acceptance of ideas or plans; modifying one’s own behavior to accommodate tasks, situations and individuals involved.

Ability to Expand and Advance Opportunities
– Engages with End Users to explore their situations and needs; probes underlying issues to suggest broader solutions; articulates and promotes a path forward.

Financial acumen
– Understands key drivers of business in region.

Ability to focus time/efforts to optimize growth and profitability.

Calculate financials tied to pricing and promotional opportunities tied to incremental growth.

Knows/Understands Business
– Assists in developing on-going/continuous market and competitive analysis of the territory by obtaining intelligence through multiple sources and participation in development of tactical and strategic territory plans (i.e.

pricing, promotions, new products, new applications, etc.)
Job Requirements
Bachelor degree required 5-8 years MRO, Distributor, other progressive sales experience Bi-Lingual a plus Must be able to drive a motor vehicle and maintain a clean driving record Proficiency in Microsoft Office and Outlook
Additional Information
Work Environment:
This position requires travel to and from Distributor locations within assigned geography predominantly inside stores on concrete floor/warehouse environment.

65% overnight travel can be expected.
Physical Demands
Must be able to climb ladder with heights up to 30ft.

Must be able to lift up to 40 lbs.

on a consistent basis and 50 lbs.

on occasion.

Must be able to stand on concrete floors for long periods of time.

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