The Territory Manager is responsible for aggregate sales & marketing in a defined geographic area of a market. This individual has clearly defined sales and marketing objectives and accountabilities. These include a detailed budget for the territory outlining monthly sales expectations by plant, product, and customer/customer segment.

The TM works closely with fellow TM’s, Customer Service & Logistics Manager, Plant Managers, Materials Performance (Quality), Customer Service Team (Inside Sales & Dispatch) and Credit & Collections personnel. TM’s coordinate closely with other product line personnel to ensure effective customer and market coordination.

The Northeast OH TM will be responsible for managing the territory in and around the Cleveland OH area.

What you'll be doing:

• Safety: Ensures all aspects of his/her role are executed in a safe manner. Ensures vehicle is operated and maintained according to best practices. Obeys safety guidelines when on construction sites and company operations. Demonstrates a commitment to communicating, improving and adhering to safety policies in all work environments and areas.
• Results: This role will be responsible for achieving volume/share and price objectives within the territory.
• Strategy: Assist in the formulation of sales & marketing strategies, especially for the assigned territory. Execute the strategies as defined.
• Customer Management: Identify and understand current and unmet needs for existing and potential customers and translate 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, communicate and recommend any necessary actions.
• Market Activity Management: Proactively track and manage construction activity in the territory. Understand existing product specifications, identify and recommend opportunities. Identify relevant issues that may affect product supply. Understand the company’s current market position and continuously monitor the same. Represent the company on industry-related committees & associations.
• Forecasting: Based on backlog and market intelligence, develop accurate forecasting and action plans to meet targets. Track and interpret market indicators (i.e. construction starts, building permits, housing sales) in order to understand key drivers of aggregate demand.
• Vertical Integration Coordination: TM’s 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.
• 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, systematic pricing) and coordination with other sales and customer service personnel. The TM will directly enter quotations and perform error resolution at the quote level. Document market information and distribute accordingly. Prepare required reports in a concise and timely manner and assist in credit and collections.
• AR/Collection: The TM is ultimately responsible for customer account aging.
• Time Management: Utilize the current tools and systems in place as a resource in organizing, prioritizing, and executing; to include call reports, itineraries and other summary reports considered necessary by the Commercial Manager.
• Achieving volume, price and other territory-specific objectives.
• Collecting market intelligence and thoroughly understand the aggregate market in the assigned territory.
• Develop effective relationships with key customers.
• Differentiate Lafarge from the competition.
• Perform effective administration in order to ensure “right-first-time” invoices and communicate in a professional and concise manner.
• Sales forecast accuracy, sales data collection once a year for territory and or segment.
• AR/collection in a timely manner.

Relationships with other jobs:

• Reports to the market Commercial Manager
• Works closely with other Territory Managers, Logistics Manager, Customer Service team, Materials Performance Manager, Plant Managers, and Credit & Collections personnel

We're looking for:

Required Education: Bachelor's/University Degree

Preferred field of study: Business or engineering preferred

Required Work Experience: 5-7 years’ sales and territory management experience; knowledge of construction industry is an asset

• Strong customer focus
• Results oriented with strong work ethic
• Disciplined and process-oriented
• Excellent people skills – able to develop effective working relationships internally and externally
• Strong problem solving and analytical skills
• Effective computer and systems skills

Travel Requirements: regularly within the territory

Computer and Software Skills: Microsoft Office, SAP preferred

Competency Profile (Eg. Lominger):

• Business Acumen
• Customer Focus
• Drive for Results
• Integrity and Trust
• Peer Relationships
• Problem Solving

Additional Requirements:

• Demonstrate a commitment to communicating, improving and adhering to health, safety and environmental policies in all work environments and areas. Promote a culture of safety and exhibit these behaviors.
• Successful candidates must adhere to all safety protocols and proper use of Holcim approved Personal Protection Equipment & PPE, including but not limited to respirators. Employees that are required to wear respirators must be clean shaven where the respirator seal meets the face in order to pass the qualitative and quantitative fit tests.

What we offer:

• Competitive salary based on experience and qualifications
• Generous Paid Time Off & Paid Holidays
• Dress for your day policy
• Holistic health & well-being programs for physical, mental/emotional, and financial health with access to resources and benefits to help focus on staying well through education and prevention
• Medical, Dental, Disability, and Life Insurance coverage
• Health Savings Accounts (HSAs) & Flexible Spending Accounts (FSAs) for health and dependent Care
• Vision and other voluntary benefits and discounts
• Retirement Savings – Choose from 401(k) pre-tax and/or Roth after-tax savings
• Paid Parental Leave (Maternity & Paternity)
• Educational Assistance Program