Territory Manager - Greater Boston Area

Description

Job Summary

Mecho and SWFcontract are the leading commercial solar shading, and intelligent controls systems development manufacturer that has pioneered the industry and is committed to design and functional excellence.  Our sales force is recognized for pioneering innovative and classic window management solutions to the Architecture, Design, and Engineering Community and supporting our network of limited Mecho and SWFcontract Dealer network.  The expectation of this employee is to achieve the annual sales objective for the assigned territory by educating and securing specifications for day-to-day and project specific business with each of these important sectors.

The Territory Manager will be directly responsible for developing relationships with senior level management at commercial owners/developers, and architectural firms, influencing major project specifications. Responsible for tracking projects through the convoluted spec/bid/award process - calling on the relevant decision makers, strategizing with commercial dealers, and acting as Project Manager on customized or ETO projects. Responsible to manage, train, and expand dealer base.

Job Duties:

• Dealer Interaction
  • Meet with all dealers in an ongoing rotation to discuss projects, pain points, answer questions they may have and update information on new products, developments etc
  • Train dealers on new and upcoming products and technology
  • Compile OQR reports and review with dealers every 2 weeks depending on quantit
  • Follow up with dealers and document OQR updates in CR
  • Assist with project specific questions and/or needs such as technical assistance, drawings, etc
  • Assist dealers with and train them in all aspects of 3rd Party Integration and Automation

• General Contractor (GC) Interaction
  • Contact GC’s regarding projects outside of dealer need
  • Present to GC firms (SolarTrac, Mecho team support, Engineering and CAD capabilities, etc.
  • Focus on repair of damaged relationships and/or problematic situations that have occurred due to material shortages or manufacturing errors.

• Additional Responsibilities
  • Attend all SolarTrac meetings
    • Initial Meetings and give presentations on ST
    • Kickoff Meetings
    • End User building handover meetings
    • Facilities trainings when possible
  • Assist with support for Integration/Automation projects
    • Interact with dealers and lead conversations between Integrators, MEP’s, Architects regarding 3rd Party Integration and Automation
    • Give support during project meetings and onsite deployments regarding Integration/Automation
    • Help dealers with problematic installs, complaint resolution and assist tech support with on the ground assistance
  • Present, sell, and implement SolarTrac Software Support Agreements (SSA) with end users. The SSA’s provide the clients with the best possible ST experience.

• Provide support to local team
  • Relay information on projects from dealers and GC’s
  • Relay information from dealers
    • Current pain points/issues, problematic
    • What other vendors are they using and why
    • Candid and frank conversations sometimes difficult
    • Build trust and continue to develop relationships are a key to dealer honesty and transparency

Salary and Other Compensation:

The annual base for this position is reasonably expected to be between $60,000 and $110,000.  Factors which may affect starting pay within this range may include geography/market, skills, education, experience and other qualifications of the successful candidate.

This position is eligible for a quarterly bonus of up to 30% of eligible wages in accordance with the terms of the company's incentive compensation program associated with this role.  

Benefits: The Company offers the following benefits for this position, subject to applicable eligibility requirements: medical insurance, dental insurance,  vision insurance, 401(k) retirement plan with up to 5% company match of eligible contributions, life insurance, long-term disability insurance, short-term disability insurance, paid sick time at an amount that meets or exceeds all local requirements, twelve days (pro-rated for 2024 based on start date) paid vacation time, eleven paid holidays per year, and one paid volunteer day off per year.  

This posting is anticipated to remain open until a qualified candidate is hired.  

Requirements

Education and Experience 

• BA/BS in a related design or technical field
• 2+ years’ experience in a commercial specification environment (working with facility managers, specifiers, architects, and/or developers) CRM (Microsoft Dynamics CRM experience is a plus)
• Experience calling on architectural firms- new product introductions/specification, library maintenance
• Experience calling on commercial owners/developers, and facility managers

Knowledge, Skills, and Abilities

• Self-motivated, self-directed with a track record of successful, credible lead follow-up and sales development at multiple levels within an organization,
• Exhibits a work style that is high energy, highly influential and can be an aggressive closer
• Ability to penetrate accounts and develop relationships at management level
• Ability to strategize and develop project/account/territory plans to drive sales
• Strong ability to solve the technical, financial and business problems for customers and specifiers by providing high level solutions in a conceptual manner.
• Proven track record achieving measurable sales goals as assigned by Regional Leader and willing to accept responsibility for results
• Strong interpersonal communication, presentation and negotiation skills
• Ability to communicate effectively with customers, associates, managers, outside and inside contacts
• Experience managing a data driven sales process via CRM
• Ability to work within their sales teams and be an individual contributor
• Positive and energetic with excellent listening skills and strong writing skills
• Possess an entrepreneurial spirit with the highest level of integrity
• Valid drivers license required

Behavioral Competencies

• Ensures Accountability – Holding self and others accountable to meet commitments
• Drive Engagement – Creating a climate where people are motivated to do their best to help the organization achieve its objectives
• Instill Trust – Gaining the confidence and trust of others through honesty, integrity, and authenticity
• Drive Results – Consistently achieving results, even under tough circumstances
• Consumer/Customer Focus – Building strong customer relationships and delivering on customer-centric solutions
• Critical Thinking – Making Sense of complex, high quantity, and sometimes contradictory information to effectively solve problems
• Being Resilient – Rebounding from setbacks and adversity when facing difficult situations
• Optimize Work Processes – Knowing the most effective and efficient processes to get things done, with a focus on continuous improvement