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Territory Manager - Hartson Kennedy Atlanta

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Territory Manager - Hartson Kennedy Atlanta

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Join to apply for the Territory Manager - Hartson Kennedy Atlanta role at Formica Group North America

Hartson-Kennedy, Inc. (HK) is one of the oldest and largest countertop manufacturers and kitchen & bath furniture distributors in the United States, serving both residential and commercial markets nationwide. Headquartered in Marion, Indiana, our high volume production facility in Indiana and our regional customization centers in Georgia (3), Mississippi, and Indiana are equipped with technology to to endure industry-leading precision, quality, and finish on every countertop we produce. Anticipating tremendous growth opportunities in the Greater Atlanta area, HK is proud to have recently opened the first MUSA Kitchen Hub in the United States, a one-stop shop serving the Greater Atlanta community with expert service and a broad product selection including countertops, cabinets, bathroom vanities, sinks, faucets and hardware. The Atlanta location is partner to sister locations in Macon and Statesboro, Georgia.

HK has an exciting opportunity for an experienced sales professional to develop and lead in a high-potential market. The TSM – Greater Atlanta is accountable for segmenting and developing the market to achieve sales goals in the Atlanta Metro area. The TSM will build a book of business by segmenting and developing the customer base, offering solutions that meet customer needs, and creating a strong value proposition that positions HK as a thought leader and differentiated partner. S/he will bring knowledge of the building products industry, the Greater Atlanta customer base, the competitive set and construction-related project activity in the territory. S/he is the primary owner of relationships with target customer accounts: (remodeling) contractors, single- and multi-family builders and developers, and kitchen & bath dealers and showrooms.

Responsibilities:

• Develop and implement a business development and sales strategy specific to the Greater Atlanta territory that grows relationships, sales, profitability and share.
• Work collaboratively with the Greater Atlanta showroom manager, inside sales, customer service, marketing and other field team members to execute the territory strategy, define tactics and measure performance that meets/exceeds customer and company expectations.
• Expand the Greater Atlanta customer base by capturing new target accounts and project leads.
• Finalize and close sales with target accounts – (remodeling) contractors, single- and multi-family builders and developers, , and kitchen & bath dealers and showrooms.– within the assigned territory to achieve/exceed financial objectives.
• Manage sales closing details including pricing, quantities, material specifications, shipping/delivery and collections (as needed).
• Track lead, customer and account progress in Salesforce. Report weekly on outreach and sales activity.
• Track sales performance to deliver/exceed the territory sales plan. Prepare monthly demand forecasts as well as structured and ad hoc reports.
• Serve as the territory expert for the HK product portfolio, and importantly, its features and benefits related to the competition, utilizing facts, data and a creative approach to overcome barriers and customer resistance.
• Identify competitive set and assess competitive landscape, including competitor programs, promotions, pricing, projects and general activity within the assigned territory.
• Identify and actively participate in local community and industry-related boards conferences, associations, and events to assist in positioning HK as an industry thought leader and trusted partner among target accounts and audiences.
• Collaborate with and back up local showroom management and other Territory Managers as needed.
  
  
  

Requirements:

• Proven relationship and business development experience
• Professional sales skillset backed by examples of growth and positive results
• Proficient interpersonal and leadership skillset; ability to motivate others to achieve results
• Data-driven and solution-oriented mindset; proven ability to analyze, problem-solve and negotiate
• Excellent verbal and written communication skills; masterful presentation delivery and ability to expertly communicate a value proposition/overcome price negotiation
• Enthusiastic and collaborative, win-win nature; builds relationships and trust with customers and across the organization
• Experience using the Microsoft suite of products
• Solid knowledge of data-driven and CRM systems/programs like QlikSense and Salesforce; awareness of lead generation, project tracking, specification, and/or design software systems a plus
• Excellent time management habits and ability to effectively balance internal relationship with customer demands
• Knowledge of building products and local markets preferred
  
  
  

Education/Experience

Bachelor’s degree in business or other related area (or knowledge ordinarily acquired from BS/BA degree) plus:

• Minimum of 5 years of experience selling products related to the construction and building industry at the contractor and developer level
• Previous B2B sales
• Ability to perform job duties
  
  
  

Willingness to travel and/or work outside of regular hours 1-2 weeks/month to visit internal and external customers and participate in industry activities.

• Work Relations (The most important work relationships with internal and external partners/ customers)
  
  
  

Internal:

External:

• General Manager of Sales and Marketing
• Greater Atlanta Showroom Manager
• Marketing Team
• Inside Sales Staff
• Field Sales Staff
• Customer Service
• Credit Department
• Legal Department
• Contractors (remodeling) and Fabricators
• Single- & Multi-family Builders, Developers, Owners, Project Managers, Remodelers and Purchasing Departments/Estimators
• Facilities/Maintenance Teams
• Kitchen & Bath Dealers and Showrooms
• Architects & Designers

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Wholesale Building Materials

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