Northwest Territory Sales Manager

Job Function and Scope

This position will manage the activities of the independent sales representatives to meet the overall and specific sales objectives of the defined sales territory. It includes hiring and retaining representatives, authorizing changes in representation based on performance and after consultation with the regional manager, and managing the representatives’ activities in accordance with the company’s sales strategies and training methods.

Engaged in in‑person training and meetings with customer constituencies and sales representatives within the territory. The account manager makes sales and specification calls independently and with representatives to architects, plumbing contractors, engineers, wholesale distributors and showrooms, influencing the specification of and sales of Geberit’s product range. Pre‑ and post‑sales support is provided to these groups, keeping territory project pipelines and partnered showrooms up to date using company and representative resources.

The role communicates territory needs and opportunities to the regional manager via meeting updates or monthly call reports, conducts in‑person product trainings, and attends trade shows and events to establish technical standards and product awareness in the marketplace.

This position requires up to 50% travel within the assigned territory.

• Territory Management (20%)
  • Assess and evaluate sales contribution of sales representatives.
  • Monitor sales development and training activities of sales representatives and direct sales staff.
  • Plan for succession of sales representatives.
  • Directly manage relationships with large customers within the territory to achieve the regional sales budget.
  • Communicate significant customer and sales staff issues and opportunities with the regional manager.
  • Conduct modular builder calls independently or with representatives.
• Sales Planning (10%)
  • Participate in establishing the annual sales budget for the territory and assign the budget to independent sales representatives.
  • Establish goals, objectives and activities for sales representatives and direct reports.
  • Assign specific targets for large customers and formulate customer‑specific programs when warranted to reach sales objectives.
  • Direct project tracking to maximize new construction sales potential.
  • Participate in and promote company sales campaigns.
• Customer Relations (25%)
  • Organize activities that allow proper customer contact frequency.
  • Participate in customer meetings and presentations with direct reports and sales representatives.
  • Communicate customer needs to the Senior VP of Sales and Director of Customer Services.
  • Ensure relationships with independent representatives establish improved sales performance and market penetration.
• New Sales Activities (20%)
  • Conduct modular builder calls independently or with representatives to create growth opportunities in new sales channels.
  • Identify and partner with bathroom showrooms to grow product sales.
  • Track large construction projects with direct and indirect sales staff and report progress quarterly.
  • Promote new products with sales representatives during customer visits, trade shows and events with large accounts.
• Contribute to Sales/Specification Efforts (15%)
  • Communicate and understand the company’s market, strategies, territory sales goals and other strategic initiatives.
  • Develop and coach independent sales reps on the technical aspects of Geberit’s products for sales and marketing.
  • Create sales opportunities through daily training and technical interactions.
  • Facilitate CEU presentations to architects, designers and interior designers.
  • Participate in campaigns advancing specific product initiatives and attend trade shows as required.
  • Focus on plumbers, qualified installers, trade schools, architects, plumbing contractors, engineers, wholesale distribution partners, showrooms and modular builders.
  • Engage with professional organizations representing Geberit’s brands and products (e.g., NARI, AIA, IIDA, ASID, MBI).
• All other duties as assigned (10%)

Required

• Bachelor’s Degree in Sales, Marketing, Business Administration, Business Management, or a related field.
• 5+…