Territory Sales Manager

Job Title: Territory Sales Manager – Marmon Fastener Company (Atlas Building Products Brand)

Reports to: VP of Sales (OEM) 
Location: Remote, field-based

Assigned territory: Arkansas, Oklahoma, Missouri, Iowa, South Dakota, North Dakota, Wisconsin, Minnesota, & Nebraska

Travel: Up to 85% 

Position Summary 

The Territory Sales Manager is responsible and accountable for executing the business segment sales strategy through face-to-face engagement with identified customers to build durable business-to-business partnerships. Primary responsibility includes new customer growth while protecting and growing current customer revenue and contribution margin. 

This role actively participates in segment strategy and supports voice-of-the-customer discovery to help identify end-user outcomes that inform innovative, differentiated product and service solutions. 

Key Responsibilities 

New Business Development and Growth 

• Increase sales by identifying opportunities and forming business partnerships with new and existing customers. 

• Build prospect lists and develop a targeted pipeline using industry sources (directories, trade shows, web sources, referrals, etc.). 

• Develop strategies to achieve sales plan through disciplined 80/20 sales processes. 

Account Management and Customer Partnership 

• Travel throughout assigned territory to call on regular and prospective customers to build relationships and solicit orders. 

• Develop and maintain relationships with customer contacts including owners, executives, purchasing, accounts payable, and other stakeholders as needed. 

• Coordinate customer training and support adoption of products/programs. 

• Identify and communicate customer ownership, personnel, and location changes to company leadership. 

Commercial Execution 

• Display/demonstrate products using samples or catalogs and communicate value and differentiators. 

• Quote pricing and credit terms within guidelines and prepare sales contracts for orders obtained. 

• Prepare reports of business transactions and manage expense accounts in accordance with policy. 

Market Insight and Cross-Functional Coordination 

• Conduct market research and stay current on market trends, competition, and customer expectations. 

• Partner with branch locations to keep account activities, challenges, and needs current and visible. 

• Participate in trade shows/association expos as required to support growth and relationship development. 

Qualifications 

• Bachelor’s degree from a four-year college or university OR 3–5 years of related experience/training; equivalent combination accepted. 

• Ability to read and interpret safety rules, operating/maintenance instructions, and procedure manuals; write routine reports and correspondence; speak effectively with customers and employees. 

• Working math skills including arithmetic and the ability to compute rate, ratio, and percent and interpret bar graphs. 

• Proficiency with contact management/CRM systems and Microsoft Word and Excel. 

• Understanding and application of 80/20 business principles. 

• Current driver’s license. 

• Ability to travel up to 85% of the time. 

Preferred Skills and Attributes 

• Strong customer-facing presence with the ability to build trust and influence across customer organizations. 

• Proven track record of new customer acquisition and profitable account growth. 

• High execution discipline: pipeline management, follow-through, and accurate forecasting/reporting. 

• Comfort operating independently in a large territory while partnering effectively with internal stakeholders. 

Competencies 

• Strategic and analytical thinking (market insight, opportunity identification, sound judgment) 

• Customer partnership and service orientation (responsiveness, credibility, relationship depth) 

• Commercial execution (pricing/terms, contracts, results orientation, profitability focus) 

• Communication (clear written and verbal communication; effective presentations) 

• Project and territory management (planning, prioritization, on-time delivery) 

• Professionalism, ethics, and accountability 

• Collaboration and organizational alignment (branches, leadership, internal coordination) 

Physical Abilities 

• Regularly required to talk or hear. 

• Frequently required to stand, walk, sit, use hands/fingers to handle or feel, and reach with hands and arms. 

• Occasionally required to lift and/or move up to 50 lbs. 

• Frequently required to visit job sites; may be required to climb ladders and walk on roofs or similar surfaces as applicable.