Territory Manager-Southwest US - ITW

ITW Commercial Construction is a leading manufacturer with a proven history of creating innovative fastening solutions used by the professional commercial contractor in concrete anchoring and flooring, drywall, metal building, fire protection, plumbing, electrical, and HVAC applications.

PNA Construction Technologies is a business unit within CCNA and specializes in the manufacture and supply of innovative products for the concrete flooring industry. We market value engineered products and systems designed to provide proper load transfer and joint protection in a properly designed concrete slab or pavement. 

We take pride in our commitment to providing the best performing products in the concrete flatwork industry. Customers also value our top-tier design support, knowledgeable and professional employees, and quality manufactured products made in the USA. Focusing on the needs of our end-users enables us to customize our product offering and service based on their requirements.

ITW offers its employees a path for advancement, a competitive salary, and a comprehensive benefits package designed to help employees care for themselves, their families, and their futures.

PNA Construction Technologies is seeking a Territory Manager (TM) to develop and implement territory plans within the Southwest United States market. The TM will develop and implement a regional strategy designed to meet revenue and profitability targets and aligned to national initiatives. The TM will act as a trusted advisor to with late-stage concrete flatwork decision makers (e.g., engineers, architects, flatwork contractors) and will also have responsibility for channel management.  Collaboration with PNA Sales Engineers is required to understand a project’s design criteria facilitate specification of one of PNA’s innovative solutions.  Ongoing support of the end-customer and distributor may be required through the project bidding and building stages. 

Core Responsibilities:

Develops professional relationships with key concrete flatwork decision makers and influencers, architects/designers, distributors, and contractors, in concert with Sales Engineers to secure profitable business opportunities and increase market share growth within the targeted geography.  

Assists customers with questions and technical information about our systems.

Manages the territory’s distribution network to ensure contractor and end-user satisfaction.

Utilizes sales expertise to facilitate or accelerate implementation of proven PNA innovations into standard specifications.    

Delivers professional presentations to audiences of decision makers. 

Collaborates with SEs to recognize and leverage local, regional, and industry trends and to develop, execute, and measure specification and drawing change strategies that expedite implementation of innovation. 

Executes Buy-Cycle Funnel selling process and Company CRM to prospect, close projects and forecast sales.

Responsible for developing quotations for ‘80’ customers within the geography.

Provides continuous market insight of the territory by obtaining intelligence through multiple external and internal sources. Provides Voice-of-Customer feedback and insights to support CBI initiatives. 

Visits jobsites to identify product opportunities, educate construction personal on proper use and install of PNA products, and provide support.

Develops a proficiency to use ITW Business Principles and Toolbox to effectively analyze local markets and project opportunities.  

Competencies:

Commitment Gaining: Using appropriate interpersonal styles and techniques to gain acceptance of ideas or plans.

Customer Satisfaction Orientation: Supporting customers during the implementation of sales and throughout the relationship; seeking and taking appropriate actions on customer feedback; resolving difficult issues in a timely and professional manner; taking responsibility for customer satisfaction and loyalty.

Balanced Risk Taking: Initiating action that tries to achieve a recognized benefit or advantage when potential negative consequences are understood.

Partnership Building: Identifying opportunities and taking action to build strategic relationships between one’s area and other areas, teams, departments, units, or organizations to help achieve business goals.

Sales Ability/Persuasiveness: Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.

Trust Building: Interacting with others in a way that gives them confidence in one’s intentions and those of the organization.

Adaptable: Modifying one’s own behavior to accommodate tasks, situations, and individuals involved.

Engaging: Creating a good first impression, commanding attention and respect via confident delivery.

Collaborative Mindset: Appreciating the varied perspectives involved in an innovation implementation effort such that persuasive arguments for adoption of change are made to achieve buy-in from all levels of decision makers in the concrete flatwork space.

• Bachelor’s Degree
• 5+ years of sales experience
• Experience in construction, concrete, building materials or civil engineering is preferred
• Established relationships in the targeted geography preferred
• Results-driven self-starter able to manage multiple priorities with highly effective follow-through skills
• Experience with Dynamics 365 for quoting and funnel management preferred
• Proven ability to analyze market and sales data and determine appropriate actions to improve penetration
• Strong communication skills, including written, verbal, and presenting
• Ability to read construction drawings and analyze project specifications
• Ability to identify decision makers and influence them in the engineering specification process
• Proficiency in Microsoft Office
• Overnight travel required up to 60%

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to stand; walk; kneel; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.  The employee is required to climb or balance.  The employee must regularly lift and/or move up to 25 pounds, frequently lift and/or move up to 50 pounds, and occasionally lift and/or move up to 60 pounds.

WORK ENVIRONMENT:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Good working conditions involving occasional exposure to noise and chemicals, but with none present to the extent of being disagreeable.

ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential. 

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship. 

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.