Territory Manager - Commercial

Position Purpose:

Identify opportunities, build client relationships, and support long-term growth within a defined territory. Focus on expanding the commercial customer base, achieving revenue and profit goals, and promoting roofing and building products. Success is measured by territory growth, professionalism, compliance, and alignment with the “Make Money and Have Fun!” culture.

Key Responsibilities:

• Drive revenue growth by identifying and developing new business opportunities in the commercial roofing and building products market, targeting contractors and builders.
• Build lasting client relationships through effective relationship selling, driving customer satisfaction and repeat business.
• Partner with inside sales and vendors to align product and service promotions with customer needs and market trends.
• Execute a strategic annual sales plan to meet and exceed territory goals, aligned with company objectives.
• Manage a multi-million dollar territory with consistent year-over-year growth through strategic execution.
• Serve as a trusted advisor, delivering high-quality solutions that enhance customer operations and position SRS as the preferred commercial roofing supplier.
• Maximize territory efficiency through strong organization and communication skills.
• Represent SRS professionally, upholding company values and policies in all customer interactions and events.

Direct Manager Direct Reports:

• Reports directly to the Regional Sales Manager.
• The position does not include any direct reports.

The role is primarily focused on driving sales within the assigned territory, leveraging relationship-building skills to foster long-term business partnerships. Coordination with internal teams, including inside sales support, is essential to achieving sales objectives and maximizing revenue potential.

Travel Requirements:

This position requires up to 60% travel, mainly within the assigned territory.

Physical Requirements:

This role combines office and field responsibilities. In-office tasks include computer work, communication via email and phone, and attending meetings. Fieldwork involves local travel to meet customers and vendors, requiring reliable transportation and occasional light lifting of samples or materials.

The company supports an inclusive workplace and provides reasonable accommodations to help individuals with disabilities perform essential job functions. Applicants are encouraged to discuss any accommodation needs during the hiring process.

Working Conditions:

• This hybrid role blends fieldwork with occasional office duties, requiring adaptability in a fast-paced, deadline-driven environment.
• Must work independently, balancing in-person customer engagement with remote communication. Success depends on effective collaboration with inside sales and vendors, managing multiple priorities, and delivering results aligned with sales goals.

Minimum Qualifications:

• Communication Excellence: Articulate and persuasive communicator with a talent for presenting complex value propositions to diverse audiences.
• Industry Expertise: Demonstrated success in B2B sales within the commercial roofing and building products sector, consistently growing a multi-million-dollar territory.
• Strategic Sales Leadership: Proven ability to develop and implement sales strategies that drive revenue growth and align with organizational objectives.
• Relationship Management: Skilled in building and nurturing long-term partnerships with contractors, builders, and key industry stakeholders.
• Analytical Problem Solver: Strong analytical capabilities to address complex sales challenges and enhance customer satisfaction.
• Customer-Centric Approach: Adept at fostering customer relationships that lead to increased profitability and loyalty.
• Organized & Self-Driven: Highly organized, self-motivated, and capable of working independently with strong communication skills.
• Technical Proficiency: Experienced with digital tools that streamline operations and improve customer engagement in the building products space.
• Cultural Fit: Thrives in high-energy environments and embraces a “Make Money and Have Fun!” mindset.
• Adaptability & Growth Mindset: Committed to continuous learning and agile in navigating market and organizational changes.
• Logistics & Compliance: Holds a valid driver’s license, clean driving record, and reliable transportation for local travel; available for occasional travel to McKinney, TX.
• Work Authorization & Screening: Authorized to work in the U.S. without sponsorship; able to pass background and drug screenings.

Preferred Qualifications:

• Sales & Negotiation Expertise: Skilled in consultative selling and advanced negotiation within commercial roofing and building products.
• Industry Insight: Deep understanding of market trends, innovations, and competitive dynamics in the roofing and building products sector.
• CRM Advanced Proficiency: Advanced level experience in leveraging CRM tools for relationship management, sales tracking, and data-driven decisions.
• Team Leadership: Effective in leading cross-functional teams to enhance collaboration and operational efficiency.

Minimum Education:

A Bachelor's degree in Business Administration, Marketing, or a related field is required.

Preferred Education:

A bachelor’s degree in business administration, Marketing, or related field of study.

Minimum Years Of Work Experience:

Minimum of five years of work experience in a business-to-business commercial sales environment, specifically within the roofing and/or building products industry. This experience must demonstrate a history of managing a multi-million-dollar territory with proven results in territory growth and development year-over-year.

Certifications:

None Required. Sales training or professional sales certifications preferred.

Competencies:

• Relationship Building: Skilled in cultivating long-term partnerships with contractors, builders, and stakeholders to drive repeat business and territory growth.
• Strategic Planning: Adept at developing and executing sales strategies that align with business goals, uncover opportunities, and expand market share.
• Sales Acumen: Proven success in B2B sales of roofing and building products, consistently increasing territory revenue by aligning solutions with client needs.
• Communication: Strong verbal and written communication skills for engaging clients, collaborating with internal teams, and coordinating with vendors.
• Organization: Highly organized with the ability to manage multiple priorities and customer interactions, ensuring productivity and goal achievement.
• Self-Motivation: Proactive and independent, driving sales initiatives while staying aligned with team objectives for optimal performance.
• Customer Focus: Dedicated to understanding customer needs and delivering tailored solutions that foster trust, loyalty, and business growth.
• Market Insight: Deep knowledge of local roofing and contractor markets to inform strategic decisions and anticipate industry trends.
• Resilience Under Pressure: Maintains composure in fast-paced environments, effectively managing customer complaints with empathy and professionalism to ensure satisfaction.

The base salary for this position typically falls within the range of $37,500.00 to $75,000.00 annually. Starting wage may vary based on a number of factors including, but not limited to, the position being offered, location, education, training, and/or experience. SRS Distribution offers additional competitive and non-financial benefits. Depending on the role, associates may also be eligible for performance-based bonus programs, commissions, profit-sharing programs, car allowance or automobile and fuel program, and reimbursement for travel expenses in accordance with company travel policy.

Job Location:

SRS Building Products - San Jose

1341 Oakland Road San Jose, CA 95112

As an Equal Employment Opportunity (EEO) employer SRS Distribution Inc., including all its subsidiaries, provides job opportunities to qualified individuals without regard to actual or perceived race, color, creed, religion, national origin, sex, gender, age, disability, gender identity, sexual orientation, citizenship status, uniform service, veteran status, marital status, genetic information, physical or mental disability, or any other characteristic in accordance with applicable federal, state, and local EEO laws.

If you are an individual with a disability or a disabled veteran and require a reasonable accommodation in applying for any posted position, please contact Human Resources at US: 855.556.3221, or by email to: [email protected] with the nature of your accommodation request and include the Business name, location and title of the job opening. Please allow one (1) business day for a reply.

All employment offers are contingent upon successful completion of a background check and drug screen, as permitted by law.

Competitive weekly/bi-weekly pay, discretionary bonuses, 401(k) with company match, Employee Stock Purchase Plan, paid time off (vacation, sick, volunteer, holidays, birthday, floating), medical/dental/vision, flexible spending accounts, company-paid life and short-term disability, plus optional long-term disability, and additional life insurance. All benefits subject to eligibility.

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Should a Candidate be submitted to fill a position by a recruiting or staffing services agency (“Agency”), the Company has no obligation to pay the Agency any fee for submission, offer, placement or any service without a fully executed contract of service covering the engagement.