Territory Manager Westeck

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Vancouver, BC
Permanent
Full-time

16 days ago

Description :The Territory Sales Manager is responsible for driving revenue growth, market expansion, and gross margin performance within an assigned territory. This role provides direct leadership to Project Consultants, ensuring achievement of sales targets, disciplined pipeline management, and strong customer relationship development.The Territory Sales Manager translates corporate sales strategy into actionable territory plans, builds high-performing sales capability, and ensures consistent execution of CRM discipline and sales best practices. Success in this role requires strong leadership presence, financial acumen, strategic thinking, and the ability to drive accountability while fostering a high-performance sales culture.Duties and Responsibilities (Key Deliverables):Revenue & Territory Performance

Overall responsibility for territory revenue, gross margin, and profitability targets.
Develop and execute territory sales plans aligned with corporate growth strategy.
Accurate forecast and prepare annual and quarterly sales budgets.
Monitor and manage monthly sales performance, including revenue and gross margin by customer.
Identify and pursue new business opportunities to expand market share while maintaining acceptable risk levels.
Recommend product or service enhancements to improve customer satisfaction and increase sales potential.
Conduct regular business reviews with key customers in partnership with the Director of Sales.
Attend and contribute to regional and corporate sales meetings.

Sales Leadership & Team Management

Lead, coach, and develop Project Consultants to achieve individual and team sales targets.
Establish clear performance goals, KPIs, and milestones for direct reports.
Drive CRM utilization and sales pipeline discipline using CRM and Power BI for data-informed decision-making.
Conduct regular performance reviews and provide coaching, counseling, and development planning.
Assess strengths and development needs of team members; support career growth and succession planning.
Communicate and cascade corporate sales initiatives and directives within the territory.
Approve expense reports and manage time-off requests for direct reports.

Customer & Market Development

Build and maintain strong relationships with developers, general contractors, architects, and key accounts.
Strategize customer management based on revenue, profitability, and growth potential.
Monitor competitive activity and market trends within the territory.
Partner with cross-functional teams to ensure a consistent and positive customer experience.

Strategy Execution & Continuous Improvement

Implement corporate sales strategies and initiatives at the territory level.
Audit sales processes and establish measurable KPIs to drive performance improvement.
Identify opportunities to streamline sales workflows and improve reporting accuracy.
Drive a goal-oriented, performance-focused culture aligned with corporate behaviours
Communicate and model Westeck values, and expectations.

Job Requirements:Education:

Bachelor degree or diploma in Business Administration or Commerce preferred
Equivalent combination of education and experience may also be considered in lieu of post secondary education.

Experience:

Minimum of 7 to 10 years progressively responsible experience in sales management including leadership of direct reports
Experience in window and door manufacturing, building materials, or construction industry considered an asset.
Proven track record of achieving revenue and gross margin targets.

Functional/Technical Knowledge, Skills and Abilities Required:

High level of leadership capability with experience developing and managing sales professionals.
Strong financial and commercial acumen, including forecasting, margin management, and profitability analysis.
Proficiency in CRM platforms and Power BI for pipeline management and performance tracking.
Ability to develop and execute strategic territory growth plans.
Strong negotiation and relationship management skills.
Forward-thinking mindset with the ability to lead through change while maintaining focus on results.
Strong accountability and performance management orientation.
Ability to influence, redirect, and refocus team members to ensure consistent achievement of sales objectives.

Core Competencies:The Territory Sales Manager is expected to consistently demonstrate the following core competencies:

Accountability – Owns territory performance outcomes and holds self and team responsible for achieving revenue and margin targets.
Customer Focus – Prioritizes long-term customer relationships and delivers solutions that create value and loyalty.
Initiative – Proactively identifies growth opportunities, competitive risks, and market gaps.
Integrity – Acts with transparency, professionalism, and ethical judgment in all customer and team interactions.
Problem Solving – Analyzes market challenges, customer needs, and performance gaps to develop practical, results-driven solutions.
Quality Orientation – Ensures disciplined CRM usage, accurate forecasting, and professional sales execution.
Results Orientation – Demonstrates strong drive to achieve and exceed sales targets.
Teamwork – Collaborates effectively with cross-functional partners and fosters a supportive, high-performance sales team culture.

Job-Specific Competencies:

Strategic Territory Planning – Develops and executes data-driven territory growth strategies aligned with corporate objectives.

Sales Coaching & Performance Leadership – Builds capability within Project Consultants through structured coaching, performance management, and accountability.
Commercial & Financial Acumen – Understands pricing strategy, margin management, and profitability analysis to guide decision-making.
Negotiation & Influence – Effectively negotiates contracts and influences stakeholders to secure profitable agreements.
Change Leadership – Guides team members through evolving priorities, initiatives, and market conditions while maintaining engagement and performance.

Supervisory Responsibilities:Number of Direct Reports: 5 - 10Scope of Position:The Territory Sales Manager has full accountability for territory sales performance, including revenue growth, gross margin, and customer portfolio management. This role directly manages Project Consultants within the assigned territory and oversees pipeline health, forecasting accuracy, and strategic account development. The position operates with a high degree of autonomy while aligning closely with corporate sales strategy and leadership direction.Work Environment:Workload may vary depending on customer demands, seasonal cycles, and project timelines within the assigned territory. The role operates primarily within an office environment, with regular travel required to support customer meetings, relationship development, and business reviews.Travel typically involves driving to customer sites and industry locations, with exposure to varying weather conditions. Occasional visits to construction sites or manufacturing facilities may occur, requiring adherence to all company safety policies and procedures.This role requires flexibility, responsiveness, and the ability to balance office-based planning and reporting responsibilities with field-based customer engagement.Experience : 7 years: Progressively responsible experience in sales management including leadership of direct reports Experience in window and door manufacturing, building materials, or construction industry considered an asset. Proven track record of achieving revenue and gross margin targets.

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