Territory Sales Manager

About The Company

Headquartered in Sarasota, Florida, our client is a global provider of packaging and protective solutions across a diversified set of geographies and end-markets. The Company develops, manufactures, and sells a variety of solutions including paper and film-based pressure-sensitive and water-activated tapes, stretch and shrink films, protective packaging, woven and non-woven products and packaging machinery.

Responsibilities

1. Drive Business Growth: Actively expand our client's market share in the industrial adhesive tapes sector through targeted Business Development and New Business initiatives.

2. Acquisition & Projects: Identify and win new customers, uncover new application areas, and secure large-scale projects.

3. Key Account Management: Take responsibility for the strategic support and further development of existing Key Accounts to ensure long-term retention.

4. Partner Management: Collaborate closely with specialized distributors and converters to maximize market reach.

5. Technical B2B Sales: Manage the full sales cycle, including technical consulting, high-level product presentations, and contract negotiations.

6. Territory Management: Take full ownership of the sales region currently (not limited to) comprising the UK, Benelux, Northern Germany, Scandinavia, and Poland.

7. Penetrate and develop specific market segments within the region at the end user level.

8. Provide specialized business development to Distribution in the form of target lead generation specific to the territory.

9. Assist management with specialized market knowledge within end-user standard industrialized codes.

10. Establish and build relationships with distributor’s management and sales force, focusing on Sapphire Elite and Premier Distributors.

11. Train the distributor’s sales force on Intertape products while focusing on end-user activity and market penetration.

12. Assist in developing new products based on the needs of the end users in the market.

13. Run product trials and evaluations through sales cycle.

14. Establish and justify the value added products, programs and sales/marketing support (packaging specialists support as an integral part) that IPG delivers to ensure that IPG has a favored position in the account.

15. Train distributors by utilizing effective sales presentations, product knowledge, competitive knowledge, IPG resources (product specialists, product managers, and regional managers). Core competence on all specialized tapes, industrial MRO, Industrial OEM, Housing and construction is required (i.e. grades of tape, adhesives, backings, applications, major competitors, etc). Understanding the FAB’s (features, advantages, and benefits) of IPG products is also essential.

16. Penetrate market with end-user sales calls, corporate account sales calls, product demonstrations, and reinforcing the value added IPG brings to customers. Working with performance products and other specialists to achieve corporate goals.

17. Documentation of end-user focus by utilizing the customer relationship management software in a routine and timely manner (minimum once a week) with quality targets, initiatives and other appropriate sales activities. Ensure that all reporting is filled out properly and completely.

18. Compliance with all Internal Policies, i.e. responsiveness, pricing, returns and credit issues.

19. Monitor sales vs. forecasts and trends in relation to company objectives and competitive activities.

20. Keep management up to date with competitive information such as new products, competitive price books, and price increase & decrease letters.

21. Work proactively with customer service and the pricing team to resolve any outstanding issues within 24 hours. SPPA’s & Special Pricing Questionnaire ( SPQ) must be filled out properly and completely.

22. Ensure that the implementation and compliance of major and national accounts initiatives and plant audits are completed in a timely fashion. Any issues of non- compliance to be brought to management attention as soon as possible.

23. Performing all the duties as assigned by Supervisor.

24. Close business and turnover to the assigned distributor.

25. Any other tasks as required by the business.

Requirements

• Bachelor’s degree, or equivalent in Business Administration/Marketing or related field preferred.
• 5+ years of experience in technical B2B sales of industrial adhesive tapes or closely related adhesive-based industries essential.
• Market knowledge in the Aerospace, Automotive, Building & Construction, or General Industry sectors.
• Demonstrated success in both Business Development (new customer acquisition) and the strategic management of existing customer bases.
• A proven track record with a distinct hunter mentality.
• Ability to nurture a sustainable, relationship-oriented approach to account management.
• Existing network of distributors, converters, or industrial partners is highly desirable.
• International sales experience preferred.
• Ability to think ahead and plan over 1-2 year time span.
• Ability to organize and manage multiple priorities.
• Sales and service systems development and deployment.
• Problem analysis and problem resolution at both a strategic and functional level.
• Technical skills in strategic planning and sales planning.
• Distributor training and development.
• Strong customer orientation.
• Excellent interpersonal and communication skills including presentation skills.
• Team player.
• Commitment to company values.
• Computer proficiency.
• Ability to complete significant travel - up to 75%.
• Fluent in both English & German - essential.