Job Description:

PNA Construction Technologies, an ITW business, is seeking a Territory Manager (TM) to develop territory plans and drive sales within the Southeast 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., general contractors and flatwork contractors) and will also have responsibility for developing and managing the sales channel.  Collaboration with PNA Sales Engineers is required to understand a project’s design criteria and facilitate specification of one of PNA’s innovative solutions at earlier phases of the project.  Ongoing support of the end-customer and distributor is required through the project bidding and building stages.

PNA Construction Technologies specializes in the manufacture and supply of innovative products for the concrete flooring industry. Our products are designed to provide strategic load transfer and joint protection in a 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.

Responsibilities:

Develops professional relationships with key concrete flatwork decision makers and influencers, distributors, and contractors to secure project sales 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. 

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 new product innovation. 

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.  

Qualifications:

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 suite

Overnight travel required up to 50%