Territory Manager

PRIMARY PURPOSE: The Territory Manager, pivotal to our sales team in Winnipeg, drives sales operations and manages a varied account portfolio. This seasoned professional combines strategic insight with practical customer engagement skills, excelling in both long-term and immediate relationship-building. Candidates should have a proven track record in optimizing customer mix and enhancing sales with innovative strategies, strong product knowledge, and effective relationship skills. Besides setting a high standard within the company and mentoring junior sales staff, the Territory Manager collaborates with the Regional Business Development Manager to perform market analysis and identify growth opportunities. Responsibilities also include providing support to the development and implementation of targeted short-term sales strategies to boost market share and sales volume for Formations.

ESSENTIAL FUNCTIONS (fundamental job duties):

Sales and Revenue Generation

  • jointly with RBDM , develop and implement effective sales strategies to achieve or exceed sales targets within Winnipeg.
  • Jointly with RBDM, develop annual sales budgets and business plans to maintain and grow sales volume that meet company sales goals and objectives.
  • Grow our business with existing customers/leads through upselling or cross selling our functional and decorative products.
  • Follow and contribute to the sales process and create and meet sales goals to aim at profitable results as set out by RBDM.
  • Preparing responses to RFP (request for proposals) and RFI (request for information)
  • Constant self-education and participation in training sessions of the company’s products to allow expert consultation with customers and to educate other team members.
  • Maintain quality relationships by being a dependable business partner to our established and prospective customers.
  • Efficiently deal with account inquiries and complaint resolution, escalating to RBDM when required.
  • Follow up regularly once deal has been closed and ensure client’s satisfaction through the entire sales cycle.
  • Visits client locations periodically to ensure client satisfaction and promote ongoing contract renewal.


  • Closes new accounts and verifying information and ongoing updates for entry into the CRM for record activities.

Market Analysis

  • Use the information from the Market Study for development of sales plans, programs, strategy, processes, and systems that ensure new and existing sales opportunities for revenue growth are maximized and new leads and opportunities continue to fill the pipeline in several verticals.
  • Market literacy: know your current customer portfolio, competition and know how to win.


  • Communication of plans, programs, strategy, processes, and systems to branch management.
  • Serves as a mentor to other team members, always looking for efficient and better ways to achieve their individual and companywide goals.

Reporting and Analysis

  • Provide management with regular updates on key issues within assigned territory
  • Submit a variety of sales status reports as required, including activity, closings, and follow-up


  • Promote the Company’s Cabinet Door and Laminate Panel capacities.


  • Responsible for managing complex and challenging situations related to the customer account base.
  • Necessitates considerable cognitive efforts, such as critical thinking and problem-solving capabilities.
  • The position requires emotional strength and the ability to cope with rejection while adapting to changes in the environment.
  • Assigned a private workspace at the Formations Winnipeg facility, with a laptop provided for entering data into the CRM and conducting Market Analysis during field work.
  • Working hours are from 8:00 AM to 4:30 PM, with a focus on making outbound calls to customers according to a predetermined schedule. Spending time at the branch is encouraged for team interaction and information sharing.
  • Prepared to undertake local and regional travel.
  • Participation in trade shows, training sessions, or product meetings is a requirement.
  • Proficient in providing constructive feedback to the sale teams when required.


  • Minimum of 5 years of experience in attaining business from certain accounts in a B2B environment.
  • Strong business acumen and ability to converse in the business domain in the building supplies industry.
  • Excellent computer skills – Microsoft Office Suite systems.
  • Deep understanding of the building materials sector (e.g., laminate, melamine, lumber, plywood) including trends, challenges, and opportunities, beyond the basic requirement of having experience in the sector
  • Proficiency in using CRM and ERP systems to enhance sales processes and customer management.
  • Secondary education in business administration would be beneficial
  • Understand and exemplify Formations core values as well as holding others on the team accountable to do the same.
  • Excellent at analyzing situations and solving problems to provided that elevated value and service to our customers.
  • Outstanding communication abilities, both in writing and speaking.
  • Capable of working effectively under pressure to meet monthly and yearly targets,
  • Self-starter with a drive for continuous self-improvement and contribution to the organization’s success.
  • Reliable transportation that portraits a professional image of the company is required
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