Territory Sales Manager

Russel Metals is one of the largest metals distribution companies in North America, with a growing focus on value-added processing. It carries on business in three segments: metals service centers, energy field stores and steel distributors. Its network of metals service centers carries an extensive line of metal products in a wide range of sizes, shapes and specifications, including carbon hot rolled and cold finished steel, pipe and tubular products, stainless steel, aluminum and other non-ferrous specialty metals. Its energy field stores carry a specialized product line focused on the needs of energy industry customers. Its steel distributors’ operations act as master distributors selling steel in large volumes to other steel service centers and large equipment manufacturers mainly on an "as is" basis. 

Position Summary

 We are seeking a driven and results-oriented Territory Manager to develop and grow our customer base throughout the Charlotte market and surrounding territories. This position is responsible for managing existing customer relationships while aggressively pursuing new business opportunities within the steel industry. The ideal candidate will have experience in steel, metals, industrial manufacturing, construction materials, or related B2B sales environments. 

The Territory Manager will serve as a trusted advisor to customers by understanding their business needs, recommending steel products and solutions, and ensuring exceptional service throughout the sales process.

Key Responsibilities 

Sales & Business Development 

· Develop and execute territory sales plans to achieve revenue, profit, and growth objectives. 

· Identify and pursue new business opportunities within manufacturing, construction, fabrication, distribution, and industrial markets. 

· Build and maintain strong relationships with existing customers to enhance retention and increase sales volume. 

· Conduct regular customer visits, presentations, and account reviews. 

· Generate leads through networking, referrals, industry events, and market research. 

· Prepare and deliver pricing proposals, quotations, and contract negotiations. 

Account Management 

· Act as the primary point of contact for assigned accounts. 

· Understand customer requirements and provide appropriate steel product recommendations. 

· Partner with operations, purchasing, and logistics teams to ensure customer expectations are met. 

· Resolve customer concerns and provide timely follow-up on service issues. 

· Monitor customer satisfaction and identify opportunities for account expansion. 

Market & Industry Analysis 

· Stay informed of steel market conditions, pricing trends, competitor activity, and industry developments. 

· Analyze territory performance and develop strategic plans to increase market share. 

· Provide market intelligence and customer feedback to leadership. 

Reporting & Administration 

· Maintain accurate customer records and sales activities within CRM systems. 

· Prepare regular sales forecasts, pipeline reports, and territory updates. 

· Meet established KPIs related to revenue growth, margin performance, customer retention, and new account acquisition. 

· Ensure compliance with company policies and safety standards.

Qualifications 

Required 

· Bachelor's degree in Business, Marketing, Supply Chain, Engineering, or a related field; equivalent experience may be considered. 

· Minimum 3–5 years of outside sales experience in steel, metals, industrial products, building materials, manufacturing, or a related B2B environment. 

· Proven track record of meeting or exceeding sales goals. 

· Strong negotiation, presentation, and relationship-building skills. 

· Ability to understand technical product specifications and customer applications. 

· Proficiency with CRM platforms and Microsoft Office Suite. 

· Valid driver's license and ability to travel throughout the territory. 

Preferred 

· Experience selling carbon steel, stainless steel, structural steel, tubing, plate, sheet, or fabricated steel products. 

· Established relationships within the Charlotte and Carolinas industrial, construction, or manufacturing markets. 

· Knowledge of steel processing, supply chain operations, and pricing dynamics. 

Key Competencies 

· Strategic Selling 

· Business Development 

· Customer Relationship Management 

· Negotiation & Contract Management 

· Market Analysis 

· Problem Solving 

· Communication & Presentation Skills 

· Time Management 

· Results Orientation 

· Team Collaboration 

Working Conditions 

· Frequent travel within Charlotte and the surrounding territory. 

· Combination of office, customer site, manufacturing, and warehouse environments. 

· Occasional overnight travel for customer meetings, trade shows, or company events.

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