Area Sales Manager

Area Sales Manager

The Area Sales Manager drives territory growth through aggressive new customer acquisition and growth in share of wallet within the existing account base (SC/NC). This is a hunter role: the ideal candidate is comfortable cold calling, building a pipeline from scratch, and consistently converting prospects into long-term accounts while also building the deep relationships and trust that turn existing customers into larger, more loyal accounts. Success in this role requires disciplined management of a set call schedule (cold calls, prospect visits, and existing account touchpoints), strong follow-through, and an up-to-date understanding of competitor activity in the territory.

Salary Range: $85,000 to $100,000, with the final offer determined based on the candidate's experience, skills, and qualifications.

Bonus: Opportunity of 50% of salary +.

Territory: The Carolina's (SC/NC)

Expected Travel: 70%+

Area Sales Manager Responsibilities:

• Hunt for and acquire new customers within the territory, generating qualified leads through cold calling, market research, and networking.
• Build and manage a disciplined, set call schedule that blends prospecting/cold calls, new customer development, and proactive outreach to existing accounts.
• Grow share of wallet with existing customers by deepening relationships, identifying expansion opportunities, and increasing product penetration across their business.
• Schedule and conduct sales trips to new and prospective customers, meeting each at least once every 8-12 weeks.
• Develop strong, trust-based relationships with both new and existing customers that support long-term retention and account growth.
• Prepare sales plans and strategies as directed by sales management, with clear targets for new business and existing account growth.
• Develop and deliver presentations to existing and potential customers.
• Conduct product training and inspections as necessary.
• Maintain a sales activity database using Salesforce or other CRM tools, including cold call activity, pipeline status, and account growth plans.
• Respond to sales inquiries and concerns to support or troubleshoot via phone, email, or in person.
• Stay current on building codes in the states within your territory.
• Attend regional and national trade shows, as well as customer events, as defined by sales management.
• Follow up on all quotes and sales activities.
• Conduct video visits and sales presentations between sales trips.
• Negotiate with clients.
• Ride along with distributor salespersons as needed.
• Call on local, regional, and national home builders to drive pull-through demand with distribution.
• Assist or conduct sales activities aligned with the company's sales strategies and business goals.
• Travel: 70%+ travel within the territory.

Area Sales Manager Requirements:

• Demonstrated track record of new customer acquisition and growing existing account revenue, ideally selling to national building material dealers, including but not limited to Builders FirstSource (BFS), 84 Lumber, and Carter Lumber.
• Comfortable and effective at cold calling, with the discipline to maintain a consistent, structured call schedule.
• A hunter mentality self-motivated to prospect and open new business, not just service existing accounts.
• Proven ability to build trust and long-term relationships with both new and existing customers.
• Proficiency with relevant computer applications (Salesforce, Outlook, Word, Excel, PowerPoint, Ponderosa).
• Understanding of general business math and terminology.
• Knowledge of general sales principles and practices.
• Minimum of 3 years of experience in B2B sales or equivalent.
• Knowledge of the millwork industry and distribution channels.

Area Sales Manager Preferred Skills:

• Strong hunter instincts paired with relationship-building and account management skills.
• Strong customer service skills.
• Excellent written and verbal communication skills.
• Persuasiveness and negotiation skills.
• Effective planning and strategizing abilities, especially around call scheduling and territory management.
• Professional attitude and self-presentation.
• Attention to detail.

Rewarding Compensation and Benefits:

Eligible employees can elect to participate in:

• Comprehensive medical, dental, and vision coverage.
• Health care savings account.
• Short- and long-term disability.
• Life insurance and Critical Illness insurance.
• Employee and Family Assistance Program (EAP).
• Retirement plan (401k) with a generous company match.

The statements used herein are intended to describe the general nature and level of the work being performed by an employee in this position, and are not intended to be construed as an exhaustive list of responsibilities, duties and skills required by an incumbent so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the Company.

EEO Statement: The Marwin Company is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, protected veteran status, relationship or association with a protected veteran (spouses or other family members), genetic information, or any other characteristic protected by applicable law.