Regional Sales Manager, Data Center (East Coast, US)

Report to: Director of Data Center Solutions

Company: Tate Americas

Location: Columbia, MD 

 

 

About Us:

 

At Tate we are passionate about everything we do. As an independent brand operating within Kingspan Group, a global plc group of companies, Tate has been recognized worldwide as an industry leader in the development and manufacture of data center infrastructure solutions and commercial office raised access floors, for over 60 years.  With revenues of over $600m and growing, Tate plays a pivotal role in offering expertise in cutting edge design engineering to craft solutions, by working collaboratively with clients as a trusted partner. 

 

Tate continues to grow and expand, operating multiple manufacturing and commercial sites across the US, Europe, the Middle East, Asia, and Australia. We are excited about our fresh, dynamic, and inclusive team of experts working on new innovations and forward-thinking designs, as we remain a market leading player within our industry. We continue to invest heavily in the best available manufacturing tools and equipment needed to adhere to Tate’s world class standards and in keeping with our Planet Passionate sustainability strategy, our focus is on having minimal climate impact.

We are excited to potentially welcome you as part of our team as we continue to grow on a worldwide scale.

 

 

About the Role:

 

The Regional Sales Manager – Data Center Sales represents Tate Inc out in the market in a professional manner exhibiting the sales and technical skills required to position Tate as the preferred manufacturer and supplier of structural ceilings, containment systems, and other value-added products.

 

What You’ll Do

• Promotes the sale of Tate products to meet or exceed the sales budget.
• Identifies opportunities early to provide maximum visibility of the order pipeline.
• Creates preferences for Tate products through specification promotion.
• Establishes positive relationships with owners, architects, contractors, dealers, and other key influencers.
• Successfully manages the budget/bid process by understanding the project requirements, specifications and project scope.  Provides competitive pricing direction.  Follows up on outstanding bids to stay engaged in the sales process and to help close the sale.
• Provides presentations on Tate products with the goal of growing the market.
• Assists both the architectural and engineering communities with specifications, project details, lessons learned and best practices, helping to position Tate as the go-to company for Tate products.
• Prepare project cost estimates to effectively evaluate bid price recommendations.
• Makes pricing decisions based on the competitive environment, factory loading, margin targets, and other considerations.
• Manages distribution in assigned territory, maintaining a Tate market share greater than 65%.
• Assists in positioning Tate partners to be the preferred supplier and installer of Tate products.
• Establishes and maintains trust between Tate dealers in multiple distribution markets.
• Establishes and maintains open lines of communication with Tate customers, ensuring a mutually beneficial relationship built on good communication and trust.
• Works with Tate’s Customer Service Representatives (CSR) to ensure that customers are getting the necessary support for pricing requests, material requests, delivery requests, etc., to the dealer’s satisfaction.
• Maintains project tracking in Salesforce CRM.  Records pricing, contacts, and key activities for all projects.
• Participate in Tate monthly call with Sales Director to review projects, information, strategies, issues, and concerns as necessary and relative to the projects, the region, the competition, dealers, and/or the individual.
• Reviews monthly sales, booking, and backlog reports.
• Actively participates in membership organizations that will benefit Tate, enabling networking opportunities and the ability to create quality business relationships.
• Provides cross territory support to other Regional Sales Managers in the promotion of Tate products.
• Maintains awareness of individual contribution to and impact of the quality, safety, environmental, and product compliance policies and activities; reports all quality issues, unsafe acts, and unsafe conditions to the proper personnel.

Additional Expectation

 

• Remain compliant with the Code of Conduct and Policies which includes the Kingspan Group Compliance Policy.
• Ensure that all duties related to product compliance are adhered to in accordance with the Produc