Territory Sales Manager - Virginia, Delaware, D.C. and Maryland

Sauder Manufacturing was founded in 1945 as a Church furniture Company. We have a rich history in crafting solid wood into beautiful, enduring, quality furniture and today that is blended with modern technology and a strong customer focus.

Sauder Manufacturing Co. sells in four strategic markets: Healthcare Furniture for Acute Care Hospitals, Education Furniture for colleges and universities, Worship furniture for churches, synagogues, courthouses and furniture for human services markets which is a diverse network of agencies providing residential housing to many individuals. At Sauder Manufacturing, how do we do our work----new technology, new products and new ideas----changes constantly---but our values----how we treat our customers, suppliers and each other----never change.


Position Summary:
Sauder Education, a leading furniture manufacturer for the higher education market, is seeking a manufacturer's sales representative to sell our Residence Hall furniture to the higher education market in the Virginia, Delaware, and Maryland Territory. Our products are purpose built for this challenging environment and valued by our customers for that reason. The person that represents Sauder Education in this territory will be selling one of the hottest products in college housing, the Trey® chair, the zTrak bed system and popular innovative lounge products Rally and Chill.

Description of Key Duties:
• Develop, orchestrate and build relationships with key decision makers on Higher Education campuses with a focus on Residence Life
• Sell and quote Sauder Education furniture
• Travel the territory in person by vehicle
• Facilitate the installation of the furniture
• Participate and be engaged in all training required by sales management
• Enter and update all opportunities, contacts, and accounts into our CRM system
• Update all quotes with accurate forecast dates and probabilities in the quoting system
• Communicate regularly with sales management
• Utilize virtual meeting technology to connect with customers

What does success look like in this Territory?

• Have a home office and a vehicle to haul and demonstrate furniture
• Hauling furniture around and demonstrating furniture directly to end users and specifiers on a frequent and on-going basis
• Increasing the number of colleges and universities each year that do business with Sauder Education
• Increase market share each year in the segment of Res Life on College and University campuses.
• Selling a good mix of casegoods, chairs and upholstered furniture
• Consistently good Net Promoter Score feedback, (9’s and 10’s)
• Submitting clean and complete orders
• Developing solid relationships with many college/university customers as well as architects, designers, and dealers specifying in the higher education market with a focus on res life and housing on campus
• Filling the pipeline with projects for the next 2-3 years ahead and keeping the opportunity pipeline database updated
• A trend of growing sales each year

Experience and Knowledge Required/preferred:

• It is highly desired to live within the specific territory defined
• 5+ years of successful sales experience
• Territory management experience
• Experience in Higher Education and Residence Life
• Maintain adequate transportation to facilitate moving samples and materials
• Persistent, likeable, trustworthy
• Ability to build and maintain long-term relationships
• Ability to manage long-term sales cycle
• Familiar with using Microsoft office

Key Attributes Required:
• Ability to solve practical problems and deal with a variety of concrete variables
• Ability to solve problems in stressful situations
• Ability to take a “no” and move on with respectful persistence
• Strong attention to details
• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form
• Self-starting, goal-oriented individual who takes personal accountability for performance
• Communicates effectively in both oral and written forms
• Individual will need to demonstrate previous success in excellent organizational, facilitation, and communication skills
• Computer skills to help with communication and quoting
• Ability to organize information to be support territory, project, and account management


Full benefits package includes medical, prescription, dental and vision coverage with company contribution towards Health Savings Account (HSA), 10 paid holidays per year, 3 weeks paid vacation from weekly accrual, 401(k) match and profit sharing plan, disability coverage, life insurance, pay for performance increases, tuition reimbursement, advancement opportun