17 ott - Uri
Dupont
?? ?? ?? Postal Code ***** Milano, Milano ?? ID ******W ?? Milano, Milano, Italy ???? ??? ? ?????10/15/2026
Invii la sua candidatura dopo aver letto i requisiti di competenza e qualifica per questa posizione, riportati di seguito.
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??? ???? ?? ?? | ?? ?? The Corian® Design business is looking for a Territory Manager.
Reporting to the Sales Leader, the Territory Manager is responsible for delivering profitable growth within an assigned territory through effective customer, distributor, and fabricator development.
The role executes the commercial strategy, expands market coverage, grows channel performance, develops new business opportunities, and converts qualified opportunities into realized revenue.Working closely with the Specification team, Marketing, Customer Service, Supply Chain, and TS&D;, the Territory Manager ensures strong in-market execution and customer engagement to achieve territory growth objectives.
Key Outcomes
Deliver territory sales, volume, gross profit, and pricing targets.
Increase market share within assigned territories, segments, and customer groups.
Improve distributor performance, capability, and territory coverage.
Increase new business acquisition and customer penetration.
Convert qualified project opportunities into revenue in partnership with the Specification team.
Improve forecast accuracy, pipeline visibility, and CRM discipline.
Strengthen competitive position and customer loyalty within the territory.
Core Responsibilities
Territory & Partner Strategy: Owns the full go-to-market approach across a portfolio of the territories, holding single accountability for all commercial, distribution, and partner decisions within the territory.
Territory & Partner Strategy: Identifies and installs the best possible self-sufficient distribution partners in each territory, selecting partners explicitly on their ability to drive sales independently and operate with minimal Corian involvement
Territory & Partner Strategy: Rationalizes the distributor base actively, ensuring efficient and effective market development;
Territory & Partner Strategy: Deliver sales, margin, and growth objectives within the assigned territory.
Territory & Partner Strategy: Identify and pursue new business opportunities, applications, and customer segments.
Territory & Partner Strategy:
Increase customer penetration and share of wallet across existing accounts.
Territory & Partner Strategy: Monitor competitive activity, customer trends, and market developments and provide recommendations to the Sales Leader.
Distributor Enablement: Manage day-to-day relationships with distributors within the territory.
Distributor Enablement: Execute joint business plans with distributor partners.
Distributor Enablement: Monitor distributor performance against agreed objectives and KPIs.
Distributor Enablement: Identify opportunities to improve distributor capability, productivity, and market coverage.
Distributor Enablement: Support distributor onboarding, development, performance improvement, and rationalization processes.
Distributor Enablement: Ensure compliance with commercial agreements, pricing policies, and business processes.
Distributor Enablement: Increase the proportion of business delivered through strategic distribution partners.
Customer Management: Develop relationships with direct customers, distributors, fabricators, contractors, and other commercial stakeholders.
Customer Management: Conduct regular business reviews with priority customers and channel partners.
Customer Management: Identify customer needs and translate them into growth opportunities.
Customer Management: Lead customer acquisition activities within the territory.
Customer Management: Resolve commercial issues and escape risks where required
Project Conversion & Commercial Execution: Collaborate with the Specification team to convert qualified project opportunities into orders and revenue.
Project Conversion & Commercial Execution: Engage distributors, fabricators, contractors, and customers to remove barriers to project conversion.
Project Conversion & Commercial Execution: Support quoting, project execution, and customer follow-up activities.
Project Conversion & Commercial Execution: Maintain visibility of active projects and conversion opportunities.
Project Conversion & Commercial Execution: Maintain an accurate territory forecast and opportunity pipeline.
Project Conversion & Commercial Execution:
Drive effective territory execution of specification-led opportunities.
Project Conversion & Commercial Execution: Manage a pipeline of active commercial opportunities within the territory
Project Conversion & Commercial Execution: Implement consistent commercial excellence processes within the country, including structured pipeline management, distributor performance tracking, and formal reporting
Cross-Functional Collaboration: Partner with Specification, Marketing, TS&D;, Customer Service, Supply Chain and Pricing teams.
Cross-Functional Collaboration: Coordinate resources to support customer requirements and growth initiatives.
Cross-Functional Collaboration: Provide customer and market insights to support commercial decision-making and future growth plans.
Qualifications
Bachelor's degree required.
Business, Engineering, Technical, or related disciplines preferred.
Advanced business, commercial, or technical education is a plus.
Territory or field sales experience in a B2B environment.
Strong pipeline, forecasting, CRM, and territory planning discipline.
Experience in technical, industrial, manufacturing, specialty materials, or solution-based selling environments.
Experience leading pricing, contract, renewal, and commercial negotiations.
Experience coordinating cross-functional teams across sales, marketing, technical service, supply chain, finance, and customer service.
Exposure to channel, distributor, or indirect sales models where applicable.
Ability to translate customer insight into account strategy and measurable growth initiatives.
Ability to operate effectively across functions, regions, and complex decision networks.
The employment relationship shall be governed, in both its economic and regulatory aspects, by the current National Collective Labor Agreement for Employees of the Chemical and Chemical-Pharmaceutical Industry, as well as any subsequent renewals.
The Base Pay range for this role is *************** EUR Annual.
Beyond base salary, the total compensation package may include bonuses, equity, benefits, and other incentives.
Your recruiter will discuss this with you.
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