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 Product Compliance Policy, Laws, Regulations, and market demands.

- Responsible for all tasks to achieve compliance goals and demands of the Compliance Management System.

- Must raise concerns related to the Compliance Management System to their supervisor, manager, or any member of the Leadership Team, or through the confidential whistle blower service.

What You’ll Bring

- Minimum 5 years’ experience in a similar sales position.

- Experience in the architectural and/or data center field is highly preferred.

- Experience in product sales in Data Center environment preferred.

- Self-motivated team player with excellent communication skills, presentation skills, and listening ability providing for business opportunities and the ability to establish and maintain long term relationships with key Customers, Architects, Contractors and Dealers.

- Proficient in all Microsoft Office applications (Word, Excel, Power Point) and Outlook.

- Position requires travel as necessary across assigned region and to Tate Corporate based out of home office.

- Ability to interpret architectural plans and specifications.

Employee Benefits

- Career Scope and Advancement: As we grow, new positions and career opportunities arise, offering accelerated paths for the right candidates, locally and globally.

- World of Wellness Philosophy: We empower you to take charge of your health and well-being. You’ll have access to a wide range of medical, dental, and vision benefits, along with personalized guidance from a “Health Advocate.” We also offer other supplemental options, including 401k, legal, disability, and theft insurance, to ensure your financial wellness.

- Corporate Social Responsibility: Through Planet Passionate we are determined to reduce our manufacturing carbon (CO2e) emissions to as close to zero as technically possible, together with halving carbon intensity in our primary supply chain. We are very involved in our community, and you will have ample opportunities to support us, in creating a better world.

- Skills Development: Given the dynamic pace of our business and a strong collaborative environment, your new role will be diverse and multifaceted – allowing you to be more versatile and develop a broader skill set.

- Mentorship and development: At Tate, we don’t believe in hierarchy, we work together as one team for one common goal. You will have access and exposure to our senior leaders and experts for learning in your role, and additionally mentorship for the future.

- Culture: We have a great team culture, highly collaborative, supportive and social. Together we innovate, collaborate, take ownership and strive for excellence.

Tate is an equal opportunity employer. We welcome applicants from all backgrounds and do not discriminate based on race, religion, gender, sexual orientation, age, disability, or any other protected status. Come aboard as we champion diversity and inclusivity in the workplace!

Stay connected with us on LinkedIn for insights into life at Tate. Join us in our mission to make a difference through exceptional solutions.

Equal Opportunity Employer

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.