Area Sales Manager - Capital

Job Description

The Area Sales Manager (ASM) - Capital is a field-based hunter responsible for driving new business revenue within an assigned geographic territory, with a primary focus on penetrating top healthcare contractors, key area accounts, and other high-value customer targets. The ASM owns the full sales cycle — from outbound prospecting and pipeline development through in-person presentations, negotiation, and close — and serves as a primary brand ambassador for STARC in the field. This role requires a self-motivated, high-energy sales professional who thrives on competition, builds relationships at multiple levels, and is relentless in the pursuit of new business.

The ideal candidate will be based in Washington, DC or will be located near a major airport hub within the Capital region.

Base Salary Range: $90,000 - $100,000

ESSENTIAL DUTIES AND RESPONSIBILITIES

NEW BUSINESS DEVELOPMENT:

• Drives outbound prospecting efforts to identify, penetrate, and close new accounts across the Top 75 Healthcare Contractors and key area accounts within the assigned territory.
• Manages the full sales cycle from initial outreach through qualification, presentation, proposal, negotiation, and close.
• Builds a robust, self-generated pipeline through proactive hunting activity, including cold outreach, referrals, networking, and territory planning.
• Consistently achieves or exceeds assigned revenue and activity targets on a monthly, quarterly, and annual basis.
• Includes other duties as assigned that are relevant to the role and in support of company needs.

CUSTOMER ENGAGEMENT & PRESENTATIONS:

• Delivers high-quality in-person, web, and phone-based presentations tailored to customer needs and the specific construction or healthcare environment.
• Travels to customer offices, job sites, trade shows, and conferences to deepen relationships, identify new opportunities, and represent the STARC brand.
• Establishes and maintains strong, multi-level relationships within target accounts, engaging contacts from field superintendents to executive decision-makers.

PIPELINE MANAGEMENT & REPORTING:

• Maintains accurate and up-to-date opportunity and account records within Salesforce, ensuring pipeline integrity and forecast reliability.
• Provides regular pipeline and forecast updates to Field Sales leadership in alignment with established reporting cadences.
• Stays current on industry trends, competitive dynamics, and market activity within the assigned territory; shares relevant intelligence with sales leadership and marketing.

CROSS-FUNCTIONAL COLLABORATION:

• Partners with National Account Managers, Inside Sales, and marketing to support coordinated account strategies and maximize revenue capture.
• Collaborates with Revenue Operations and Sales leadership to ensure compliance with pricing, quoting, and deal process standards.
• Supports and models STARC Systems' values and mission.

EDUCATION AND EXPERIENCE:

Bachelor's degree in Business, Marketing, or a related field preferred.

3+ years of demonstrated success in field sales, with a strong emphasis on new business development and hunting in a B2B environment.

Experience selling into the healthcare, construction, or building materials industry preferred.

Intermediate proficiency or above with CRM platforms; Salesforce required.

REQUIRED SKILLS/ABILITIES:

Demonstrated success in hunting for and closing new business; a proven ability to self-generate pipeline in a competitive market.

Exceptional ability to interact with customers at multiple levels within an organization, from field personnel to C-Suite decision-makers.

Strong written and oral communication skills with excellent presentation and negotiation abilities.

Resourceful, resilient, professional, and relentlessly goal-oriented and customer-focused.

Self-starter and strong team player who operates effectively with autonomy.

Ability to travel within the assigned territory up to 50% of the time.

PHYSICAL DEMANDS AND WORK ENVIRONMENT:

The physical demands described below are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions in accordance with the Americans with Disabilities Act (ADA) and applicable state law. While performing the duties of this position, the employee is regularly required to talk or hear. The employee frequently is required to use hands or fingers, handle or feel objects, tools, or controls. The employee is frequently required to stand, walk, sit, and reach with hands and arms. The employee must occasionally lift and/or move up to 40 pounds. Specific vision abilities required by this position include close vision, distance vision, and the ability to adjust focus. The noise level in the work environment is usually low to high.

NOTE:

This job description describes the general nature and primary responsibilities of this role and is not an exhaustive list of all duties or qualifications. Employees may be assigned additional responsibilities by an authorized supervisor consistent with the needs of the business. All duties and responsibilities are subject to modification to reasonably accommodate individuals with disabilities in accordance with applicable law. To perform this job successfully, the incumbent must possess the skills, aptitudes, and abilities to perform each essential function proficiently. This document does not create an employment contract, express or implied. Employment with STARC Systems is at-will.