Territory Sales Manager

Job Description

Position Overview

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A growing concrete technology company is expanding its North American sales organization and seeking a Territory Sales Manager to establish and grow its presence throughout the Western United States.

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This newly created position is an entrepreneurial opportunity for a technically knowledgeable sales professional who understands the ready-mix concrete industry and knows how to develop a geographic territory from the ground up.

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This is not a traditional software sales role. The ideal candidate understands ready-mix operations, concrete mix design, admixtures, Technical Services, and Quality Control. This knowledge will allow the Territory Sales Manager to establish immediate credibility with the technical professionals who evaluate and purchase the company’s solutions.

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The successful candidate will identify opportunities, develop customer relationships, demonstrate technical software solutions, and create a repeatable sales strategy for the region.

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Key Responsibilities

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Territory Development

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• Develop and execute a comprehensive sales plan for the Western territory.
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• Map the market and identify priority geographic areas, ready-mix producers, and prospective accounts.
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• Build targeted contact lists and develop a sustainable pipeline of qualified opportunities.
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• Use Dodge and other market-intelligence resources to monitor construction activity and identify projects.
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• Conduct cold outreach, proactive prospecting, networking, and referral-based business development.
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• Visit ready-mix plants, customer locations, and prospective accounts throughout the territory.
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• Develop relationships within regional concrete markets, ACI chapters, and relevant industry organizations.
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• Recognize market demand, customer needs, and emerging selling signals.
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• Test different sales approaches and create a repeatable territory-specific sales playbook.
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Technical Sales and Business Development

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• Develop new relationships with ready-mix producers and expand business within existing accounts.
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• Conduct discovery meetings to understand customers’ Quality Control, Technical Services, sustainability, and operational challenges.
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• Demonstrate the company’s products and technical software solutions.
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• Clearly communicate the technical and commercial value of the platform.
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• Connect the company’s capabilities to concrete performance, operational efficiency, sustainability, and customer profitability.
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• Build trusted-advisor relationships with Technical Services, Quality Control, operations, and leadership teams.
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• Maintain consistent customer engagement through field visits, virtual meetings, and ongoing follow-up.
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• Collaborate with sales and technical teams to support customer adoption and long-term growth.
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Product Demonstrations and Customer Education

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• Complete extensive product onboarding and virtual training.
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• Learn the company’s software, technical applications, sales methodology, and discovery process.
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• Understand how the solutions integrate with ready-mix operations.
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• Conduct engaging product demonstrations for technically sophisticated customers.
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• Explain software capabilities in language that resonates with concrete Technical Services and Quality Control professionals.
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• Educate customers on how the technology can improve their existing processes.
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Required Qualifications

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• Experience selling products, technology, or technical solutions within the ready-mix concrete industry.
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• Working knowledge of ready-mix concrete, concrete mix design, Technical Services, and Quality Control.
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• Ability to communicate credibly with technically sophisticated concrete professionals.
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• Experience developing new business through cold calling, prospecting, networking, and field activity.
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• Strong territory planning, account development, and relationship-building skills.
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• Experience presenting or demonstrating technical products and solutions.
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• Ability to independently manage a geographically broad sales territory.
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• Willingness and ability to travel regularly throughout the assigned region.
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• Residence within the assigned Western territory
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