Territory Account Manager

Summary:

The Territory Account Manager (TAM) is responsible for driving revenue growth, customer development, and market expansion within an assigned territory. This is an outside sales position focused on building relationships at both the account and project levels across the construction, infrastructure, utilities, roadway, and traffic control industries.

This role requires strong field presence, proactive prospecting, CRM discipline, and collaboration with estimating, operations, customer service, and leadership teams.

Duties & Responsibilities:

• Manage and grow assigned sales territory in alignment with company growth goals and budget expectations.
• Develop and maintain relationships with General Contractors, utilities, municipalities, subcontractors, developers, and key decision-makers.
• Prospect and identify new business opportunities through field activity, networking, referrals, and industry resources.
• Identify upcoming projects, bid opportunities, and market trends within assigned territory.
• Conduct cold outreach, follow-up activity, and ongoing account development efforts
• Develop both project-level and account-level relationships to drive long-term growth and retention.
• Support strategic growth initiatives within targeted markets and service lines.
• Assist leadership with forecasting, pipeline visibility, territory planning, and growth reporting.
• Support estimating efforts by assisting with project takeoffs, quote development, and estimate preparation when needed within assigned territories.
• Maintain accurate and up-to-date opportunity, account, and activity information within Salesforce.
• Enter and manage pipeline activity, opportunity stages, forecast updates, customer contacts, follow-up notes, and project details.
• Maintain accountability to CRM standards, reporting requirements, and sales activity. expectations ensure relevant customer and project information is properly documented and communicated internally.
• Assist with overflow estimating responsibilities as business demands require.
• Represent the company professionally within the construction and roadway safety industries. Maintain strong presence in the field through customer visits, jobsite visits, project meetings, and networking events.
• Other projects and initiatives that drive organizational goals and results.

Supervisor Responsibilities:

• None

Education, Certifications & Qualifications:

• Bachelor’s degree in business, Construction Management or related field preferred.
• 3-5 years’ experience in outside / territory sales.
• Knowledge of traffic control, roadway construction, VDOT standards or MUTCD guidelines a plus.
• Valid driver’s license and ability to travel regularly throughout assigned territory.
• Experience with CRM systems (Salesforce) / above average knowledge of MS Office.

Knowledge, Skills & Abilities:

• Proven experience achieving territory revenue and growth goals.
• Ability to read construction plans, project specifications, and bid documents.
• Must have strong problem-solving skills and a desire to create solutions.
• Ability to maintain pipeline development and strong CRM management.
• Maintain a high degree of accuracy and attention to detail.
• Must have the ability to work in sensitive and confidential situations.
• Prior experience working under tight deadlines with changing priorities.
• Ability to anticipate work needs and follow through with minimum direction.
• Excellent organization and time management skills.
• Ability to respond to common inquiries or complaints from internal or external customers.
• Excellent oral and written communication skills.
• Ability to work independently, be self-motivated with a high sense of urgency.
• Ability to establish and maintain rapport and effective communication with diverse levels within the company and external organizations.
• Ability to define problems, collect data, establish facts, and draw valid conclusions with ability to deal with abstract and concrete variables.

Physical Demands & Work Environment:

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this job, the employee is frequently required to sit for long periods of time at a computer and use hands to finger, handle, or feel, walk, reach with hands and arms; stoop, kneel, talk, and hear. The employee is moderately required to stand and may occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, and ability to adjust focus.

• While primarily office-based, this position requires travel to customer and job-site locations. Employees are required to wear all appropriate PPE based on site conditions, including but not limited to safety glasses, hard hat, hearing protection, safety vest, and steel-toed or composite-toe footwear. Exposure to outdoor weather conditions may occur.