Territory Account Manager

Position Summary

The Territory Account Manager is responsible for managing and growing sales across an assigned waterworks and fire protection territory. This field-based role calls on distributors, municipalities, contractors, and selected industrial accounts while providing technical product support, training, and jobsite assistance. The ideal candidate is a self-directed relationship builder with strong technical aptitude, comfort with frequent travel, and the ability to train customers on product application, safety, installation requirements, and best practices.

Key Responsibilitie

• Manage and grow the territory. Develop and execute an account plan for assigned markets, with regular in-person calls on existing and prospective accounts
• Support distributor channels. Maintain strong relationships with waterworks and parts distributors, fire sprinkler distributors, and other channel partners; provide product updates, troubleshooting, and sales support
• Represent the full product line. Sell and support all assigned products, with emphasis on backflow preventers, pressure reducing valves, altitude valves, related waterworks parts, and fire protection applications
• Provide technical start-up and field support. Assist customers with product start-ups, installations, troubleshooting, jobsite questions, and application-specific recommendations
• Lead customer training. Conduct product and safety training for distributors, contractors, municipalities, and industry groups, including backflow, valve, and related waterworks/fire protection topics
• Develop municipal relationships. Call on larger municipal water systems and cross-connection control programs to understand installation requirements, ordinances, approval processes, and training needs
• Support contractors and jobsites. Work with fire protection, underground utility, and waterworks contractors on larger opportunities, product selection, jobsite needs, and safe product use
• Participate in associations and trade shows. Represent the company at relevant trade shows, certification classes, conferences, and association events, such as waterworks, backflow, and fire protection organizations
• Coordinate manufacturer involvement. Host or participate in supplier ride-alongs, factory representative calls, customer tours, product demonstrations, and factory events as appropriate
• Maintain strong communication. Coordinate with inside sales, customer service, leadership, suppliers, and manufacturers to ensure customer needs are handled promptly and professionally
• Track activity and opportunities. Maintain accurate call notes, account information, opportunity pipeline, training activity, and sales forecasts in company CR

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Primary Account Types

• Waterworks distributors and parts distributors
• Fire sprinkler and fire protection distributors
• Municipal water systems, cross-connection control programs, and public utilities
• Fire protection contractors, underground utility contractors, and larger waterworks contractors
• Selected industrial and PVF-related accounts where assigned products apply

Required Qualifications

• Two or more years of outside sales, territory management, technical sales, or account management experience in a related field
• Experience selling through or calling on distributors, contractors, municipalities, utilities, or construction-related accounts
• Strong technical aptitude and willingness to learn product applications, installation requirements, safety practices, and troubleshooting methods
• Confident presentation and training skills, including the ability to conduct product demonstrations and customer training sessions
• Ability to work independently from a home office, plan travel efficiently, and manage a large territory with limited day-to-day supervision
• Professional communication skills with customers, engineers, municipalities, contractors, suppliers, and internal teams
• Valid driver license, acceptable driving record, and ability to meet company travel requirements
• Working knowledge of Microsoft Office and the ability to use CRM, reporting, and mobile communication tools

Preferred Qualifications

• Waterworks, backflow prevention, fire protection, municipal utility, PVF, plumbing, or industrial sales experience
• Knowledge of backflow preventers, pressure reducing valves, altitude valves, fire sprinkler systems, pipe plugs, trench safety products, or related utility construction products
• Experience providing backflow, cross-connection control, product safety, or recertification training
• Existing relationships with waterworks distributors, fire sprinkler distributors, municipal water systems, fire protection contractors, or utility contractors in the assigned territory
• Familiarity with industry groups such as rural water associations, fire sprinkler associations, backflow prevention organizations, and related trade shows
• Experience supporting engineering specifications, product approvals, or project-based technical sales

Travel Expectations

This is a field-based position with overnight travel. The role routinely requires multi-day travel throughout North and South Carolina, with many weeks involving two to three overnight stays. Annual hotel nights may exceed 60 nights depending on territory needs, customer schedules, trainings, trade shows, and business development priorities

Physical and Work Environment Requirements

• Ability to travel by vehicle for extended periods and visit customer offices, warehouses, municipalities, construction jobsites, and trade shows
• Ability to stand, walk, climb as permitted by site requirements, and use required personal protective equipment when visiting jobsites or customer facilities
• Ability to lift and carry product samples, demonstration materials, and trade show materials up to company-defined limits, typically up to 50 pounds with assistance as needed

Success in This Role

Consistent, proactive field presence across the territory

• Growth in distributor, municipal, contractor, and industrial account activity
• Strong customer confidence in the representative as a technical and training resource
• Timely follow-up on product questions, start-ups, jobsite needs, and sales opportunities
• High-quality communication and coordination with company leadership, internal support teams, and manufacturers