Shaw Sports Turf Territory Development Manager - Northern CA

Shaw•San Francisco, CA

About The Position

Shaw Sports Turf is a synthetic turf company with more than 4,000 installations and over two decades of product innovation. It is part of Shaw Industries, a wholly owned subsidiary of Berkshire Hathaway, Inc. The Territory Development Manager (TDM) is a field sales development role focused on expanding market coverage and preparing a high-potential seller to become an independent Territory Manager. The role reports to the Regional Vice President and works alongside an experienced Territory Manager through a structured 12–24 month progression combining training, co-selling, and increasing ownership of a defined sub-territory. Successful completion is intended to lead to responsibility for a territory carved from the existing territory, subject to demonstrated readiness and business need. The role develops and advances project opportunities across the assigned market, builds customer and industry relationships, and supports sales activities and customer experience in coordination with internal teams. It involves frequent regional travel, periodic overnight travel, customer meetings, jobsite visits, field evaluations, trade shows, product demonstrations, and occasional evening or weekend events. The territory is Northern California, with a preference for the Bay Area.

Requirements

High school diploma or GED.
Ability to travel up to 75%.
Demonstrated relationship-building, communication, presentation, organization, and follow-through skills.
Ability to learn technical products, construction concepts, and a complex project-based sales process.
Self-motivated, coachable, accountable, customer-focused, and comfortable working independently.
One to three years of experience in sales, business development, account management, athletics, construction, architecture, engineering, facility management, or a related field is preferred.

Nice To Haves

Bachelor's degree; relevant experience may substitute.
Living in the territory, preferably the Bay Area.
One to three years of sales, business development, account management, athletics, construction, architecture, engineering, facility management, or related experience.

Responsibilities

Develop relationships with owners, architects, contractors, dealers, end users, and other market influencers.
Identify, qualify, document, and advance project opportunities within the assigned market.
Conduct customer meetings, presentations, site visits, field assessments, and product education.
Support specifications, RFIs, product substitutions, estimate worksheets, proposals, and opportunity follow-up within approved authority.
Maintain accurate accounts, contacts, activities, opportunities, next steps, and forecasts in Salesforce.
Build and execute territory coverage plans using market mapping, customer segmentation, and competitive intelligence.
Coordinate with Project Management, Operations, Marketing, Customer Service, and leadership to support a strong customer experience.
Represent Shaw Sports Turf at trade shows, industry events, and customer functions.
Complete training and phase milestones and demonstrate readiness for independent territory ownership.