Shaw Sports Turf Territory Development Manager - Northern CA

Shaw Industries•Calhoun, GA

About The Position

Shaw Sports Turf’s Territory Development Manager is a field sales development role focused on expanding market coverage and preparing a high-potential seller to become an independent Territory Manager. Reporting to the Regional Vice President and working alongside an experienced Territory Manager, the TDM follows a structured 12–24 month progression that combines 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, based on demonstrated readiness and business need. The role develops customer and market relationships, advances project opportunities, supports sales materials and follow-up, and maintains territory and pipeline information in Salesforce. It coordinates with internal teams to support customer experience and represents Shaw Sports Turf at industry events. Frequent regional travel and periodic overnight travel are required, including customer meetings, jobsites, field evaluations, trade shows, product demonstrations, and occasional evening or weekend events. The preferred home base is the Bay Area within the Northern California territory.

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.
Frequent regional travel and periodic overnight travel are required.

Nice To Haves

Living in the territory, preferably the Bay Area.
Bachelor's degree; relevant experience may substitute.
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.