Shaw Sports Turf Territory Development Manager - Northern CA

Shaw Industries•Calhoun, GA

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 company has approximately 18,000 associates worldwide and more than $5 billion in annual sales. 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. Reporting to the Regional Vice President and working alongside an experienced Territory Manager, the TDM completes a structured 12–24 month progression involving 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, depending on demonstrated readiness and business need. The role involves frequent regional travel and periodic overnight travel for customer meetings, jobsite visits, field evaluations, trade shows, product demonstrations, and occasional evening or weekend events. The candidate should preferably live in the territory, ideally in the Bay Area, and must be able to travel up to 75%.

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, and customer-focused, with comfort working independently.

Nice To Haves

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

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.