TM - Territory Manager in Training

EFCO Corp.•Washington, DC

16h•Onsite

About The Position

The Territory Manager in Training (TnT) role is designed to prepare high-potential individuals into a full Territory Manager position. This developmental assignment combines structured training, job shadowing, ride-alongs, and hands-on project exercises to build a foundation in EFCO’s sales process, customer relationship management, and technical solution development. Working under the guidance of District Managers, experienced Territory Managers, and Regional leadership, the Territory Manager in Training learns EFCO’s disciplined approach to Sales Cycle Control, AIDINC, funnel management, forecasting, collections, and exchange of value. The goal of the program is to develop a capable, accountable, and culturally aligned Territory Manager ready to drive profitable growth and long-term customer relationships.

Requirements

High school diploma required; bachelor’s degree or coursework in engineering, construction, or business preferred.
Sales, construction, or formwork industry experience preferred.
Ability to read blueprints preferred.
Proficiency in CRM systems (Salesforce preferred) and Microsoft Office Suite.
Strong mechanical aptitude and technical curiosity.
Excellent communication, negotiation, and presentation skills.
Demonstrated initiative, resilience, and commitment to EFCO’s culture of accountability and growth.
Upon successful completion of the TnT program, individuals should be prepared to assume full Territory Manager responsibilities — managing an assigned territory, developing new and legacy customer relationships, driving profitable growth, and upholding EFCO’s Core Values.
Responsibility: Takes ownership of actions, tasks, and outcomes; follows through on commitments.
Communication: Communicates effectively verbally and in writing, producing clear, concise, and professional content and adapting style to audience and setting.
Analysis: Breaks down complex information to identify patterns, relationships, and root causes.
Judgment: Makes sound decisions by evaluating facts, risks, and potential outcomes.
Relationship Building: Develops and maintains productive, respectful relationships across teams and functions.
Ability to regularly perform all job functions at company office or worksite
Ability to withstand environmental conditions such as extreme heat or cold, grass, wind, sand, fumes, odors, gases, noises. Etc.

Responsibilities

Assist in growing EFCO’s market presence by developing consultative relationships with customers in an assigned territory.
Shadow senior Territory Managers to learn the full sales cycle, including prospecting, interviewing, demonstrating, validating, negotiating, and closing using EFCO’s established methods.
Present and position EFCO forming systems through impactful sales presentations and customized solutions under supervision.
Learn to manage sales goals and key performance metrics while applying curiosity, initiative, and competitive drive.
Support ongoing customer relationships by providing responsive assistance throughout the project lifecycle.
Learn to act as a trusted resource for customers, identifying and resolving challenges with accountability and professionalism.
Build customer loyalty by demonstrating EFCO’s values of responsiveness, reliability, and exchange of value.
Participate in EFCO’s formal training curriculum and required certifications.
Engage in ride-alongs, Forming Solutions exercises, and mentorship sessions to strengthen technical product knowledge, sales acumen, and industry insight.
Demonstrate a “Hungry, Humble, Smart” mindset — showing initiative, adaptability, and commitment to continuous improvement.
Incorporate learnings from the EFCO 18 framework to align personal growth with organizational performance expectations.
Learn how to identify, prioritize, and manage opportunities within EFCO’s Salesforce system.
Maintain accurate data for prospecting activities, proposals, and customer information.
Support the development of sales forecasts and coordinate with leadership on equipment and resource needs.
Understand and adhere to the EFCO 18 scorecard, including financial, behavioral, and competency-based performance indicators.
Participate in regular reviews with leadership to track development and readiness for full Territory Manager responsibility.