Territory Manager, Shaw Sports Turf

Shaw•Cleveland, OH

About The Position

Shaw Sports Turf is a leading American-owned synthetic turf company with more than two decades of innovation and over 4,000 installations. Its products are engineered for athletic performance and safety, and the company is part of Shaw Industries, a wholly owned subsidiary of Berkshire Hathaway. The Territory Manager cultivates relationships with new and existing end-use customers across Western Pennsylvania, Eastern Ohio, Western New York, and West Virginia, while developing local distributor, installation, and construction partners. The role presents Shaw products, systems, and solutions to end users and key stakeholders and educates architects and engineers on the company’s offerings. It also proactively identifies project opportunities and monitors activity in the assigned market. The position requires extensive territory travel, a consultative approach to sales, and the ability to manage complex, long sales processes with autonomy in a remote work environment.

Requirements

High school diploma or GED.
Five years of previous outside sales experience or completion of a qualified sales training program.
Ability to travel 50% to 75% of the time.
Must reside within the territory.
Must be motivated and comfortable working remotely with a widespread support team across multiple time zones.
Ability to operate CRM software and other digital tools.
Ability to communicate effectively with a diverse customer group.
Ability to understand basic biomechanics and sports science principles and explain their relationship to sports turf systems.

Nice To Haves

Bachelor’s degree.
Experience in athletic field construction or a comparable field.
Experience selling in the public sector.
Experience in the athletic industry.

Responsibilities

Use a consultative approach with end users, distributors, contractors, architects, and engineers to select systems that meet project usage requirements, budget, and timeline.
Establish and maintain relationships with distribution partners and grow those relationships.
Present to end users, school boards, facilities management personnel, senior stakeholders in athletic programs, architects, engineers, and others to explain the benefits of Shaw Sports Turf.
Travel throughout the assigned territory to serve existing customers and prospect for new business.
Build relationships with existing and new customers through lunches, dinners, and special events.
Attend regional and national conventions when required.
Establish a presence and relationships with end-user networking groups in the territory.
Develop a thorough understanding of the product line, procurement processes, and sports field construction.
Manage the territory using a CRM tool such as Salesforce.com and other digital environments.
Communicate with a diverse group of customers in a friendly and respectful manner.
Explain basic biomechanics and sports science principles and their relationship to sports turf systems.
Manage complex, long sales processes with a solutions-oriented approach and reasonable autonomy.