Territory Manager

The High Companies•Lancaster, PA

21d•Onsite

About The Position

The Territory Manager is the overall business leader responsible for the performance and success of StructureCare’s assigned Pennsylvania/Delaware Valley territory. The role is accountable for sales growth, customer retention, profitability, safety, operational performance, and talent development, and owns the territory’s P&L, business development, client and vendor relationships, personnel, internal support relationships, and operating priorities. The position is based in Lancaster, Pennsylvania, is in-office, and requires approximately 25% regional travel, primarily to nearby metropolitan areas such as Philadelphia and Harrisburg. The Territory Manager sets and executes the territory’s strategic and tactical direction to achieve sustainable, profitable growth. This includes consultative sales, expanding key client relationships, disciplined financial and operational management, fostering a strong safety culture, developing a high-performing team, and allocating resources effectively. The position leads and holds accountable team members across sales, project management, and field operations, while coaching direct reports, setting performance expectations, and addressing performance gaps. Serving as a relationship leader for key clients, prospects, and vendors, the Territory Manager ensures that StructureCare delivers on its commitments. The role collaborates with company leadership and functional business partners to align strategy and secure the support and resources needed to execute the territory business plan. It carries P&L responsibility for projects totaling approximately $10–20 million or more in the assigned geography and reports to the assigned Regional General Manager.

Requirements

Bachelor’s degree in an engineering field, construction management, business management, or a related program.
Progressive leadership experience.
Demonstrated experience in business, operations, sales, and/or project management within construction, building services, parking, or commercial real estate.
Excellent relationship management, strategic planning, negotiation, problem-solving, sales, communication, and execution skills.

Responsibilities

Lead and direct Business Development, Client Services, Project Management, and Field Technician personnel in the territory.
Develop and execute territory sales and customer-retention plans that support growth and profitability objectives.
Maintain a reliable sales forecast to support service planning, staffing utilization, and revenue goals.
Direct territory-wide service delivery through Sales and Project Management in accordance with budgets, operating goals, safety requirements, quality standards, and contractual commitments.
Coordinate staffing, project schedules, and contract deliverables to support safe, efficient, and profitable execution.
Anticipate future needs, methods, and products and advise relevant stakeholders of developments and requirements.
Negotiate and resolve customer conflicts in consultation with the Regional General Manager, and ensure bid scope is reflected in sales contracts.
Work with team members to execute StructureCare’s preferred partner strategy.
Negotiate and resolve vendor conflicts, with support from company purchasing personnel, to maintain strong and equitable vendor relationships.
Monitor project cost and quality performance, communicate results to management, and assist with corrective actions and follow-up.
Prepare StructureCare materials for operations review meetings, strategic planning, and the annual budget process.
Establish and reinforce coworker involvement and accountability for safety, cost, delivery, and quality.
Monitor territory performance, communicate results and expectations, and ensure timely corrective action when standards are not met.
Coach and develop direct reports; establish performance and development expectations; conduct succession and talent reviews; address performance gaps; and recommend salary adjustments consistent with company practices.
Advise direct reports on labor matters, including safety, employee relations, scheduling, training, and disputes.
Ensure managers follow company policies and administer practices fairly and consistently.
Analyze accounting reports on productivity, expenses, and losses relative to service agreements, and take corrective action within assigned authority.
Use new and existing metrics to drive improvements in productivity and cost.
Conduct territory team meetings to communicate activities, policies, procedures, and results and coordinate functional, company, group, and corporate goals.
Collaborate with senior leadership and functional business partners across the matrixed organization to secure resources and support for strategic and operational goals.