Territory Manager
About The Position
The Territory Manager is the overall business leader accountable for the performance and success of an assigned geographic territory. The position owns the territory’s P&L and is responsible for sales growth, customer retention, profitability, safety, operational performance, and talent development. The role establishes and executes strategic and tactical business direction, using consultative sales, client relationship development, disciplined financial and operational management, a strong safety culture, and effective resource allocation to deliver sustainable, profitable growth. The Territory Manager leads and develops teams across sales, project management, and field operations, including coaching direct reports, setting clear performance expectations, and addressing performance gaps. The position also serves as a relationship leader for clients, prospects, and vendors, and works with company leadership and functional partners to align resources and execution with the territory’s business plan. This role is responsible for StructureCare’s Pennsylvania/Delaware Valley Territory, a legacy business with established coworker, client, and preferred-partner relationships. It is an in-office position based in Lancaster, Pennsylvania, with approximately 25% regional travel, primarily to neighboring metropolitan areas such as Philadelphia and Harrisburg. The territory has P&L responsibility for projects totaling up to approximately $10–20 million or more.
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 the construction, building services, parking, or commercial real estate industries.
- 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 territory 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 and negotiate and resolve vendor conflicts with support from purchasing personnel.
- 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 accountability for safety, cost, delivery, and quality; communicate performance expectations and ensure timely corrective action.
- Coach and develop direct reports, set 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, and ensure company policies are applied fairly and consistently.
- Analyze accounting reports on productivity, expenses, and losses related to service agreements, take corrective action within assigned authority, and use metrics to improve productivity and cost.
- Conduct territory team meetings to communicate activities, policies, procedures, results, and goals, and to coordinate functional, company, group, and corporate objectives.
- Collaborate with senior leadership and functional business partners in the matrixed organization to secure resources and support for strategic and operational goals.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
