Territory Manager

High Companies•Manheim Township, PA

21d•Onsite

About The Position

The Territory Manager is the overall business leader responsible for the performance and success of an assigned geographic territory. The role has full accountability 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 execution of operating priorities. The Territory Manager establishes and executes the strategic and tactical direction of the business, pursuing sustainable, profitable growth through consultative sales, key-client relationship development, disciplined financial and operational management, a strong safety culture, team development, and effective resource allocation. The position leads and holds accountable teams across sales, project management, and field operations, including coaching direct reports and setting and addressing performance expectations. It also collaborates with company leadership and functional business partners to align strategy and secure support for the territory. This role is responsible for the Pennsylvania/Delaware Valley Territory, StructureCare’s legacy business, with established relationships and a history of performance. It is based in Lancaster, Pennsylvania, is an in-office position, and requires approximately 25% regional travel, primarily to nearby metropolitan areas such as Philadelphia and Harrisburg. The territory has profit-and-loss responsibility for projects totaling up to approximately $10–20 million or more.

Requirements

Bachelor’s degree in engineering, construction management, business management, or a related program.
Progressive leadership experience and 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 for safe, efficient, and profitable execution.
Anticipate future needs, methods, and products, and advise relevant stakeholders about 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 the preferred-partner strategy and, with support from Purchasing, negotiate and resolve vendor conflicts while maintaining strong and equitable 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 accountability and involvement in safety, cost, delivery, and quality; communicate expectations and ensure corrective action when performance falls below standards.
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 fair and consistent administration of company policies and practices.
Analyze accounting reports on productivity, expenses, and losses relative to service agreements, take appropriate corrective action within assigned authority, and use metrics to improve 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 business and resource support for strategic and operational goals.