Territory Sales Manager

Volumod Indy•Indianapolis, IN

24d•Onsite

About The Position

The Territory Sales Manager drives profitable revenue growth by identifying, developing, qualifying, and converting new modular construction opportunities in an assigned geographic territory. This externally focused business development role builds relationships with developers, owners, general contractors, architects, housing organizations, and other decision-makers, while developing a sustainable pipeline aligned with the company’s manufacturing capabilities, target markets, production capacity, and financial objectives. Success is measured by the quality, viability, progression, and conversion of opportunities into profitable contracted projects. The role works closely with the General Manager and cross-functionally with Estimating, Design, Operations, Finance, and other internal teams to progress qualified opportunities from initial development through contract execution and project handoff. It owns assigned opportunities, customer relationships, pipeline progression, and sales results, while sales support may assist with research, CRM administration, sales materials, scheduling, and related tasks. The Territory Sales Manager is expected to spend significant time in the market prospecting, developing relationships, conducting customer discoveries, advancing opportunities, and closing business. The role requires frequent travel throughout the assigned territory, including visits to prospective project sites, customer meetings, industry events, the company’s manufacturing facility, and active project locations as appropriate. The employee works independently in the field while maintaining communication and coordination with internal teams.

Requirements

Bachelor’s degree in Business, Construction Management, Marketing, or a related field preferred; equivalent relevant experience may be considered.
At least 5 years of outside sales, business development, construction sales, or related experience.
Demonstrated success generating new business, rather than solely managing established accounts.
Experience developing and managing a geographic sales territory.
Experience navigating complex, relationship-based sales cycles involving multiple decision-makers.
Strong prospecting, discovery, presentation, negotiation, and relationship-management skills.
Ability to understand construction-related concepts, project requirements, schedules, budgets, and customer needs.
Strong commercial judgment and ability to distinguish prospective leads from viable business opportunities.
Strong organizational skills and ability to manage multiple opportunities at different stages of development.
Experience using CRM systems and maintaining accurate sales pipeline information.
Strong written and verbal communication skills.
Ability and willingness to travel regularly throughout the assigned territory.
Ability to work independently in the field while maintaining consistent communication and coordination with internal teams.

Nice To Haves

Experience within modular, off-site, or prefabricated construction.
Experience selling multifamily, affordable housing, hospitality, student housing, senior living, or other commercial construction projects.
Existing relationships with developers, general contractors, architects, owners, or other construction industry stakeholders.
Understanding of modular manufacturing and the relationship between design, engineering, manufacturing, transportation, site construction, setting or stitching, and project completion.

Responsibilities

Develop and execute a strategic business development plan for the assigned territory in alignment with annual sales and production objectives.
Identify and pursue modular construction opportunities through prospecting, networking, referrals, industry relationships, events, associations, project databases, and other channels.
Build and maintain relationships with developers, owners, general contractors, architects, housing organizations, multifamily developers, hospitality groups, and other construction stakeholders.
Develop the company’s presence and market knowledge within the territory, including construction activity, development pipelines, competitors, and emerging opportunities.
Build relationships early in project lifecycles and maintain prospecting activity sufficient to support pipeline and revenue goals.
Represent the company at industry events, conferences, trade shows, association meetings, customer meetings, facility tours, and networking events.
Conduct discovery with prospective customers to understand project scope, location, building type, schedule, financing, budget, decision-makers, design status, site readiness, procurement process, and timeline.
Evaluate opportunities against qualification criteria and partner with internal stakeholders to assess alignment with manufacturing capabilities, production capacity, target markets, delivery requirements, and financial expectations.
Prioritize viable opportunities, identify barriers to conversion, establish next steps, and close out or defer opportunities that no longer meet qualification standards.
Maintain a balanced pipeline of near-, mid-, and longer-term opportunities to support future production and revenue needs.
Serve as the primary external sales contact for assigned prospects and customers throughout business development and the pre-contract process.
Educate prospective customers about modular construction capabilities, processes, advantages, project requirements, timelines, and applications.
Coordinate with Estimating, Design, Operations, Finance, and other stakeholders to develop proposals and assess project feasibility; provide complete and accurate project information at the appropriate stage.
Participate in proposal development, customer presentations, pricing discussions, negotiations, and contract discussions.
Maintain disciplined, timely follow-up throughout complex and potentially lengthy sales cycles.
Work with the General Manager on pricing strategy, commercial terms, and significant customer negotiations.
Support contracts that balance customer expectations, revenue opportunity, manufacturing capabilities, project risk, and profitability.
Facilitate complete and effective handoffs of awarded projects to internal project, operational, and field teams.
Maintain customer relationships after contract execution to support satisfaction, repeat business, referrals, and future opportunities.
Maintain accurate and current CRM or sales-tracking records, including project value, estimated module or floor volume, sales stage, probability, anticipated contract date, production timing, decision process, risks, and next steps.
Maintain clear distinctions between prospects, qualified opportunities, proposals, and forecastable projects; provide regular pipeline updates and realistic forecasts to leadership.
Communicate material changes affecting contract dates, production schedules, revenue, or project viability, and remove, reclassify, or defer opportunities that lack qualification or progress.
Monitor territory construction and development activity, competitors, traditional construction alternatives, market pricing, customer needs, and industry trends.
Provide leadership with market intelligence and customer feedback; identify emerging markets, customer segments, strategic partnerships, and geographic opportunities.
Develop relationships with organizations and industry participants that may generate repeat or portfolio-level opportunities, and monitor financing, permitting, site development, design, schedule, and market factors affecting projects.
Meet performance expectations that may include contracted sales, revenue, gross profit or margin, quota, qualified pipeline, opportunity progression, conversion, customer acquisition, repeat business, forecast accuracy, sales-cycle performance, strategic relationships, CRM quality, and project handoffs.
Travel regularly throughout the assigned territory and, as appropriate, to the manufacturing facility and active project locations.