Job Title
Shaw Sports Turf Territory Development Manager - Northern CA
Position Overview
Shaw Sports Turf is a leading American-owned synthetic turf company with over 4,000 installations, including clients like the Baltimore Ravens and Arizona Diamondbacks. With more than two decades of innovation, our products are engineered for athletic performance and safety. We partner with the Manning Passing Academy and the College Football Playoff. Our industry-leading 75,000-square-foot Research and Development Center features a pilot manufacturing plant for unmatched trial capabilities. Rigorous testing protocols place us at the forefront of synthetic turf innovation, ensuring top-quality, safe, and reliable products for sports applications. Shaw Sport Turf is a part of Shaw Industries, a wholly owned subsidiary of Berkshire Hathaway, Inc. with more than $5 billion in annual sales and approximately 18,000 associates worldwide.
Position Summary
The Territory Development Manager (TDM) is a field sales development role designed to expand market coverage while preparing a high-potential seller to become an independent Territory Manager. Reporting to the Regional Vice President and working alongside an experienced Territory Manager, the TDM completes a structured 12-24 month progression that combines training, co-selling, and increasing ownership of a defined sub-territory. Successful completion is intended to lead to responsibility for a territory carved from the existing territory, based on demonstrated readiness and business need.
Core Responsibilities
- Develop relationships with owners, architects, contractors, dealers, end users, and other market influencers.
- Identify, qualify, document, and advance project opportunities within the assigned market.
- Conduct customer meetings, presentations, site visits, field assessments, and product education.
- Support specifications, RFIs, product substitutions, estimate worksheets, proposals, and opportunity follow-up within approved authority.
- Maintain accurate accounts, contacts, activities, opportunities, next steps, and forecasts in Salesforce.
- Build and execute territory coverage plans using market mapping, customer segmentation, and competitive intelligence.
- Coordinate with Project Management, Operations, Marketing, Customer Service, and leadership to support a strong customer experience.
- Represent Shaw Sports Turf at trade shows, industry events, and customer functions.
Requirements:
- High School Diploma/GED
- Ability to travel up to 75%
- Living in the territory preferably the Bay area
- Demonstrated relationship-building, communication, presentation, organization, and follow-through skills.
- Ability to learn technical products, construction concepts, and a complex project-based sales process.
- Self-motivated, coachable, accountable, customer-focused, and comfortable working independently.
Preferred Skills and Experiences:
- Bachelor's degree preferred; relevant experience may substitute.
- One to three years of sales, business development, account management, athletics, construction, architecture, engineering, facility management, or related experience preferred.
Measures of Success
- Qualified pipeline creation and opportunity progression
- New relationship and account development
- Territory coverage and market penetration
- Salesforce accuracy and forecasting discipline
- Contribution to territory bookings and competitive wins
- Completion of training, phase milestones, and demonstrated readiness for independent territory ownership
Travel & Work Requirements
Frequent regional travel and periodic overnight travel are required. The role includes customer meetings, jobsites, field evaluations, trade shows, product demonstrations, and occasional evening or weekend events.
Competencies:
- Execute Action Plan
- Initiate Action
- Build Customer Satisfaction
- Build Trusting Relationships
- Learn Continuously
Shaw benefits include:
- Medical, dental, and vision insurance
- Life insurance and disability coverage
- Tuition reimbursement
- Employee assistance program
- Health savings account
- Paid Time Off
- Parental Leave
- 401K and Retirement Plans
- Product discounts for employees
- Adoption assistance
- Shaw Family Health Center (Dalton, GA, and Cartersville, GA, locations)
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Work Shift
8 Hr non-rotating shift, Hrs fall to in punch day, Observed Calendar, shift starts AM
Shaw Industries is an equal opportunity employer as to all protected groups, including protected veterans and individuals with disabilities.
