Shaw Sports Turf Territory Development Manager - Northern CA

Shaw Industries Group, Inc.; Calhoun (GA); On-site; USD 70,000 - 110,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

401K and Retirement Plans

Paid Time Off

Job summary

Shaw Sports Turf, a unit of Shaw Industries Group, Inc., seeks a Territory Development Manager for Northern CA to expand market coverage and develop a sub-territory. You will train alongside an experienced Territory Manager, progressing over 12–24 months toward independent ownership of a carved territory.

Key responsibilities include building relationships with owners and influencers, conducting meetings and site visits, and managing opportunities with Salesforce. Travel up to 75% is required.

Qualifications

• High school diploma or GED required.
• 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 independent.

Responsibilities

• Develop relationships with owners, architects, contractors, dealers, end users, and 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, substitutions, estimates, proposals, and 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 and competitive intelligence.
• Coordinate with Project Management, Operations, Marketing, Customer Service, and leadership to support customer experience.
• Represent Shaw Sports Turf at trade shows and client events.

Skills

Relationship-building

Communication

Presentation

Organization

Follow-through

Client relationship

Negotiation

Education

High School Diploma/GED

Bachelor's degree preferred

Tools

Salesforce

Job description

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)

#LI-BT1 #ShawIND #shawsportsturf

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.

A history of success, a future of possibility Founded in 1967, Shaw Industries' leadership has been built on a history of success. Over time, our products have expanded, the customers we serve have been broadened, and the technology we use has advanced, but our vision to create a better future remains the same.

Exceeding our customers' expectations for quality, service and performance is at the heart of our business.

Global Flooring Provider Shaw Industries Group Inc. supplies carpet, resilient, hardwood, tile and stone, synthetic turf, and other specialty products to residential and commercial markets worldwide.

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Operational Excellence Our manufacturing operations and integrated supply chain deliver a broad array of products to meet diverse needs across residential and commercial markets throughout the world.

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Award Winning The success of our company and the success of our associates go hand-in-hand. We are consistently awarded as an employer of choice, community partner, and leader in design and innovation.

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We Sustain Human Ability At Shaw, sustainability means sustaining human ability in all of our products and processes. We ask ourselves "how can we minimize our impact on the environment and maximize human potential?"

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Community Partner From civic involvement and philanthropic giving to volunteerism and future workforce development, our company and associates leverage our combined passions and expertise in addressing community needs, collaboratively.

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In The News There is always something new and exciting happening at Shaw. Check out your news page to read our recent press releases, company blog posts, sustainability reports and more!

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