Territory Manager

JMJ PHILLIP; Faribault (MN); On-site; USD 140,000 - 156,000; Full time

Benefits offered by this job

Salary range not disclosed

Medical, vision, dental insurance

401(k) with company match

Paid time off

Life insurance

Employee discount program

Job summary

JMJ PHILLIP is seeking a results-driven Territory Manager to lead sales growth in an assigned territory, building relationships with developers, owners, investors, architects, contractors, and other stakeholders.

You will develop and execute a territory strategy, manage a complex sales process, and travel to meet customers and industry events, delivering on growth objectives and driving value for building solutions.

Qualifications

• 5+ years of experience in complex, multi-stakeholder, long-cycle sales.
• Experience in real estate, architecture, construction, or related building markets preferred.
• Strong sales, negotiation, communication, planning, and organizational skills.
• Ability to travel 50% or more for customer visits and events.
• Demonstrated ability to build relationships and establish trust with diverse decision-makers.
• Self-driven with ability to independently develop a pipeline.

Responsibilities

• Develop and execute a territory sales strategy aligned with broader business objectives.
• Build and maintain a strong sales pipeline through networking, referrals, events, speaking engagements, and proactive opportunity development.
• Identify new business opportunities and develop relationships with key decision-makers.
• Manage complex, multi-stakeholder, long-cycle sales processes from initial engagement through close.
• Meet sales and growth objectives within the assigned territory.
• Use market and sales data to identify opportunities, prioritize activities, and drive results.
• Build trusted relationships with developers, owners, investors, architects, contractors, and other partners.
• Present product and solution value propositions to a diverse range of stakeholders.
• Educate customers on product performance, sustainability, energy efficiency, and occupant comfort benefits.
• Translate technical concepts into clear information for customers and decision-makers.
• Develop long-term partnerships that support continued business growth.
• Collaborate with inside sales, marketing, and field operations teams to develop opportunities.
• Participate in local industry events, networking activities, and speaking engagements.
• Generate referrals and identify new channels for business development.
• Maintain accurate sales activity, opportunity, and pipeline information.
• Independently manage priorities, resolve issues, and drive opportunities forward.
• Travel regularly to meet with customers, attend events, and develop business opportunities.
• Represent the organization professionally at meetings and events.

Skills

Territory management

Sales

Strategic partnerships

Negotiation

Communication

Planning

Travel 50%+

Self-driven

Driver's license

Job description

We are seeking a results-driven Territory Manager to lead sales growth and develop strategic customer relationships within an assigned territory. This role will be responsible for developing and executing a territory strategy, building relationships with developers, owners, investors, architects, contractors, and other key stakeholders, and communicating the value of innovative building solutions.

Position Responsibilities

Territory Sales & Growth

• Develop and execute a territory sales strategy aligned with broader business objectives.
• Build and maintain a strong sales pipeline through networking, referrals, events, speaking engagements, and proactive opportunity development.
• Identify new business opportunities and develop relationships with key decision-makers.
• Manage complex, multi-stakeholder, and long-cycle sales processes from initial engagement through close.
• Meet sales and growth objectives within the assigned territory.
• Use market and sales data to identify opportunities, prioritize activities, and drive results.

Customer & Stakeholder Relationships

• Build trusted relationships with developers, owners, investors, architects, contractors, and other industry partners.
• Present product and solution value propositions to a diverse range of stakeholders.
• Educate customers and partners on product performance, sustainability, energy efficiency, and occupant comfort benefits.
• Translate technical concepts into clear and compelling information for customers and decision-makers.
• Develop long-term partnerships that support continued business growth.

Business Development & Collaboration

• Collaborate closely with inside sales, marketing, and field operations teams to develop and advance opportunities.
• Participate in local industry events, networking activities, and speaking engagements.
• Generate referrals and identify new channels for business development.
• Maintain accurate sales activity, opportunity, and pipeline information.
• Independently manage priorities, resolve issues, and drive opportunities forward.

Travel & Territory Management

• Travel regularly to meet with customers, attend events, and develop business opportunities.
• Manage territory activities independently while maintaining strong communication with internal teams.
• Represent the organization professionally at customer meetings, industry events, and other business functions.

Prerequisites

• 5+ years of experience managing complex, multi-stakeholder, and long-cycle sales processes.
• Experience in real estate, architecture, construction, building products, or related solution-provider markets is preferred.
• Strong sales, negotiation, communication, planning, and organizational skills.
• Demonstrated ability to build relationships and establish trust with diverse decision-makers.
• Self-driven approach with the ability to independently develop a pipeline and source opportunities.
• Ability to understand technical products or concepts and communicate them effectively to customers.
• Strong analytical and problem-solving skills.
• Ability to work independently, manage priorities, and take ownership of issues and opportunities.
• Willingness and ability to travel 50% or more for customer visits and industry events.
• Valid driver's license.

Certifications (Preferred, but not Required)

• Sales or business development certification.
• Construction, architecture, engineering, or building industry certification.
• Project management or related professional certification.

What the Role Offers

• Salary Range: $140,000–$156,000 annually.
• Sales incentive opportunity.
• Comprehensive medical, prescription drug, vision, and dental insurance.
• Health Savings Account and Flexible Spending Account options.
• Wellness program.
• Employee Assistance Program (EAP).
• Paid time off and paid parental leave.
• 401(k) with company match.
• Retirement accumulation and pension plan options.
• Company-provided life insurance, AD&D, and short-term disability coverage.
• Additional voluntary insurance options, including long-term disability, critical illness, and accident coverage.
• Legal, identity theft protection, auto and home insurance, and pet insurance options.
• Backup child and elder care.
• Employee discount program.
• Opportunity to develop strategic relationships and drive growth within a specialized territory.
• High level of autonomy and responsibility in managing sales activities and customer relationships.

Why Faribault?

This opportunity offers the chance to contribute to the growth of innovative building solutions while working with a diverse network of developers, architects, owners, contractors, and other industry professionals. The role is well suited for an experienced sales professional who enjoys relationship building, technical solution selling, business development, and managing complex opportunities from prospecting through completion.