Territory Manager – Chicago USA

Shouldice Stone; New York (NY); Remote; USD 90,000 - 110,000; Full time

Benefits offered by this job

Base salary

Commission & bonus

Paid time off

Career growth

Remote work

Team support

Job summary

Shouldice Stone is seeking a Territory Manager to drive construction opportunities in the Northeast from a remote/home-based role. You will own opportunities from specification to order, working with architects, contractors, and dealers.

The role requires 5+ years in sales within architectural building products or construction, a proven ability to convert pipeline to revenue, and willingness to travel regularly throughout the Northeast United States.

Qualifications

• 5+ years of sales or business development in architectural building products or project-based construction.
• Experience selling through the construction project lifecycle.
• Experience working with architects, designers, developers, general contractors, masonry contractors and installers.
• Proven ability to manage long, complex sales cycles with multiple decision-makers.
• Willingness to travel regularly throughout the Northeast United States.

Responsibilities

• Achieve a minimum 10% conversion rate on the assigned sales pipeline.
• Own assigned construction projects in the Northeast, moving each viable project toward an order.
• Drive specifications by building relationships with architects and designers.
• Identify opportunities to have Shouldice products specified early in design and protect them through bidding.
• Position Shouldice as an approved alternative or preferred solution where appropriate.
• Develop relationships with project stakeholders and coordinate quotations and project execution.

Skills

Territory management

Sales strategy

CRM proficiency

Architect collaboration

Education

Post-secondary education in Business/Marketing/Construction/Architecture or related field

Tools

CRM platforms

Job description

Location: Remote/Home-Based - Chicago, Illinois

Geographic Requirement: Must reside within approximately 100 miles of Chicago

Job Type: Full-time

Compensation: $100,000 USD base salary + performance-based commission and bonus opportunities

About Shouldice Stone

Shouldice Stone is a leading North American manufacturer of high-quality architectural masonry products, known for innovation, craftsmanship and strong customer partnerships.

As we continue to expand our presence throughout the United States, we are looking for an experienced, driven Territory Manager who understands how construction projects move from design and specification through bidding, contractor selection and ultimately purchase.

This is not a traditional account-maintenance role. We are looking for someone who can take ownership of a construction opportunity, understand every stakeholder influencing the project, and strategically move it from specification to quote/tender to order.

Simply put: your job is not just to manage the pipeline. Your job is to convert it.

The Opportunity

Shouldice Stone is investing heavily in identifying construction projects throughout the Northeast. As Territory Manager, you will take ownership of qualified opportunities and drive them forward from initial identification through specification, bidding, conversion and close.

You will work across the full project ecosystem, including:

Key Responsibilities

• Achieve a minimum 10% conversion rate on the assigned sales pipeline.
• Take direct ownership of assigned construction projects and opportunities throughout the Northeast, developing a clear strategy to move each viable project toward an order.
• Drive specifications by developing relationships with architects, designers and other specification professionals.
• Identify opportunities to have Shouldice products specified early in the design process and protect those specifications as projects progress through bidding and construction.
• Identify competitive specifications and strategically position Shouldice as an approved alternative or preferred solution where appropriate.
• Develop relationships with owners, developers, general contractors, masonry contractors, installers and other key project stakeholders.
• Work closely with masonry contractors and general contractors during the bidding process to position Shouldice products for successful project conversion.
• Activate dealers and distributors as strategic partners in closing identified opportunities, including coordinating quotations, pricing, product information, availability and project execution.
• Maintain accurate CRM records, including project stage, estimated value, decision-makers, next actions, anticipated close dates and win/loss outcomes.
• Develop specific conversion strategies for priority projects rather than relying on general follow-up activity.
• Continuously identify and qualify new high-value construction projects throughout the territory.
• Create strategic partnerships with top assigned prospect list.
• Collaborate with Shouldice's Customer Solutions, Marketing, Technical and Operations teams to support project requirements and successful execution.
• Represent Shouldice at architectural presentations, customer meetings, trade shows, industry events and networking opportunities.
• Provide ongoing competitive intelligence, market feedback and project insights to Sales Leadership.

How Success Will Be Measured

This is a results-driven sales position. While customer meetings, presentations, calls and relationship development are important, they are inputs—not the end result.

Key measures of success will include:

• Pipeline Conversion: Qualified project pipeline converted into won business
• Revenue Won: Revenue generated from successfully converted projects
• Specification Wins: Projects where Shouldice products are successfully specified
• Specification-to-Order Conversion: Specifications that ultimately become orders
• Pipeline Advancement: Qualified opportunities progressing into meaningful later sales stages
• Priority Project Penetration: Engagement with the architects, contractors, masons, dealers and other stakeholders influencing priority projects
• New Qualified Pipeline: New legitimate project opportunities identified and developed
• Win/Loss Discipline: Accurate disposition and reporting of meaningful project opportunities

What We're Looking For

• 5+ years of successful sales or business development experience in architectural building products, commercial construction, building materials or another project-based construction environment
• Demonstrated experience selling products through the construction project lifecycle
• Experience working directly with architects, designers, developers, general contractors, masonry contractors, and installers.
• Proven ability to manage long and complex sales cycles involving multiple decision-makers and influencers
• Demonstrated ability to convert qualified project opportunities into revenue
• Strong commercial instincts with the ability to understand project budgets, bidding activity, competition and buying decisions
• Highly self-directed and comfortable managing a large geographic territory from a home-based office
• Strong presentation, negotiation, relationship-building and consultative selling skills
• Excellent organizational and project-management abilities
• Experience using CRM platforms to actively manage opportunities, forecasts and sales activity
• Ability and willingness to travel regularly throughout the Northeast United States
• Post-secondary education in Business, Marketing, Construction, Architecture or a related field is considered an asset

What We Offer

• Competitive base salary starting at $100,000 USD, based on experience and qualifications
• Competitive performance-based commission and bonus program
• Paid time off
• Career growth and professional development opportunities
• Home-based work environment
• Support from an established Customer Solutions, Marketing, Technical and Operations team
• Opportunity to play a significant role in expanding Shouldice's presence throughout the Northeast United States

Equal Opportunity & Accommodation

Shouldice Stone is an equal opportunity employer. Employment decisions are made without regard to race, color, religion, creed, sex, pregnancy, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, veteran or military status, marital status, or any other characteristic protected by applicable federal, state or local law.

Shouldice Stone is committed to providing reasonable accommodations to qualified individuals with disabilities throughout the recruitment and employment process. Applicants requiring an accommodation during the recruitment process are encouraged to let us know.