Territory Sales / Account Manager

AWP Safety, Inc; Richmond (VA); On-site; USD 90,000 - 112,000; Full time

Benefits offered by this job

Company vehicle with fuel card

Paid Time Off

Medical plans

401(k) with company match

Job summary

AWP Safety, Inc. is seeking an Account Manager to represent the company in the utility, construction, and engineering sectors within the assigned regional geographic area.

You will identify new business, build relationships with key decision-makers, and monitor industry trends to stay competitive in traffic control markets. The role requires 4–7 years of B2B sales experience, excellent communication, and the ability to travel daily.

Qualifications

• 4-7 years of proven success in B2B outside sales.
• Strong presentation and communication skills, both written and oral
• Exhibit strong customer orientation; experience developing strong partnerships by understanding and anticipating customer’s business needs
• Display a proven track record of growing market share
• Results-driven, work independently, and have a positive “make it work” attitude
• Travel into the field daily – some overnight travel required

Responsibilities

• Strategically develop and implement profitable sales growth plans within assigned territory, to ensure alignment with company goals and objectives.
• Build and maintain a robust pipeline of sales opportunities to exceed sales initiatives for new projects within the customer/prospect base.
• Identify key account decision-makers and establish professional relationships.
• Perform customer follow-up activity to ensure brand promise and the operating performance is satisfactory.
• Collect and communicate industry trends and competitive activity within the assigned business territory regarding competitive practices.
• Manage overall relationships with internal and external customers: negotiate sales contracts, rate adjustment(s), and renewals and maintain sales forecast and CRM updates.
• Work closely with the inside sales operations team to ensure an excellent experience when providing quotes and other requested information.
• Identify high-potential prospect accounts and convert them to new growth opportunities.
• Regularly maintain and update customer forecasts to support operational planning and corporate budgeting process.
• Partner with Billing, Collections, and AR on organizational changes to ensure an excellent most custom experience with accurate and on-time billing, while helping support resolution and retention.
• Work closely with Regional Operations Management to drive growth and overall customer experience.
• Alignment with Regional Sales Managers in support of National Account channel partners
• Participate in Quarterly Business Reviews.
• Develop and Maintain Salesforce Account information.
• Other duties as assigned

Skills

B2B sales

Presentation skills

Customer focus

Self-motivated

Tools

Excel

CRM

Job description

• Compensation: USD 90,000 - USD 112,000 - yearly

Company Description

AWP Safety is North America’s leading traffic control and work zone safety partner, protecting the crews who build our infrastructure and the communities that rely on it. With more than 6,000 Protectors across the U.S. and Canada, we support construction, utility, municipal, and infrastructure projects with dependable traffic control services that keep people safe and keep projects moving.

Safety is Life at AWP Safety. Our people are the core of our business, and every role directly supports our mission to protect workers, drivers, and communities. Many team members start in entry-level traffic control or flagger positions, where we provide paid training, industry-leading safety practices, and opportunities to advance into leadership and operations roles.

We are a fast-growing, purpose-driven organization committed to operational excellence, customer service, and continuous improvement. If you want a career where your work truly matters—and where safety, teamwork, and development are top priorities—you belong at AWP Safety.

Job Description

The Account Manager will represent AWP Safety to prospective and existing accounts in the utility, construction, and engineering sectors in the assigned regional geographic area. Responsible for identifying new business through personal and telephone communication. The Account Manager is also responsible for collecting and understanding industry trends to be competitive in the traffic control market. Responsibilities include developing relationships with the key decision-making personnel in both existing and prospective accounts while participating in the account targeting process led by the Regional Sales Manager.

• Strategically develop and implement profitable sales growth plans within assigned territory, to ensure alignment with company goals and objectives.
• Build and maintain a robust pipeline of sales opportunities to exceed sales initiatives for new projects within the customer/prospect base.
• Identify key account decision-makers and establish professional relationships.
• Perform customer follow-up activity to ensure brand promise and the operating performance is satisfactory.
• Collect and communicate industry trends and competitive activity within the assigned business territory regarding competitive practices.
• Manage overall relationships with internal and external customers: negotiate sales contracts, rate adjustment(s), and renewals and maintain sales forecast and CRM updates.
• Workclosely with the inside sales operations team to ensure an excellent experience when providing quotes and other requested information.
• Identify high-potential prospect accounts and convert them to new growth opportunities.
• Regularly maintain and update customer forecasts to support operational planning and corporate budgeting process.
• Partner with Billing, Collections, and AR on organizational changes to ensure an excellent most custom experience with accurate and on-time billing, while helping support resolution and retention.
• Work closely with Regional Operations Management to drive growth and overall customer experience.
• Alignment with Regional Sales Managers in support of National Account channel partners
• Participate in Quarterly Business Reviews.
• Develop and Maintain Salesforce Account information.
• Other duties as assigned

Qualifications

REQUIREMENTS

• 4-7 years of proven success in B2B outside sales.
• Strong presentation and communication skills, both written and oral
• Exhibit strong customer orientation; experience developing strong partnerships by understanding and anticipating customer’s business needs.
• Display a proven track record of growing market share.
• Results-driven, work independently, and have a positive “make it work” attitude
• High energy and self-motivated
• Travel into the field daily – some overnight travel required.
• Valid drivers’ license and ability to meet AWP Safety driver standards.
• Ability to work with tools such as excel and CRM
• Ability to read financial data such as revenue, margin, and other sales productivity measures (forecast accuracy, pipeline growth, etc.)
• Required to engage external teams in Operations, Finance, Billing, IT/Analytics

WORK ENVIRONMENT AND PHYSICAL DEMANDS

The employee must be able to successfully handle the physical demands of this position, which include but are not limited to the following:

• Variable hours of operation based on staffing needs and workload
• Ability to work in a variety of physical positions, including sitting, standing walking, and driving

Additional Information

BENEFITS/PERKS

• Company provided vehicle with fuel card, which includes qualified personal use privileges
• Paid Time Off and Paid Holidays
• Benefits eligible the 1st of the month following hire
• All traditional benefits are offered, including 3 medical plan options and 2 dental plan options, as well as additional benefits such as legal and identity protection, accident, critical illness, and others
• Company paid $50,000 in basic life insurance
• Company paid long term disability (LTD)
• Health Savings and Flex Spending Accounts Available
• 401(k) with company match
• AWP named one of America’s Greatest Workplaces 2023 and 2025for Diversity

The Compensation range for this position is $90K - 112K + Sales Incentive Plan Bonus + Company Vehicle and Gas Card.

The base pay offered will take into account internal equity and also may vary depending on the candidate’s geographic region, job-related knowledge, skills, and experience among other factors. A bonus and/or long-term incentive units may be provided as part of the compensation package, in addition to the full range of medical, financial, and/or other benefits, dependent on the level and position offered.

AWP Safety is an Equal Opportunity Employer (EOE). Women, minorities, veterans, and individuals with disabilities are encouraged to apply. Qualified applicants will receive consideration for employment without regard to race, color, religion, creed, age, national origin, ancestry, sex, pregnancy, sexual orientation, gender identity or expression, genetic information, marital status, protected veteran status, disability, or any other status protected by applicable federal, state, or local law.