Territory Sales Manager

Volumod Indy LLC; Indianapolis (IN); On-site; USD 85,000 - 140,000; Full time

Job summary

Volumod Indy LLC is expanding its field sales team in the United States and seeks a Territory Sales Manager to drive profitable growth in modular construction. You will identify prospects, build relationships with developers and owners, and advance opportunities through discovery, qualification, and contracting.

You will collaborate with Estimating, Design, Operations, and Finance to align proposals with capacity and financial targets, while maintaining an active, forecastable pipeline and

Qualifications

• Bachelor’s degree or equivalent experience in a related field.
• 5+ years in outside sales, business development, or construction sales.
• Experience managing a geographic sales territory.
• Strong prospecting, discovery, presentation, and negotiation skills.

Responsibilities

• Develop and execute a strategic business development plan for the territory.
• Identify, pursue, and qualify modular construction opportunities.
• Build relationships with developers, owners, GCs, architects, and housing orgs.
• Own pipeline from discovery to contract execution and handoff to operations.
• Collaborate with Estimating, Design, Operations, Finance and leadership.
• Provide regular pipeline updates and forecasts to leadership.

Skills

Prospecting

Discovery

Negotiation

Relationship management

CRM usage

Travel willingness

Education

Bachelor’s degree in Business or related field

Tools

CRM systems

Job description

We are a growing, innovative organization in the construction and manufacturing industry focused on delivering high-quality solutions through collaboration, operational excellence, and strong customer partnerships. Our culture is built around teamwork, accountability, integrity, and a commitment to doing things the right way. We offer an environment where employees can make a meaningful impact, build strong relationships, and contribute to the continued growth of the organization. We value people who are driven, relationship-focused, and excited about being part of a team that is building for the future.

Position Summary

The Territory Sales Manager is responsible for driving profitable revenue growth for the company by identifying, developing, qualifying, and converting new modular construction opportunities within an assigned geographic territory.

This is an externally focused, results-driven business development role responsible for building relationships with developers, owners, general contractors, architects, housing organizations, and other key decision-makers while developing a sustainable pipeline of projects that align with the company's manufacturing capabilities, target markets, production capacity, and financial objectives.

Success in this role is measured not simply by the size of the sales pipeline, but by the quality, viability, progression, and conversion of opportunities into profitable contracted projects.

The Territory Sales Manager works closely with the General Manager and partners cross-functionally with Estimating, Design, Operations, Finance, and other internal teams to move qualified opportunities from initial development through contract execution and successful project handoff.

Territory Development & New Business Generation

• Develop and execute a strategic business development plan for the assigned geographic territory in alignment with the company’s annual sales and production objectives.
• Proactively identify and pursue modular construction opportunities through direct prospecting, networking, referrals, industry relationships, conferences, associations, project databases, and other business development channels.
• Establish and maintain relationships with developers, owners, general contractors, architects, affordable housing organizations, multifamily developers, hospitality groups, and other organizations that influence or purchase modular construction.
• Build the company’s presence within the assigned market and develop a strong understanding of construction activity, development pipelines, competitors, and emerging opportunities.
• Develop relationships early in the project lifecycle when modular construction methodology, design, budgeting, and scheduling decisions can still be influenced.
• Maintain consistent prospecting and business development activity sufficient to support established pipeline and revenue goals.
• Represent the company at industry events, conferences, trade shows, association meetings, customer meetings, facility tours, and networking events.

Opportunity Qualification & Pipeline Quality

• Identify and develop opportunities that have a reasonable likelihood of progressing to contract and align with the company’s strategic and operational capabilities.
• Conduct meaningful discoveries with prospective customers to understand project scope, location, building type, schedule, financing, budget, decision makers, design status, site readiness, procurement process, and anticipated project timeline.
• Evaluate opportunities against established qualification criteria before advancing them through the sales pipeline.
• Partner with internal stakeholders to determine whether prospective projects align with the company’s manufacturing capabilities, production capacity, target markets, delivery requirements, and financial expectations.
• Prioritize sales resources toward viable opportunities rather than maintaining speculative or inactive projects within the active pipeline.
• Identify potential barriers to project conversion early and establish clear next steps for advancing or appropriately closing out opportunities.
• Maintain a balanced pipeline of near-, mid-and longer-term opportunities capable of supporting future production and revenue needs.
• Serve as the primary external sales contact for assigned prospects and customers throughout the business development and pre-contract process.
• Educate prospective customers on the company’s modular construction capabilities, process, advantages, project requirements, timelines, and appropriate applications.
• Coordinate with Estimating, Design, Operations, Finance, and other internal stakeholders to develop proposals and evaluate project feasibility.
• Ensure internal resources are engaged at the appropriate stage of the sales process and provided with complete and accurate project information.
• Participate in proposal development, customer presentations, pricing discussions, negotiations, and contract discussions.
• Maintain disciplined and timely follow-up throughout complex and potentially lengthy construction sales cycles.
• Work with the General Manager on pricing strategy, commercial terms, and significant customer negotiations.
• Support the execution of contracts that appropriately balance customer expectations, revenue opportunity, manufacturing capabilities, project risk, and profitability.
• Facilitate a complete and effective handoff of awarded projects to the appropriate internal project, operational, and field teams.
• Maintain customer relationships following contract execution to support customer satisfaction, repeat business, referrals, and future opportunities.

The Territory Sales Manager is primarily responsible for external market development and opportunity conversion. The role is expected to spend significant time in the market developing relationships, meeting prospective customers, identifying projects, conducting discoveries, advancing opportunities, and closing business.

Inside Sales and/or Sales Support functions may assist with activities such as:

• Lead research and identification
• Initial prospects and project research
• CRM administration and data support
• Preparation and coordination of sales materials
• Scheduling and administrative follow-up
• Inbound lead supportMarket and project research

While these resources may support the sales process, the Territory Sales Manager retains ownership and accountability for assigned opportunities, customer relationships, pipeline progression, and sales results within the territory.

• Maintain accurate and current information within the company’s CRM or designated sales tracking system.
• Document project value estimated module/floor volume, sales stage, probability, anticipated contract date, expected production timing, customer decision process, key risks, next steps, and other required information.
• Maintain clear distinctions between prospects, qualified opportunities, proposals, and forecastable projects.
• Provide regular pipeline updates and forecasts to the General Manager and other leadership as requested.
• Ensure sales forecasts reflect realistic project timing and probability rather than total potential pipeline value.
• Promptly communicate material changes that could affect anticipated contract dates, production schedules, revenue, or project viability.
• Maintain documented next steps and expected customer actions for active opportunities.
• Remove, reclassify, or appropriately defer opportunities that no longer meet qualification standards or demonstrate meaningful progress.
• Monitor construction and development activity throughout the assigned territory.
• Maintain knowledge of competing modular manufacturers, traditional construction alternatives, market pricing, customer needs, and industry trends.
• Provide leadership with meaningful market intelligence and customer feedback that may affect the company’s commercial or operational strategy.
• Identify emerging markets, customer segments, strategic partnerships, and geographic opportunities.
• Develop relationships with organizations and industry participants capable of generating repeat or portfolio-level project opportunities.
• Maintain awareness of factors affecting prospective projects, including financing, permitting, site development, design progress, construction schedules, and market conditions.

Key Performance Indicators

• Contracted sales/revenue generated
• Gross profit and/or margin contribution on awarded projects
• Achievement of individual sales quota
• Number and value of qualified opportunities generated
• Opportunity progression through established sales stagesProposal-to-contract conversion rate
• New customers acquired
• Repeat business and expansion opportunities
• Accuracy of sales forecasts
• Average sales cycle and opportunity aging
• Strategic relationships developed within the assigned territory
• CRM accuracy, completeness, and timeliness
• Effectiveness of project handoffs to internal teams

Specific performance targets may be established and adjusted annually based on the company’s revenue goals, production capacity, market conditions, and business strategy.

Compensation & Incentive Alignment

This position may participate in a sales incentive or commission program designed to reward the generation and conversion of profitable business. Incentive measures may consider contracted sales, project revenue, gross profit and/or project margin, achievement of established sales quota, new customer acquisition, and individual and/or company performance.

Eligibility, calculation methodology, payment timing, and other terms of any incentive or commission program will be

governed by the applicable Sales Incentive Plan and may be modified based on business needs.

Requirements

• Bachelor’s degree in Business, Construction Management, Marketing, or a related field preferred; equivalent relevant experience may be considered.
• 5+ years of outside sales, business development, construction sales, or related experience.
• Demonstrated success generating new business rather than solely managing established accounts.
• Experience developing and managing a geographic sales territory.
• Experience navigating complex, relationship-based sales cycles involving multiple decision-makers.
• Strong prospecting, discovery, presentation, negotiation, and relationship-management skills.
• Ability to understand construction-related concepts, project requirements, schedules, budgets, and customer needs.
• Strong commercial judgment and ability to distinguish between prospective leads and viable business opportunities.
• Strong organizational skills and ability to manage multiple opportunities at different stages of development.
• Experience using CRM systems and maintaining accurate sales pipeline information.
• Strong written and verbal communication skills.
• Ability and willingness to travel regularly throughout the assigned territory.

Preferred Qualifications

• Experience within modular, off-site, or prefabricated construction.
• Experience selling multifamily, affordable housing, hospitality, student housing, senior living, or other commercial construction projects.
• Existing relationships with developers, general contractors, architects, owners, or other construction industry stakeholders.
• Understanding of modular manufacturing and the relationship between design, engineering, manufacturing, transportation, site construction, setting/stitching, and project completion.
• New Business Development
• Consultative Selling
• Opportunity Qualification
• Commercial Judgment
• Relationship Development
• Territory Management
• Negotiation
• Forecasting
• Accountability & Follow-Through
• Strategic Thinking
• Construction Industry Knowledge
• Cross-Functional Collaboration
• Communication & Presentation Skills

This position requires frequent travel throughout the assigned territory to develop new business, meet with customers and prospects, visit prospective project sites, attend industry events, and maintain relationships within the market. The Territory Sales Manager must be comfortable working independently in the field while maintaining consistent communication and coordination with the company’s Sales, Estimating, Design, Operations, Finance, and leadership teams. Travel to the company’s manufacturing facility and active project locations will also be required as appropriate.

Additional Responsibilities

This job description is intended to describe the general nature and level of work performed by employees assigned to this position. It is not intended to be an exhaustive list of all responsibilities, duties, or qualifications. Responsibilities may change based on business needs.