Territory Sales Manager

About Volumod

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 companys 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 companys 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 companys 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 companys 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 companys 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.

Sales & Project Development

• 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 companys 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.

Outside Sales vs. Inside Sales Responsibilities

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 support
• Market 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.

Pipeline Management & Forecasting

• Maintain accurate and current information within the companys 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.

Market Intelligence & Strategic Development

• 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 companys 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
• Qualified pipeline value relative to established sales targets
• Number and value of qualified opportunities generated
• Opportunity progression through established sales stages
• Proposal-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 companys 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.

• Bachelors 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.

Key Competencies

• New Business Development
• Consultative Selling
• Opportunity Qualification
• Commercial Judgment
• Relationship Development
• Territory Management
• Negotiation
• Pipeline Management
• Forecasting
• Accountability & Follow-Through
• Strategic Thinking
• Construction Industry Knowledge
• Cross-Functional Collaboration
• Communication & Presentation Skills

Work Environment & Travel

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 companys Sales Estimating Design Operations Finance and leadership teams. Travel to the companys 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.

Pay: $80000.00 - $90000.00 per year

Benefits:

• 401(k) matching
• Dental insurance
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Retirement plan
• Vision insurance

Work Location: On the road