Territory Manager Civil

Headquartered in Des Moines, Iowa, EFCO is a growing, people-focused company committed to Quality, Integrity, Innovation, and Super Service. From engineering and design to manufacturing and field support, we help customers turn vision into reality while achieving the Lowest In-Place Concrete Cost (LIPCC).

Purpose: Generate profitable business through the sale and rental of EFCO forming systems. The Territory Manager serves as the primary contact for formwork buyers within a strategic geographic region. This role builds trust-based customer relationships, applies consultative sales techniques, and delivers innovative solutions that align with EFCO's values of Quality, Integrity, Innovation, and Super Service.

EFCO Culture Statement: Act with INTEGRITY by demonstrating honesty, responsibility, trustworthiness, and respect in all actions. Strive for QUALITY through continuous improvement and data-driven decision-making. Embrace INNOVATION by being self-aware, collaborative, and curious. Deliver SUPER SERVICE by creating value and consistently exceeding customer expectations .

Key Responsibilities

• Customer Engagement and Sales Execution (70%)
  Grow EFCO's market share by developing consultative relationships with customers across an assigned territory. Execute the full sales cycle-including prospecting, interviewing, demonstrating , validating, negotiating, and closing-using EFCO's established methods. Present and position EFCO forming systems through impactful sales presentations and customized solutions. Maintain strong performance against visit, quote, order, deposit, and credit metrics. Apply Competitive Drive and Strategic Thinking to manage a healthy pipeline and deliver exceptional value to customers.
• Customer Support and Relationship Management (15%)
  Provide responsive post-sale support to ensure project success and reinforce customer trust. Act as a consultative partner, solving problems proactively and addressing issues with accountability and professionalism. Use Communication and Problem Solving to improve long-term customer satisfaction and retention.
• Professional Growth and Market Knowledge (5%)
  Continually invest in personal development through training, industry research, and internal knowledge-sharing. Build product expertise and sales competencies while maintaining a "Hungry, Humble, Smart" mindset. Leverage Curiosity and Initiative to improve performance and adapt to changing customer needs.
• Sales Funnel and Forecast Management (5%)
  Identify, prioritize, and manage opportunities within the sales funnel. Maintain data integrity in EFCO's Salesforce system by updating prospecting activities, proposals, objectives , and customer information. Develop accurate and reliable forecasts and sales activity plans. Ensure alignment of sales efforts with project equipment and support needs, demonstrating exceptional judgment and situational awareness throughout the sales cycle.
• Performance Measurement and Scorecard Compliance (5%)
  Adhere to the EFCO 18 scorecard, including both financial and competency-based performance indicators. Regularly review and assess progress to ensure alignment with company standards.

Qualifications:

• Education: High school diploma required ; college coursework in engineering, construction, or business preferred.
• Experience: Experience in sales, construction, or formwork industries preferred.
• Certification(s) and License(s): N/A
• Leadership: N/A
• Computer Skills: Proficiency in CRM systems (Salesforce preferred) and Microsoft Office Suite.
• Other Requirements: Demonstrated track record of exceeding sales goals and building strong customer relationships; mechanical aptitude and technical skills essential; excellent communication, negotiation, and presentation skills; resilience, persistence, and a growth-oriented mindset.

Core Competencies

• Responsibility: Takes ownership of actions, tasks, and outcomes; follows through on commitments.
• Communication: Communicates effectively verbally and in writing, producing clear, concise, and professional content and adapting style to audience and setting.
• Analysis: Breaks down complex information to identify patterns, relationships, and root causes.
• Judgment: Makes sound decisions by evaluating facts, risks, and potential outcomes.
• Relationship Building: Develops and maintains productive, respectful relationships across teams and functions.

Benefits

• Base Salary with competitive commission
• Medical, dental, and vision insurance
• Flexible Spending Account
• Health Savings Account
• Life and AD&D insurance
• 401k options
• PTO
• Tuition Reimbursement
• 10 paid holidays
• Employee Assistance Program