Territory Sales Manager

Description

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 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.

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 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.

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 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.

Market Intelligence & Strategic Development

• •Monitor construction and development activity throughout the assigned territory.
• •Maintain knowledge of competing modular manufacturers, traditional construction alternatives, market prici