TM - Territory Manager at EFCO Forming… · Washington

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 & Safety 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.

At EFCO, the health and safety of our team members, visitors, and contractors is an overriding priority and EFCO is committed to promoting a safe and healthy work environment by requiring all team members to participate in environmental, safety, and health program activities. This includes always wearing required personal protective equipment; participating in safety training; engaging in and supporting safety activities including reporting hazards, unsafe work practices & near misses, incidents involving property damage, and any / all injuries – no matter how minor – immediately to their supervisor or manager.

Essential Functions 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.

Additional duties may be assigned as required by business necessity may be added, deleted, or changed at any time at the discretion of management, formally or informally, either verbally or in writing to meet organizational goals and priorities.

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.

EFCO is an Equal Opportunity Employer. Qualified applicants for employment will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Physical Demands Light: Exerting up to 20 lbs of force occasionally and/or up to 10 lbs. force frequently and/or a negligible amount of force constantly.

To ensure a safe work environment while meeting the physical demands of the job you must be able to perform the following physical and mental tasks with or with or without reasonable accommodation:

Balancing - maintaining equilibrium when walking, climbing, crouching, etc.: Constantly Repetitive Motions - Substantial movements (motions) of the wrists, hands, and/or fingers: Occasionally Stooping – Bending at the waist: Occasionally Sitting/Standing – Must be able to sit or stand as required for extended periods of time: Frequently Lifting motions or lifting objects up to 20 lbs: Occasionally Walking: Frequently Climbing - Ascending or descending ladders, stairs, scaffolding, ramps, poles etc.: Occasionally Hearing: Frequently Talking: Frequently Capacity to think, concentrate and focus for long periods of time: Frequently Ability to read complex documents in the English language: Frequently Capacity to reason and make sound decisions: Frequently Ability to write complex documents in the English language: Frequently Capacity to express thoughts orally: Frequently Expertise in:

Ability to regularly perform all job functions at company office or designated worksite Ability to withstand environmental conditions such as extreme heat or cold, grass, wind, sand, fumes, odors, gases, noises. Etc.

The position is currently classified as on- site.

The company reserves the right to modify, update, change and/or make corrections to this job description, at the sole discretion of senior leadership, at any time during the employee’s employment term, at the sole discretion of management.