Territory Manager in Training Commercial

About the role

At EFCO we deliver innovative, cost-effective concrete forming solutions that make construction safer and more efficient. The Territory Manager in Training (TnT) program prepares high-potential individuals for a full Territory Manager role through structured training, job shadowing, ride-alongs, and hands-on exercises. Under the guidance of District Managers, experienced Territory Managers, and Regional leadership, you will learn EFCO’s disciplined approach to sales-cycle control, AIDINC, funnel management, forecasting, collections, and exchange of value. The goal is to develop a capable, accountable, and culturally aligned Territory Manager who can drive profitable growth and long-term customer relationships.

Responsibilities

• Customer Engagement and Sales Support (30%)
  • Develop consultative relationships with customers in an assigned territory.
  • Shadow senior Territory Managers to learn the full sales cycle: prospecting, interviewing, demonstrating, validating, negotiating, and closing.
  • Present and position EFCO forming systems through impactful sales presentations and customized solutions under supervision.
  • Manage sales goals and key performance metrics while applying curiosity, initiative, and competitive drive.
• Customer Support and Relationship Management (30%)
  • Provide responsive assistance throughout the project lifecycle to support ongoing customer relationships.
  • Act as a trusted resource for customers, identifying and resolving challenges with accountability and professionalism.
  • Build customer loyalty by demonstrating responsiveness, reliability, and exchange of value.
• Professional Growth and Market Knowledge (30%)
  • Participate in EFCO’s formal training curriculum and required certifications.
  • Engage in ride-alongs, Forming Solutions exercises, and mentorship sessions to strengthen technical product knowledge, sales acumen, and industry insight.
  • Demonstrate a “Hungry, Humble, Smart” mindset—showing initiative, adaptability, and commitment to continuous improvement.
  • Incorporate learnings from the EFCO 18 framework to align personal growth with organizational performance expectations.
• Sales Funnel and Forecast Management (5%)
  • Identify, prioritize, and manage opportunities within EFCO’s Salesforce system.
  • Maintain accurate data for prospecting activities, proposals, and customer information.
  • Support development of sales forecasts and coordinate with leadership on equipment and resource needs.
• Performance Measurement and Scorecard Compliance (5%)
  • Understand and adhere to the EFCO 18 scorecard, including financial, behavioral, and competency-based performance indicators.
  • Participate in regular reviews with leadership to track development and readiness for full Territory Manager responsibility.

Requirements

• Education: High school diploma required; bachelor’s degree or coursework in engineering, construction, or business preferred.
• Experience: Sales, construction, or formwork industry experience preferred. Ability to read blueprints preferred.
• Computer Skills: Proficiency in CRM systems (Salesforce preferred) and Microsoft Office Suite.
• Other Requirements: Strong mechanical aptitude and technical curiosity. Excellent communication, negotiation, and presentation skills. Demonstrated initiative, resilience, and commitment to EFCO’s culture of accountability and growth.

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

• 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