Territory Sales / Account Manager

About the role

AWP Safety is seeking an Account Manager to represent the company to prospective and existing accounts in the utility, construction, and engineering sectors within an assigned regional geographic area. This role focuses on identifying new business through personal and telephone communication, understanding industry trends, and developing strategic sales growth plans to align with company goals.

Responsibilities

• Develop and maintain relationships with key decision-makers in existing and prospective accounts.
• Participate in the account targeting process led by the Regional Sales Manager.
• Strategically develop and implement profitable sales growth plans within the assigned territory.
• Build and maintain a robust pipeline of sales opportunities to exceed sales initiatives.
• Identify key account decision-makers and establish professional relationships.
• Perform customer follow-up to ensure brand promise and operational performance meet expectations.
• Collect and communicate industry trends and competitive activity within the assigned territory.
• Negotiate sales contracts, rate adjustments, and renewals; maintain sales forecasts and CRM updates.
• Work closely with the inside sales operations team to ensure an excellent customer experience for quotes and information requests.
• Identify high-potential prospect accounts and convert them into new growth opportunities.
• Maintain and update customer forecasts to support operational planning and corporate budgeting.
• Partner with Billing, Collections, and Accounts Receivable on organizational changes to ensure accurate and timely billing.
• Collaborate with Regional Operations Management to drive growth and improve customer experience.
• Support National Account channel partners in alignment with Regional Sales Managers.
• Participate in Quarterly Business Reviews.
• Develop and maintain Salesforce account information.
• Perform other duties as assigned.

Requirements

• Bachelor’s degree preferred; formal sales training a plus.
• 4-7 years of proven success in B2B outside sales.
• Strong presentation and communication skills, both written and oral.
• Strong customer orientation with experience developing partnerships by understanding and anticipating customer needs.
• Proven track record of growing market share.
• Results-driven, ability to work independently, and a positive “make it work” attitude.
• High energy and self-motivated.
• Daily field travel required; some overnight travel necessary.
• Valid driver’s license and ability to meet AWP Safety driver standards.
• Proficiency with tools such as Excel and CRM systems.
• Ability to read and interpret financial data, including revenue, margin, and sales productivity measures (e.g., forecast accuracy, pipeline growth).
• Ability to collaborate with external teams in Operations, Finance, Billing, and IT/Analytics.

Work Environment and Physical Demands

• Variable hours based on staffing needs and workload.
• Ability to work in various physical positions, including sitting, standing, walking, and driving.

Benefits

• Company-provided vehicle with fuel card, including qualified personal use privileges.
• Paid Time Off and Paid Holidays.
• Benefits eligible the 1st of the month following hire, including:
  • 3 medical plan options and 2 dental plan options.
  • Additional benefits such as legal and identity protection, accident, and critical illness coverage.
• Company-paid $50,000 basic life insurance.
• Company-paid long-term disability (LTD).
• Health Savings and Flex Spending Accounts available.
• 401(k) with company match.
• AWP named one of America’s Greatest Workplaces 2023 and 2025 for Diversity.

Pay

The compensation range for this position is $90,000 - $112,000 base salary plus a Sales Incentive Plan Bonus. The base pay offered will consider internal equity and may vary based on geographic region, job-related knowledge, skills, and experience. Additional bonuses and long-term incentives may be provided as part of the compensation package, along with medical, financial, and other benefits.