Territory Manager – Chicago

Location:

Remote/Home-Based - Chicago, Illinois

Geographic Requirement:
Must reside within approximately 100 miles of Chicago

Job Type: Full-time

Compensation: $100,000 USD base salary + performance-based commission and bonus opportunities

About Shouldice Stone

Shouldice Stone is a leading North American manufacturer of high-quality architectural masonry products, known for innovation, craftsmanship and strong customer partnerships.

As we continue to expand our presence throughout the United States, we are looking for an experienced, driven Territory Manager who understands how construction projects move from design and specification through bidding, contractor selection and ultimately purchase.

This is not a traditional account-maintenance role. We are looking for someone who can take ownership of a construction opportunity, understand every stakeholder influencing the project, and strategically move it from specification to quote/tender to order.

Simply put: your job is not just to manage the pipeline. Your job is to convert it.

The Opportunity

Shouldice Stone is investing heavily in identifying construction projects throughout the Northeast. As Territory Manager, you will take ownership of qualified opportunities and drive them forward from initial identification through specification, bidding, conversion and close.

You will work across the full project ecosystem, including:

Key Responsibilities

• Achieve a minimum 10% conversion rate on the assigned sales pipeline.
• Take direct ownership of assigned construction projects and opportunities throughout the Northeast, developing a clear strategy to move each viable project toward an order.
• Drive specifications by developing relationships with architects, designers and other specification professionals.
• Identify opportunities to have Shouldice products specified early in the design process and protect those specifications as projects progress through bidding and construction.
• Identify competitive specifications and strategically position Shouldice as an approved alternative or preferred solution where appropriate.
• Develop relationships with owners, developers, general contractors, masonry contractors, installers and other key project stakeholders.
• Work closely with masonry contractors and general contractors during the bidding process to position Shouldice products for successful project conversion.
• Activate dealers and distributors as strategic partners in closing identified opportunities, including coordinating quotations, pricing, product information, availability and project execution.
• Maintain accurate CRM records, including project stage, estimated value, decision-makers, next actions, anticipated close dates and win/loss outcomes.
• Develop specific conversion strategies for priority projects rather than relying on general follow-up activity.
• Continuously identify and qualify new high-value construction projects throughout the territory.
• Create strategic partnerships with top assigned prospect list.
• Collaborate with Shouldice's Customer Solutions, Marketing, Technical and Operations teams to support project requirements and successful execution.
• Represent Shouldice at architectural presentations, customer meetings, trade shows, industry events and networking opportunities.
• Provide ongoing competitive intelligence, market feedback and project insights to Sales Leadership.

How Success Will Be Measured

This is a results-driven sales position. While customer meetings, presentations, calls and relationship development are important, they are inputs—not the end result.

Key measures of success will include:

• Pipeline Conversion:
  Qualified project pipeline converted into won business
• Revenue Won:
  Revenue generated from successfully converted projects
• Specification Wins:
  Projects where Shouldice products are successfully specified
• Specification-to-Order Conversion:
  Specifications that ultimately become orders
• Pipeline Advancement:
  Qualified opportunities progressing into meaningful later sales stages
• Priority Project Penetration:
  Engagement with the architects, contractors, masons, dealers and other stakeholders influencing priority projects
• New Qualified Pipeline:
  New legitimate project opportunities identified and developed
• Win/Loss Discipline:
  Accurate disposition and reporting of meaningful project opportunities

What We're Looking For

• 5+ years of successful sales or business development experience in architectural building products, commercial construction, building materials or another project-based…