Asphalt Terminal Sales Manager

Position Description

Purpose
The Terminal Sales Manager is responsible for driving revenue growth and developing strategic customer relationships for a liquid asphalt distribution terminal serving Northern California's hot mix asphalt (HMA) market. This role combines direct sales management with business development responsibilities, requiring deep industry knowledge, technical credibility, and the ability to build long-term partnerships with asphalt producers and paving contractors.

Focus & Scope
Essential duties and responsibilities, i.e. those which are basic, necessary, and an integral part of the job, are indicated below:

Sales Management

Develop and execute sales strategies to achieve volume and margin targets for liquid asphalt products (PG-graded asphalts, polymer-modified binders, and related products)

Manage customer accounts including pricing negotiations, contract development, and supply agreements

Coordinate with terminal operations to ensure product availability, quality, and timely delivery

Monitor market conditions, competitor activity, and pricing trends throughout Northern California

Prepare sales forecasts and contribute to annual budgeting processes

Business Development

Identify and cultivate new customer opportunities among HMA producers, paving contractors, and public agencies

Develop strategic relationships with key accounts to secure long-term supply commitments

Represent the terminal at industry events, conferences, and trade association meetings

Evaluate opportunities for product line expansion based on customer needs and market demand

Support development of strategic partnerships and supply arrangements

Technical Support & Customer Service

Serve as primary technical resource for customers on product specifications, performance characteristics, and application requirements

Coordinate with suppliers and laboratory staff to address product quality issues

Work with customers to troubleshoot mix design and production challenges

Stay current on industry specifications, emerging technologies, and regulatory requirements

Proactive approach to evaluating and adopting emerging technologies, including AI tools, to drive process improvements and deliver superior customer service.

Relationships, Qualifications and Requirements, & Competencies

Key Relationships

Direct Reports:

• None

External Clients:

• HMA Producers (both internal and external), Paving Contractors, Public Agencies, Suppliers

Internal Clients:

• Quality Control, Sales, Directors, Resource Planning, Environmental

Role Qualifications & Requirements

Education:

• Bachelor's degree in Engineering, Business, or related field (or equivalent industry experience)

Experience and Industry Expertise:

• Minimum 10 years of experience in the asphalt industry, with significant exposure to liquid asphalt sales, manufacturing, or technical services

Preferred Expertise:

• Direct experience in liquid asphalt terminal operations or refinery asphalt sales
• Background in polymer modified or emulsified asphalt manufacturing or pavement preservation technologies
• Experience managing multi-million-dollar sales portfolios
• Familiarity with California DOT specifications and regional agency requirements

Specific

Job Requirements:

• Successful completion of pre-employment drug, alcohol, and background investigation.
• Valid Driver's License.
• Demonstrated track record of managing customer relationships and achieving sales targets
• Strong technical knowledge of asphalt binders, performance grading, and HMA production
• Established relationships within the Northern California asphalt and paving community
• Experience with contract negotiation and pricing strategy
• Strong commercial acumen with ability to balance volume growth and margin optimization
• Technical credibility to serve as trusted advisor to customers
• Relationship-building skills suited to a regional market
• Proven ability to build solid relationships and build trust with key stakeholders considering needs, challenges, and objectives
• Exceptional leadership abilities with experience managing cross-functional teams with both internal and external consultants and partners and stakeholders
• Current on all company required safety training
• Proficient with Microsoft…