TM - Territory Manager in Training

Are you a construction-minded professional with a passion for building and making a lasting impact in the industry? At EFCO, we don't just build concrete structures, we build careers, partnerships, and opportunities. Established in 1934, we deliver innovative, cost-effective solutions that make construction safer and more efficient.

Headquartered in Des Moines, Iowa, EFCO is a growing, people-focused company committed to Quality, Integrity, Innovation, and Super Service. From engineering and design to manufacturing and field support, we help customers turn vision into reality while achieving the Lowest In-Place Concrete Cost (LIPCC).

Purpose

The Territory Manager in Training (TnT) role is designed to prepare high-potential individuals into a full Territory Manager position. This developmental assignment combines structured training, job shadowing, ride-alongs, and hands-on project exercises to build a foundation in EFCO's sales process, customer relationship management, and technical solution development.

Working under the guidance of District Managers, experienced Territory Managers, and Regional leadership, the Territory Manager in Training learns EFCO's disciplined approach to Sales Cycle Control, AIDINC, funnel management, forecasting, collections, and exchange of value. The goal of the program is to develop a capable, accountable, and culturally aligned Territory Manager ready to drive profitable growth and long-term customer relationships.

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 Support (30%)

• Assist in growing EFCO's market presence by developing consultative relationships with customers in an assigned territory.
• Shadow senior Territory Managers to learn 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 under supervision.
• Learn to manage sales goals and key performance metrics while applying curiosity, initiative, and competitive drive.

Customer Support and Relationship Management (30%)

• Support ongoing customer relationships by providing responsive assistance throughout the project lifecycle.
• Learn to act as a trusted resource for customers, identifying and resolving challenges with accountability and professionalism.
• Build customer loyalty by demonstrating EFCO's values of 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%)

• Learn how to identify, prioritize, and manage opportunities within EFCO's Salesforce system.
• Maintain accurate data for prospecting activities, proposals, and customer information.
• Support the 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.

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; bachelor's degree or coursework in engineering, construction, or business preferred.
• Experience: Sales, construction, or formwork industry experience preferred. Ability to read blueprints 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: 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. Upon successful completion of the TnT program, individuals should be prepared to assume full Territory Manager responsibilities - managing an assigned territory, developing new and legacy customer relationships, driving profitable growth, and upholding EFCO's Core Values.

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

Sedentary: Exerting up to 10 lbs. of force occasionally and/or a negligible amount of force frequently to lift, carry, push, pull, or otherwise move objects, including the human body. Involves sitting most of the time but may involve walking or standing for brief periods of time.

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 a reasonable accommodation:

• Balancing- Maintaining equilibrium when walking, climbing, crouching, etc: Constantly
• Repetitive Motions- Substantial movements (motions) of the wrists, hands, and/or fingers: Occasionally
• Sitting/Standing- Must be able to sit or stand as required for extended periods of time: Frequently
• Stooping- Bending at the waist: Occasionally
• Lifting motions or lifting objects up to 10 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 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.

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

EFCO Culture and Safety

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.

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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.

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.

Quality | Integrity | Innovation | Super Service