Territory Sales Manager, New Business Development. Virginia/Washington, DC

Territory Sales Manager-Washington, DC Metro, N Virginia, or Richmond, VA

Build a Territory in One of America's Leading Construction Markets

AWM Fulfillment is transforming how large construction projects access onsite supplies, consumables, and workforce infrastructure. Our solutions are designed to help contractors reduce downtime, simplify procurement, improve jobsite productivity, and support the people working on active projects.

We are seeking a highly motivated Territory Sales Manager, New Business Development to own and develop the Virginia / Washington, DC territory, with an emphasis on large-scale construction, data center developments, mission-critical facilities, industrial projects, and major commercial construction.

This is a true hunter role. Success requires building a territory from the ground up, creating a self-generated pipeline, developing relationships on active jobsites, and converting new accounts into long-term recurring revenue relationships.

Our Jobsite Solutions

· Converted shipping containers configured as mobile jobsite stores

· Converted shipping containers configured as mobile offices

· Safety equipment, PPE, tools, hydration, food, and other jobsite consumables

· Inventory management, replenishment, and workforce-support programs

· Container sale and lease options aligned to project duration and site needs

Position Responsibilities

New Business Development

· Develop and execute a territory growth strategy focused on data centers, mission-critical facilities, industrial construction, large commercial developments, and major infrastructure projects.

· Identify and pursue opportunities with general contractors, electrical and mechanical contractors, concrete and steel contractors, specialty trades, and selected project owners and developers.

Generate opportunities through jobsite prospecting, face-to-face and telephone cold calling, referrals, networking, construction-market intelligence, industry events, and trade organizations.

· Build and maintain a robust pipeline of qualified new-business opportunities.

Territory Ownership

· Own new-business sales activity across the assigned territory and manage the market with limited day-to-day supervision.

· Create target-account and project-pursuit plans for national contractors, regional contractors, major trade partners, and strategic projects.

· Track project announcements, construction starts, permit activity, contractor awards, project phases, and competitive activity.

· Develop an efficient field-coverage plan that maximizes customer contact, jobsite presence, and market visibility.

Construction and Project Sales

· Build relationships with project executives, project managers, superintendents, procurement teams, safety leaders, field operations personnel, and corporate purchasing teams.

· Conduct discovery around workforce size, project schedules, site layout, operational challenges, supply needs, container placement, lease duration, replenishment demand, and jobsite logistics.

· Present AWM solutions in terms of operational outcomes, including improved product availability, reduced worker downtime, simplified procurement, and better onsite support.

· Comply with customer access, PPE, safety, security, and confidentiality requirements when visiting active jobsites.

Proposal Development and Closing

· Prepare and present accurate quotes, lease proposals, sales proposals, scopes of work, and service agreements.

· Coordinate with internal operations, estimating, logistics, and service teams to confirm feasibility, delivery timing, and implementation requirements.

· Negotiate pricing, scope, contract terms, and deployment timing while protecting gross margin.

· Manage the full sales cycle from initial target identification through signed agreement and operational handoff.

· Maintain accurate CRM records, opportunity stages, next steps, probabilities, values, and forecasts.

Account Expansion

· Convert initial container or supply wins into recurring consumables and replenishment revenue.

· Expand within the project by adding product categories, contractor divisions, specialty trades, and additional jobsite locations.

· Use successful deployments to create references and pursue additional projects across the territory.

Market Intelligence

· Monitor contractor activity, competitive offerings, project pipelines, and regional construction trends.

· Share field intelligence that informs product development, pricing, go-to-market strategy, and future market expansion.

Required

· 3+ years of successful, quota-carrying outside B2B sales experience.

· Demonstrated success generating pipeline, opening new accounts, and winning business through outbound prospecting.

· Experience owning a geographic territory and managing a full sales cycle from qualification through closing.

· Strong cold-calling, field-prospecting, presentation, negotiation, organization, and follow-through skills.

· Ability to work independently, prioritize a broad market, and maintain consistent field activity.

· Proficiency with CRM platforms and Microsoft 365 business applications.

· Valid driver's license and ability to satisfy company driving requirements.

· Ability and willingness to travel regularly within the territory, including occasional overnight travel

Preferred

· Construction-industry sales experience, including experience selling to general contractors or specialty trades.

· Experience with construction supplies, safety/PPE, industrial distribution, equipment rental, jobsite services, modular buildings, portable storage, container solutions, MRO products, or workforce-support services.

· Experience selling a combination of physical products, rentals or leases, and recurring replenishment programs.

· Familiarity with large commercial, mission-critical, industrial, or data center construction environments.

· Established contractor relationships in Virginia / Washington, DC are helpful but not required. Data center experience is not required

What Success Looks Like

· A self-generated pipeline of qualified contractor and project opportunities.

· New accounts opened and revenue won from general contractors, trades, and selected owners.

· Consistent achievement of revenue and gross-margin objectives.

· Container sales or leases that create a platform for repeat consumables revenue.

· Expansion into additional product categories, trades, projects, and customer locations.A self-generated pipeline of qualified contractor and project opportunities.

· Accurate forecasting, timely CRM updates, and reliable coordination with operations.

Compensation and Benefits

· Competitive base salary

· Uncapped performance-based commission plan

· Vehicle allowance or mileage reimbursement

· Medical, dental, and vision insurance

· 401(k)

· Paid time off

· Career advancement opportunities

· Opportunity to build and own a high-growth territory

Why AWM?

AWM Fulfillment is building a national platform focused on supporting large construction projects through innovative jobsite solutions, consumables programs, and workforce infrastructure. This role provides significant autonomy, direct exposure to executive leadership, and the opportunity to build a territory from the ground up while creating durable customer relationships and recurring revenue.

If you are a competitive sales professional who enjoys winning new business, building relationships in the field, and creating opportunities where others see obstacles, we want to speak with you.

To Apply

Submit your resume and a brief summary of your experience building a territory, opening new contractor or industrial accounts, and generating new business through field prospecting. Include measurable examples of quota attainment, new-logo production, territory growth, or self-generated pipeline.

Equal Opportunity

AWM Fulfillment makes employment decisions based on qualifications, demonstrated performance, professional competence, and business requirements. Qualified applicants will be considered without regard to any status protected by applicable law

Job Type: Full-time

Salary: $120,000 – $140,000 base plus bonus

Competitive bonus structure – uncapped earning potential

Job Type: Full-time

Pay: $120,000.00 - $140,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Ability to Commute:

• Remote (Preferred)

Ability to Relocate:

• Remote: Relocate before starting work (Preferred)

Work Location: Remote