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:
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 Office Suite or related software.
Equipment Used, Physical Demands, and Work Environment
Equipment Used:
- General office equipment, telephone, automobile, personal protective equipment (i.e. safety glasses, hearing protection) when visiting plants.
Physical Demands & Work Environment: The physical demands and work environment characteristics are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Physical: Sitting for long periods of time working on the computer or attending meetings. Job site visits require walking on uneven ground, steep slopes, and exposure to extreme temperature and/or humidity. Some lifting of materials and equipment up to 20 lbs.
- Work Environment: Typical office environment with adequate temperatures and lighting, low levels of noise. Exposed to the conditions of job sites which can include loud noise, dust, fumes, and extreme weather conditions prevalent at the time. May work various hours, including early mornings, dusk or evenings.
BASE SALARY RANGE:
$140,000.00 - $200,000.00
This position is eligible for a performance-based incentive tied to volume and margin targets.
The range displayed reflects the range the company reasonable expects to pay for the position. The actual base salary is subject to variation due to the role, level, geographic location, relevant education, training, or experience, among other factors.
Employer Disclosure Statement
The above statements and job description is intended to describe the nature and level of work being performed within this job. They are not intended to be an exhaustive list of all responsibilities, duties, and tasks. Other similar or additional duties are performed as assigned.
Equal Opportunity Employer
Teichert and its subsidiaries pride themselves on being an Equal Opportunity Employer. Individuals seeking employment at our company are considered without regards to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by federal, state or local laws.
Applicants with disabilities may be entitled to reasonable accommodation. A reasonable accommodation is a change in the way things are normally done that will ensure an equal employment opportunity without imposing an undue hardship on the company. If you are an applicant with a disability, please inform Robert Maxey (RMaxey@teichert.com) if you need assistance completing any forms or to otherwise participate in the application process.
Notice to Staffing Agencies
Teichert, Inc. and its subsidiaries ("Teichert") will not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to Teichert, including unsolicited resumes sent to a Teichert mailing address, fax machine or email address, directly to Teichert employees, or to Teichert's resume database will be considered Teichert property. Teichert will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume. Teichert will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. Agencies must obtain advance written approval from Teichert's recruiting function to submit resumes, and then only in conjunction with a valid fully-executed contract for service and in response to a specific job opening. Teichert will not pay a fee to any Agency that does not have such agreement in place. Agency agreements will only be valid if in writing and signed by Teichert's Human Resources Representative or his/ her designee. No other Teichert employee is authorized to bind Teichert to any agreement regarding the placement of candidates by Agencies.
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Teichert, Inc.
Dec 18, 2025