Ergon Asphalt and Emulsions - Regional Sales Manager

Overview:

The Regional Sales Manager will lead the growth and profitability of a defined multi-state territory with a primary focus on asphalt emulsions, pavement preservation products, and related specialty asphalt technologies. The position is responsible for market development, customer relationship management, financial performance, operational coordination, industry engagement, and talent development while serving as a key technical and commercial resource within the region.

Interfaces:

• Position will report to the Regional Vice President.
• Position will interface with (internal and external)
  • Internal – Marketing, technical operations, operations, Paragon, supply/distribution, and senior management.
  • External – Owner agencies, consulting engineers, contractors, suppliers of materials for products, universities, and industry associations.

Responsibilities:

I) Role: Regional Market Development

Responsibility: Develop, grow, and defend market share for asphalt emulsions, pavement preservation products, and related specialty asphalt solutions throughout the assigned territory.

Expectations:

• Conduct all business activities ethically, legally, and in accordance with company policies.
• Develop and execute regional sales strategies to increase emulsion volumes and profitability.
• Identify and pursue market opportunities in chip seals, micro surfacing, slurry seals, cold mix, tack coats, fog seals, scrub seals, and other preservation treatments.
• Maintain a thorough understanding of market demand, pricing trends, specifications, and competitive activity.
• Build and strengthen relationships with key contractors, DOT personnel, municipal agencies, consultants, and industry stakeholders.
• Serve as a trusted technical advisor for customers regarding product selection, performance, and best practices.
• Proactively manage pricing strategies, bid opportunities, and contract negotiations to maximize margin and market share.
• Ensure sales contracts, pricing agreements, and customer records are accurate and maintained in company systems.
• Monitor DOT lettings, project awards, and pavement preservation funding opportunities.
• Track project activity and market trends to support accurate forecasting and planning.
• Collaborate with technical services teams to support product approvals, specification development, and field trials.

II) Role: Financial/Position Management

Responsibility: Manage the financial performance and strategic positioning of the emulsions business throughout the assigned territory.

Expectations:

• Drive profitable growth through strategic account management and market expansion.
• Optimize regional sales mix to maximize margin and return on assets.
• Identify new specialty emulsion opportunities and emerging pavement preservation technologies.
• Develop annual business plans, sales objectives, and growth initiatives.
• Manage and understand key cost drivers, including raw materials, manufacturing, transportation, and technical support costs.
• Work closely with supply chain and operations teams to optimize inventory and terminal utilization.
• Maintain accurate sales forecasts and update projections monthly or when significant market changes occur.
• Analyze profitability by customer, product line, and geographic market.
• Monitor market pricing and competitive activity to maintain favorable positioning

III) Role: Operational Management

Responsibility: Ensure exceptional product quality, supply reliability, customer service, and operational efficiency.

Expectations:

• Coordinate closely with operations, technical services, and supply chain teams to ensure timely delivery and customer satisfaction.
• Manage customer demand forecasts and communicate anticipated needs to manufacturin