Area Sales Manager

JOB SUMMARY

The Area Sales Manager is a key leadership and revenue-driving role responsible for overseeing the market growth and profitability of Martin Marietta’s product lines (Aggregates, Ready Mixed Concrete, Cement, and/or Asphalt) within a designated geographic territory.

This role is dual-faceted: it requires high-level strategic planning—such as sales forecasting, pricing optimization, and market share analysis—while maintaining active field presence. You will lead a team of outside sales representatives, foster an environment of accountability and excellence, and manage "Top Tier" accounts and high-stakes contract negotiations. The primary objective is to maximize "Margin Over Material and Delivery" (MOMD) while ensuring Martin Marietta remains the "Supplier of Choice" through superior customer service and technical expertise.

KEY DUTIES AND RESPONSIBILITIES

• Collaborate with Sales Leadership to develop and execute annual sales plans based on market intelligence, Department of Transportation (DOT) spending, and regional construction trends.
• Implement and monitor pricing strategies to ensure maximum profitability (Average Selling Price) while remaining competitive in high-volume markets.
• Analyze and communicate sales forecasts, backlog data, and market trends to the operations and executive teams to align production with market demand.
• Identify and capture new market opportunities, expanding the customer base beyond traditional boundaries.
• Build and maintain C-suite or principal-level relationships with major contractors, developers, and government agencies.
• Direct the team through the full sales lifecycle, from initial lead generation and quoting to final delivery and account reconciliation.
• Maintain constant communication with Plant Managers and QC Technicians to ensure product availability and adherence to customer specifications.
• Work closely with the District Credit Department to vet new accounts and assist in the timely collection of accounts receivable.
• Align with dispatch and logistics teams to ensure delivery schedules meet customer expectations and optimize fleet utilization.
• Lead, coach, and mentor Outside Sales Representatives, utilizing selling methodologies to improve negotiation and closing ratios.
• Track and report on key performance indicators (KPIs), including cubic yardage/tonnage, revenue vs. budget, and market share growth.
• Champion the Martin Marietta "Guardian Angel" safety culture, ensuring all site visits and customer interactions are conducted with the highest safety standards.
• Represent the company in industry-related associations and local community events to strengthen the brand's reputation.

QUALIFICATIONS

Education

Bachelor’s degree in Business, Marketing, Construction Management, or relevant experience in lieu of a degree.

Work Experience

7+ years of experience in Outside Sales, specifically within the Construction Materials industry; 2+ years of experience in a leadership role, preferred.

Knowledge, Skills, and Abilities

Industry and product knowledge

Market dynamics

Problem solving

Proposal writing

Relationship management

Business acumen

Financial literacy

Sales methodologies

Critical thinking

OSHA/MSHA compliance and regulations

Resource management

Interpersonal skills

Effective communicator (written and spoken)

ADDITIONAL DETAILS

Travel

Expected travel %

Working Conditions

All duties require outside assignments and require periods of work in all weather conditions, cold, wet, dry and dusty. Must be able to work in areas where noise levels are up to 85 dbs.

The hiring range for this position is $140,000 -$185,000 exclusive of benefits or bonuses (discretionary and non-discretionary). The offered base compensation will be determined based on factors such as geographic location, business need, market conditions, proficiencies, skills, education, and experience. Additionally, at Martin Marietta we place a high value on internal pay equity and will consider the compensation for those in similarly situated roles and direct team members. The hiring range for this role represents the base compensation we expect to pay for the position at time of hire and does not represent the total possible base pay of the position. In addition, this role is eligible for our annual bonus program. Bonuses awarded under this program are determined based on the performance of the organization and the employee.

In addition to our base compensation, we also offer a competitive benefits package for full-time employees, including medical, dental and vision coverage; prescription drug coverage; health savings accounts; flexible spending accounts; and life, AD&D and disability insurance. We also encourage our employees to plan for the future by offering a 401(k) with a company match and an employer-funded defined benefit pension plan. Other benefits include paid time off, paid holidays, education/tuition assistance, an employee discount program, adoption assistance, wellness programs and more.