Sales Hunter Wanted: Pavement Preservation Specialist — Wisconsin
Nine-month sales cycles. A premium product in a market that buys on price. Buyers who haven't budgeted for what you sell. No leads provided – a few accounts have been established.
Still reading? Good. Here’s the role.
Corrective Asphalt Materials (CAM) is hiring a Pavement Preservation Specialist to own the state of Wisconsin. You’ll work from a home office, hunt new business across the territory, and renew the accounts you win year after year. CAM is a Midwest-based company specializing in extending the life and durability of asphalt roads through scientifically proven preservation and rejuvenation services since 1980.
Whom you must have sold to. Public Works Directors and Roadway Engineers at cities, counties, and DOTs. Not Fortune 500 procurement teams. Not small-business owners. Public agencies — buyers with limited budgets, political pressures, and long memories of the last vendor who overpromised. If you’ve never navigated a public agency’s buying process, please don’t apply.
The hard part of this job. Your buyer manages roads on a budget built for patching and repaving. You have to get them to see something different: that spending money on pavement preservation today saves them real money over the next ten years in lower maintenance and lifecycle costs. Most of them haven’t planned to buy what you sell. There’s no RFP waiting for you. You create the opportunity, build the business case in their numbers, and walk it through a nine-month cycle — often presenting multiple times to engineers, directors, boards, and councils along the way.
And you’ll do it at a premium price. Our product is priced above the alternatives because it performs above the alternatives. Our flagship product has over four decades of successful data demonstrating long-term success. But data doesn’t close deals. Buyers will tell you, "asphalt is asphalt" and point to a cheaper number. You must sell value and differentiate — the product and yourself — without sounding like every other rep who claims to be different.
What you’ll actually do. You cold-called Public Works Directors and Roadway Engineers who weren’t expecting your call. We do have some name recognition in Wisconsin. You work industry conferences and trade shows—networking, not badge-scanning. You present to groups without pitching: you ask about deferred maintenance backlogs, budget anxieties, and council pressures, then calculate ROI in their language, not yours. You run your territory like it’s your own business because, functionally, it is. This is a hunting role first: we provide no leads, and most of your time goes to developing new business. Accounts you win renew annually — you keep them by staying valuable, not by showing up at renewal time.
Travel. About 10-15% of overnight travel to sales team trainings, company quarterlies, and industry conferences and trade shows. The rest of the time, you are day-tripping the territory from your home office.
Compensation — earned, never promised. Mostly commission with some salary. During your learning curve, plan on needing three months before you hold an intelligent conversation with a roadway engineer — a reasonable base salary while you build the business. On-target earnings are $200,000 within two years. Nobody hands you that number. The people who reach it prospect relentlessly, run disciplined nine-month cycles, and defend their price.
Our non-negotiables
- You must be a resident of Wisconsin. This is your territory to own.
- You must have sold $2,000,000 or more in a single year, with an average order size around $50,000. We will verify this.
- You must have sold to Public Works Directors or Roadway Engineers at cities, counties, or DOTs. It is important to understand how municipalities operate.
- You must have won business at a higher price against cheaper competitors in a market that treats your product as a commodity. If your track record was built on being the low bid, this role will break you.
- You must be comfortable with nine-month sales cycles. If you need a monthly close to stay motivated, this isn’t the right role for you.
- You must have an entrepreneurial mindset — you’ll have autonomy with accountability, working from a home office without anyone watching over your shoulder.
Ideal but not required: experience selling asphalt or roadway industry products. We can teach the product to a great salesperson. We can’t teach great selling to a product expert.
If You’re Still Reading
You’re either exactly the person we need, or you’re dangerously overconfident.
The right person has sold to public agencies that buy slowly, think politically, and require patient relationship-building — and has learned that Public Works Directors don't buy products. They buy budget relief, political cover, and roads that don't come back to haunt them.
In your email, include one sentence: "The toughest sale I ever won at a higher price was _______ because _______."
If that’s you, send your resume to [email protected]
Pay: $100,000.00 - $200,000.00 per year
Benefits:
- 401(k) matching
- Dental insurance
- Health insurance
- Life insurance
- Professional development assistance
- Vision insurance
- Work from home
Work Location: Remote
