Territory Manager
Over 60 years from inception, our client has expanded to branches in four states and is recognized as a key equipment, accessories, and parts wholesale distributor to the Commercial Food Service, Hospitality, and Refrigeration industries.
Territory Sales Manager
Job Type: Full time, Remote Travel
Responsibilities:
- Drive new business development across the Iowa and Nebraska territory by prospecting, qualifying, and closing new dealer and end-user opportunities.
- Manage and grow an existing portfolio of dealer relationships while expanding share of wallet within key accounts.
- Execute a strategic territory growth plan focused on increasing revenue, gross margin, and market penetration.
- Sell a portfolio of premium commercial foodservice equipment, including ice machines, coffee systems, refrigeration, and cooking equipment.
- Conduct regular face-to-face meetings with dealers, distributors, and end users to develop relationships and identify new opportunities.
- Prepare quotes, negotiate pricing, and manage opportunities through the sales cycle while maintaining healthy margins.
- Partner with manufacturer representatives to leverage product promotions, rebate programs, and sales initiatives.
- Maintain an accurate sales pipeline, forecasts, and customer activity within the CRM.
- Represent the company at industry trade shows, dealer events, and manufacturer meetings.
- Collaborate closely with operations, inside sales, and customer support teams to ensure exceptional customer service and successful project execution.
- Monitor competitive activity, pricing trends, and market conditions to identify new business opportunities.
- 3+ years of outside B2B sales experience, preferably within foodservice equipment, commercial equipment, industrial distribution, HVAC, material handling, packaging, or other related industries.
- Proven success developing new business, growing territories, and consistently achieving or exceeding sales goals.
- Experience managing dealer, distributor, or channel partner relationships is highly preferred.
- Strong consultative sales approach with the ability to build long-term customer relationships and identify growth opportunities.
- Comfortable discussing pricing, margins, discounts, and complex quoting with customers.
- Experience selling capital equipment, commercial equipment, or technical products preferred.
- Ability to independently manage a multi-state territory with frequent travel and minimal supervision.
- Proficiency using CRM systems, Microsoft Office, and sales forecasting tools.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Demonstrated hunter mentality with the drive, curiosity, and persistence to open new accounts while growing existing business.