Strategic Territory Manager

Basic Function

The Strategic Territory Manager is responsible for driving sustained revenue growth within the North and South Carolinas, Lakeland Florida and surrounding areas by developing new business opportunities, expanding existing accounts, and executing data-driven sales strategies aligned with corporate objectives. This role combines strategic planning, hands-on sales execution, and team leadership. The Strategic Territory Manager will oversee the full sales cycle, build strong client relationships across industrial and railroad sectors, and collaborate closely with Operations to ensure exceptional service delivery.

This position requires a highly motivated, results-oriented leader who excels in fast-paced environments, embraces modern sales and marketing tools, and consistently delivers measurable performance outcomes. Recent grads and motivated professionals encouraged to apply!

Key Responsibilities

Territory Growth & Business Development

• Proactively identify and secure new revenue opportunities across all Cranemasters service lines.
• Expand market penetration by targeting high-value prospects and underserved segments.
• Support major account strategies and assist National Account Managers with large or strategic opportunities.
• Provide sales coverage and support in adjacent territories when needed.

Client Relationship Management

• Build, manage, and deepen long-term relationships with railroad leadership, industrial clients, and emergency response partners.
• Represent Cranemasters at trade shows, industry events, and during emergency response situations to demonstrate value and strengthen trust.
• Act as a primary point of contact to ensure customer satisfaction and proactively address issues.

Sales Execution & Performance Management

• Own the full sales process including lead generation, qualification, proposal development, pricing support, and contract negotiation.
• Track opportunities, bids, and customer interactions using CRM tools, ensuring accuracy and transparency.
• Produce timely sales forecasts, pipeline reports, and performance updates for leadership.

Leadership & Team Development

• Manage, mentor, and support Business Development Managers, ensuring consistent performance and professional growth.
• Foster a high-performance sales culture through coaching, accountability, and continuous improvement initiatives.
• Collaborate with leadership to refine commission programs, align sales incentives, and improve team productivity.

Market Intelligence & Strategic Insights

• Gather competitive intelligence on pricing, service offerings, and market trends to maintain a strategic advantage.
• Recommend adjustments to sales strategies based on data, customer feedback, and market conditions.
• Assist with broader corporate initiatives such as capital planning and long-term market growth studies.

Marketing & Brand Engagement

• Utilize social media, digital tools, and modern marketing strategies to enhance brand visibility and attract qualified leads.
• Contribute to the development of marketing collateral, presentations, and multimedia content tailored to territory needs.

Customer Satisfaction & Issue Resolution

• Partner with Operations to ensure timely service delivery that meets or exceeds customer expectations.
• Investigate customer concerns and coordinate resolutions promptly and professionally.
• Support invoicing accuracy and assist with collection efforts when necessary.

Professional & Industry Development

• Maintain up-to-date technical and industry knowledge through training, certifications, and participation in relevant associations.
• Stay informed on industry trends, regulatory changes, and emerging service opportunities.

Other Duties as Assigned

• Respond to major incidents or emergency derailments when necessary to support customers and reinforce service reliability.

Required Skills & Experience

• Proven success exceeding revenue targets in a B2B sales environment.
• 3 years of experience managing or mentoring a sales team.
• Strong command of KPIs, forecasting, and performance analytics.
• Experience within industrial, environmental, or railroad services preferred.
• Skilled in negotiation, strategic selling, and relationship management.
• Proficient with CRM systems, Microsoft Office, and digital marketing tools.
• Ability to manage multiple accounts, projects, and deadlines simultaneously.
• Highly self-driven with strong organizational and problem-solving skills.
• Ability to travel up to 75% of the time.

Physical Requirements

• Extensive travel within the assigned territory.
• Ability to work outdoors in varying weather conditions during site visits.
• Occasional lifting of items up to 50 lbs.

Required Certifications & Licenses

• Valid Driver’s License with a safe driving record.
• High School Diploma or GED required; Bachelor’s degree preferred.