Territory Sales Manager

Position: Territory Manager

Client: Our client is recognized as a key equipment, accessories, and parts wholesale distributor to the Commercial Food Service, Hospitality, and Refrigeration industries.

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.

Experience:

• 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.