Equipment Sales Territory Manager (51997)

At Van Keppel, we're proud to be trusted partners to customers across the Midwest, providing industry-leading equipment, parts, service, and support. As we celebrate 100 years in business, we remain focused on the principles that have driven our success from the beginning: the perseverance and dedication of our employees, industry expertise, operational excellence, and an enduring commitment to customer success.

When you join Van Keppel, you'll become part of a team that values collaboration, integrity, accountability, and respect. Our culture is built on teamwork and mutual support, where people are willing to step up, help one another, and work together to solve challenges.

BENEFITS

• Medical, dental, vision, and prescription coverage
• Health Savings Account (HSA) options
• 401(k) with company match
• Company-paid life and AD&D insurance
• Supplemental insurance options
• Paid time off and company-paid holidays
• Employee referral bonus program
• Vehicle reimbursement program
• Company credit card for business expenses and travel
• Cell phone allowance

Employment will be contingent upon successful completion of a background check and drug screening.

JOB SUMMARY

The Equipment Sales Representative/Territory Manager is responsible for driving revenue growth through the sale, rental, and lease of lift trucks and heavy equipment within an assigned territory. This role develops and maintains strong customer relationships, identifies new business opportunities, and provides equipment solutions that meet customer operational needs. The position serves as a trusted advisor to customers by delivering technical product knowledge, coordinating with internal service and support teams, and ensuring exceptional customer satisfaction throughout the sales process.

The successful candidate is a highly motivated, results-driven professional who manages a large geographic territory, generates new business, retains existing accounts, prepares accurate proposals and sales contracts, and stays informed on industry trends, competitive products, and market opportunities. This role requires strong communication, relationship-building, and consultative selling skills, along with the ability to work independently in a commission-based environment while representing the company at customer sites, trade shows, and industry events

ESSENTIAL DUTIES & RESPONSIBILITIES

            Territory & Sales Management

• Develop and execute territory sales plans to achieve equipment sales, rental, and leasing objectives.
• Maintain call schedules and customer contact activities to ensure consistent territory coverage and relationship development.
• Prospect for new business opportunities while maintaining and growing existing customer relationships.
• Identify customer needs and recommend equipment solutions that maximize operational efficiency and profitability.
• Prepare and present sales quotes, proposals, contracts, and financing options.
• Follow up on all leads, inquiries, bids, and contract opportunities to maximize revenue generation.
• Maintain awareness of market conditions, industry trends, competitive products, and emerging opportunities.

Customer Relationship Management

• Establish, develop, and maintain strong relationships with customers throughout the assigned territory.
• Serve as the primary point of contact for customer equipment needs and business development opportunities.
• Resolve customer concerns and coordinate internal resources to ensure timely and effective solutions.
• Provide technical product support and assist customers in evaluating equipment applications and job requirements.
• Ensure equipment deliveries meet customer expectations and all agreed-upon sales conditions.

Business Development & Market Representation

• Attend industry trade shows, customer events, demonstrations, and exhibitions to promote company products and services.
• Collaborate with marketing and sales leadership to support product promotions, featured equipment, and sales campaigns.
• Identify and pursue opportunities for additional parts, service, and rental business within existing accounts.
• Maintain visibility within the marketplace and strengthen the company's reputation through professional representation.

Administrative & Reporting

• Maintain accurate customer records, activity reports, sales forecasts, and CRM information.
• Submit expense reports, travel documentation, and reimbursement requests accurately and on time.
• Maintain accurate expense records, receipts, and reimbursement documentation, and submit reports in a timely manner.
• Work closely with credit and collections personnel regarding customer account status and financing arrangements.
• Participate in company training, professional development programs, and ongoing product education.
• Communicate market feedback, customer concerns, and business opportunities to sales leadership.

REQUIRED

• High School Diploma or GED equivalent.
• Minimum one (1) year of experience utilizing Customer Relationship Management (CRM) software.
• Valid driver's license with acceptable driving record.
• Ability to travel extensively throughout assigned territory.
• Proficiency with Microsoft Office applications, mobile technology, and laptop computers.
• Strong written and verbal communication skills.
• Ability to attend trade shows, customer events, and industry functions.
• Successful completion of pre-employment, post-accident, and random drug and alcohol screening requirements.
• Legal authorization to work in the United States.

PREFERRED

• Bachelor's degree in Business, Marketing, Finance, or a related field.
• Heavy equipment, industrial equipment, material handling equipment, or related outside sales experience.
• Consultative sales experience in a commission-based environment.
• Experience developing and managing large geographic sales territories.
• Knowledge of construction, material handling, or industrial equipment markets.

SKILLS & COMPETENCIES

• Strong prospecting, negotiation, and closing abilities.
• Proven ability to build and maintain long-term customer relationships.
• Self-motivated with the ability to work independently and manage competing priorities.
• Ability to work successfully in a highly competitive, commission-based sales environment.
• Strong business acumen and ethical decision-making skills.
• Excellent organizational, planning, and time management skills.
• Effective verbal, written, and presentation communication skills.
• Ability to analyze customer needs and recommend value-driven solutions.
• Proficiency with CRM systems, Microsoft Office, and expense reporting software.
• Commitment to ongoing professional development and industry education.
• Results-oriented mindset with a focus on revenue growth and customer retention

PHYSICAL REQUIREMENTS

• Ability to sit, stand, walk, bend, twist, reach, kneel, and squat throughout the workday.
• Ability to occasionally lift and carry up to 50 pounds.
• Ability to operate a motor vehicle for extended periods while traveling throughout the territory.
• Ability to type and use computers, tablets, and mobile devices for prolonged periods.
• Ability to work outdoors when demonstrating equipment and meeting customer requirements.
• Ability to set up and assist with trade show displays and event materials.
• Visual ability to review documentation, data, and computer displays for extended periods.

The physical demands described above are representative of those that must be met by an employee to successfully perform the essential functions of this job, with or without reasonable accommodation.

ENVIRONMENT & SAFETY

• Frequent travel within assigned territory, including occasional overnight stays.
• Work is performed in customer facilities, offices, industrial sites, warehouses, construction environments, and outdoor locations.
• Exposure to varying weather conditions, noise, dust, moving equipment, and industrial environments.
• Must comply with all company safety policies, customer site requirements, and applicable governmental regulations.
• Position is designated as Safety Sensitive.

Employment Disclaimer: The duties described above are general in nature for the level of work performed and are not intended to be used as a comprehensive list of all the duties, activities, and responsibilities required of job incumbents. Management may assign other duties, activities, and responsibilities as it deems appropriate for the scope of this position and shall be considered a part of this job description. Management has the right to revise this position description at any time, and the duties and responsibilities listed herein do not qualify as a contractual agreement for employment at any time. The Company is an at-will employer, allowing the employee or the employer to sever the work relationship at any time, with or without notice, and with or without cause

Equal Employment Opportunity Policy: The G.W. Van Keppel Company maintains a policy of non-discrimination and complies with and supports all federal, state and local laws regarding employment discrimination. Specifically, the Company does not discriminate in employment opportunities or practices on the basis of race, color, gender, gender identity, sexual orientation, religion, national origin, age, citizenship status, pregnancy, mental or physical disability, marital status, veteran status, genetic information or any other characteristic to the extent prohibited by Federal, state or local law.

Salary : $80,000 - $150,000