What are the responsibilities and job description for the TERRITORY SALES MANAGER - HAPMAN position at Kalamazoo Fabricating?
Location:
Indianapolis, IN
Job Id: 325
The Territory Sales Manager is responsible for developing, managing, and growing sales within an assigned multi-state territory for the Hapman product line of bulk material handling equipment. This individual is accountable for the full sales cycle from prospecting and lead qualification to solution development, proposal generation, and closing. This role requires a technically minded, self-motivated sales professional who excels in building long-term customer relationships and thrives in a consultative, capital-equipment sales environment. The position collaborates closely with internal sales, engineering, applications, and marketing teams to deliver tailored solutions that drive measurable value for customers. This role reports to the Director of Sales – Hapman.
Territory Location
This is a remote role with coverage of markets in Western Pennsylvania, Ohio, West Virginia, Eastern and Central Kentucky, Southern Indiana, and Western Tennessee.
Qualifications
- Associate’s degree or equivalent experience; Bachelor’s degree in Engineering, Business, or related field preferred
- 3–5 years of successful outside industrial or capital equipment sales experience
- Record of achieving or exceeding sales targets in technical, consultative selling
- Strong technical aptitude and ability to read and interpret blueprints or process diagrams
- Excellent communication, presentation, and negotiation skills
- Demonstrated problem-solving and analytical capabilities
- Proficiency in Microsoft Office Suite and CRM software
- Must hold a valid driver’s license and be available for regular overnight travel
Responsibilities
- Develop and execute a comprehensive territory sales plan to achieve or exceed order and revenue targets.
- Manage all stages of the sales cycle, including prospecting, qualification, proposal, negotiation, and closing.
- Conduct on-site customer visits, plant audits, and process evaluations to identify equipment needs and opportunities for system improvement.
- Leverage CRM tools to manage pipeline, document activities, and maintain accurate customer information.
- Prepare ROI analyses and value-based presentations that clearly articulate technical and commercial advantages.
- Work collaboratively with manufacturer’s representatives (where applicable) to coordinate coverage and ensure consistent market approach.
- Build trusted relationships with key decision-makers and influencers within industrial, process, and manufacturing accounts.
- Maintain a deep understanding of customer applications, challenges, and business drivers to position Hapman solutions effectively.
- Stay informed about competitor products, market conditions, and emerging technologies to refine sales strategies.
- Represent the company at trade shows, conferences, and industry events as required.
- Provide customer feedback and market intelligence to inform product development and marketing initiatives.
- Partner with engineering, project management, and service teams to ensure seamless project execution and customer satisfaction.
- Contribute to continuous improvement initiatives by sharing insights from the field.
- Maintain clear communication with your manager regarding forecast, opportunities, and strategic account development.
- Any other duties as assigned.
