Territory Sales Representative

Territory Sales Representative

The Territory Sales Representative is responsible for generating sales within specified territory. This includes cultivating new customers, selling service product agreements, and expanding business with existing customers. This position requires a self-motivated individual that can work independently to drive the sales within the geographic area assignment.

This role requires a highly self-motivated, results-oriented professional who works independently and collaboratively to execute territory sales strategies aligned with Hobart Service and ITW business objectives.

The role supports targeted customers and growth segments (including Higher Education, Healthcare, Senior Care, Casinos, and Lodging/Resorts) and partners closely with district leadership, service managers, and indirect sales teams to deliver consistent sales execution and customer value.

Essential Duties and Responsibilities:

• Drive Sales Results:
• Achieves or exceeds individual and territory sales targets, including revenue growth from assigned key customers and target segments.
• Sells the full portfolio of service products, with a primary focus on Service Product Agreements, installations and contract renewals.
• Actively hunts for new business through prospecting, cold calling, and territory planning to expand customer base.
• Strategic Territory & Account Management:
• Develops and executes a territory sales strategy in partnership with the Director of National Accounts, District Manager, and Strategic Territory Operations Manager.
• Identifies, prioritizes, and maintains a pipeline of target customers aligned with territory strategic plans.
• Assesses customer operations to identify service needs and recommends appropriate solutions.
• Customer Focus & Relationship Building:
• Builds and sustains strong customer relationships by understanding operational needs, service expectations, and business drivers.
• Serves as a trusted advisor by aligning service solutions with customer requirements and long-term value.
• Communicates customer requirements, SLAs, and expectations effectively to Service Managers and branch teams.
• Collaboration & Influence:
• Works jointly with indirect sales partners, district leadership, and service branch personnel to drive coordinated sales execution.
• Participates actively in branch meetings, district calls, and sales training activities.
• Maintains a positive, team-oriented approach that supports collective district performance.
• Business & Market Acumen:
• Maintains knowledge of service products, competitive offerings, and market trends relevant to food service and institutional customers.
• Reports on sales activity, competitive intelligence, and market conditions to inform district decision-making.
• Generates sales quotes and supports district-level marketing communications as needed.
• Operational Discipline & Integrity:
• Manages sales activity documentation and reporting accurately and on time.
• Conducts all activities in compliance with company policies, procedures, and ITW values.
• Demonstrates accountability for commitments made to customers and internal partners.

Qualifications:

• Education and Work Experience:
• Bachelor's degree in business, marketing, sales, or a related field (or equivalent experience).
• 13 years of experience in a service-related or B2B sales environment.
• Demonstrated experience prospecting, cold calling, and closing new business.
• Preferred Experience and Knowledge:
• Experience selling service, maintenance, warranty, or contract-based offerings.
• Exposure to the food service industry, commercial food equipment, or institutional kitchen operations.
• Core Competencies:
• Results orientation and strong sales drive
• Customer-centric mindset
• Relationship building and influencing skills
• Business and financial acumen
• Communication skills (verbal and written)
• Time management and territory planning
• Proficiency with computer systems and CRM tools

Physical Demands & Work Environment:

• Physical Demands:
• Regularly required to sit and operate standard office equipment.
• Travel up to 50% of the time within the assigned district.
• Working Conditions:
• Combination of office, branch, and customer environments
• The noise level in the work environment is usually mild.
• Hours of Work:
• Normal business hours with additional hours as required to meet business needs.

Compensation Information:

The pay rate will depend on the successful candidate's qualifications and prior experience.

ITW is an equal opportunity employer. We value our colleagues' unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.

Illinois Tool Works, Inc.