Territory Sales Specialist

Job Description

Job Description

About the Role:

We are seeking an experienced, motivated Territory Sales Executive to develop and manage relationships with industrial facilities, manufacturing plants, distribution centers, warehouses, logistics operations, general contractors, facility managers, and other commercial/industrial customers.

This is a relationship-driven B2B sales position focused on identifying facility needs, developing opportunities, and providing customers with practical solutions involving building modifications, preventative maintenance, repair, replacement, and capital improvement projects.

The ideal candidate is not simply a salesperson. We are looking for someone who can walk into an industrial facility, understand the customer's operation, identify problems and opportunities, build credibility with decision-makers, and turn those relationships into long-term business.

Important Confidentiality Requirement: All candidates must execute a Non-Disclosure Agreement (NDA) before an interview is scheduled.

The position involves confidential information regarding proprietary technology, business strategy, customer relationships, pricing, sales processes, and other intellectual property. Candidates who are unwilling to execute the NDA will not proceed to the interview stage.

Key Responsibilities

- Develop and manage a defined geographic sales territory.

- Identify and establish relationships with plant managers, facility managers, maintenance managers, operations managers, purchasing      personnel, warehouse managers, contractors, and other decision-makers.

- Prospect for new industrial and commercial accounts through networking, referrals, cold outreach, LinkedIn, site visits, industry contacts, and existing relationships.

- Conduct facility visits and identify opportunities for:
- Preventative maintenance programs

- Repair and service

- Equipment replacement

- New dock construction and modifications

- Capital improvement projects

- Develop recurring service and preventative maintenance opportunities.

- Maintain a strong pipeline of qualified prospects and opportunities.

- Prepare proposals and coordinate with internal personnel and vendors to develop accurate solutions and pricing.

- Follow opportunities from initial contact through proposal, negotiation, award, and customer handoff.

- Develop long-term customer relationships rather than pursuing one-time transactions.

- Regularly visit customers and prospects throughout the territory.

- Attend industry events, networking functions, and customer meetings as appropriate.

- Maintain accurate customer and opportunity information in the company's sales/CRM system.

- Provide management with regular pipeline, sales, and territory-development updates.

- Identify emerging opportunities and communicate customer needs back to management.

- Protect confidential company information and intellectual property at all times.

What We're Looking For

The ideal candidate will have:

- Proven B2B sales experience.

- Experience selling to industrial, manufacturing, warehouse, logistics, construction, or commercial customers preferred.

- A demonstrated ability to develop relationships with decision-makers.

- Strong prospecting and business-development skills.

- Excellent verbal and written communication skills.

- The ability to understand technical products and explain solutions in straightforward terms.

- Strong follow-up and organizational skills.

- A professional appearance and demeanor.

- Comfort making facility visits and meeting customers in industrial environments.

- The ability to work independently while maintaining consistent communication with management.

- A valid driver's license and reliable transportation.
- Live within the East Tennessee region 

- Willingness to travel throughout the assigned territory.

Particularly Valuable Experience

Candidates with backgrounds involving any of the following will receive strong consideration:

- Material handling equipment

- Industrial maintenance

- Facility services

- Building products

- Construction sales

- Manufacturing sales

- Warehouse/distribution sales

- Industrial equipment

- General contracting

- Facility management

- Preventative maintenance programs

The Right Personality

We are looking for someone who is:

Driven. You enjoy finding opportunities rather than waiting for them.
Curious. You ask questions and learn how a customer's facility actually operates.

Relationship-oriented. You understand that industrial sales are often built over months and years, not a single phone call.

Confident. You can sit across from a plant manager or facility director and have a professional conversation without being intimidated.

Honest. You recommend what the customer actually needs rather than selling something simply because it generates a commission.

Persistent. You understand that following up is part of the job.

Entrepreneurial. You want to help build something rather than simply manage an existing book of business.

Compensation & Opportunity

Compensation will be structured to reward both individual sales performance and long-term business development. No Ceiling. No Cap. Exceptional salespeople should be rewarded for exceptional performance. This position offers uncapped commission potential  

The successful candidate will have the opportunity to build a substantial territory and develop recurring revenue through service agreements, preventative maintenance programs, equipment replacement, new installations, and capital projects.

This position is intended for someone who wants to build a territory and grow with the company, not simply maintain an existing customer list.

First-Year Expectations

During the first year, the primary objective will be to establish a strong presence throughout the territory and build a qualified pipeline of industrial accounts.

Success will be measured by:

- New customer relationships established

- Qualified opportunities generated

- Facility visits and decision-maker meetings

- Service and preventative maintenance opportunities

- Equipment and capital-project opportunities

- Closed sales

- Recurring revenue generated

- Customer retention and relationship development

- Growth of the territory's overall sales pipeline

How to Apply

Qualified candidates should submit a resume outlining their sales experience, relevant industry experience, territory responsibilities, and measurable sales accomplishments.

Candidates who advance in the selection process will be required to execute a Non-Disclosure Agreement before an interview is scheduled.

Only candidates willing to comply with this confidentiality requirement will be considered for an interview.