Territory Manager

Territory Manager - Western Oregon & California Full-time|Field-Based / Extensive Travel|Base Salary + Commission & Performance Bonus Opportunities About Rankin Equipment Rankin Equipment Co. is a fifth-generation, family-owned company serving equipment dealers throughout the Western United States. We provide agricultural, landscape, and light construction attachments backed by extensive inventory, dependable service, industry knowledge, and timely delivery. The Opportunity We are looking for a Territory Manager who wants to do more than maintain a book of business. This person will own the commercial performance of the assigned territory- growing existing dealers, developing new accounts, expanding product penetration, and systematically increasing Rankin's market share. This is not simply a relationship-management or route-sales role. The successful TM understands the market, knows where Rankin is underrepresented, prioritizes the highest-value opportunities, and converts field activity into profitable revenue. What You'll Own Territory Growth: Develop and execute quarterly and annual territory plans tied to revenue, margin, dealer growth, product growth, and market-share objectives. Existing Dealer Expansion: Grow strategic accounts by increasing revenue per dealer, product/category penetration, participating locations, and repeat business. New Business Development: Consistently identify, qualify, and develop new dealers, locations, rental businesses, construction equipment organizations, and other qualified channels. Product & Category Penetration: Understand what each dealer buys today-and identify what they should be buying from Rankin based on their equipment mix, customers, geography, and market. Strategic Dealer Development: Prioritize accounts based on current revenue, potential, strategic importance, and growth opportunity; build relationships beyond a single contact. Purposeful Territory Travel: Plan dealer visits and travel around measurable commercial objectives, not geography or habit alone. Prepare for visits, document outcomes, and drive clear next steps. Pipeline & CRM Discipline: Maintain accurate dealer, contact, opportunity, visit, competitive, and follow-up information. Use the CRM to manage the territory—not merely report activity. Forecasting & Accountability: Maintain credible forecasts and be able to explain where growth is coming from, where business is declining, which opportunities matter most, and what is needed to advance them. Market Intelligence: Serve as Rankin's eyes and ears in the territory by communicating competitor activity, pricing, dealer needs, product gaps, and emerging opportunities. Dealer Training & Enablement: Conduct product demonstrations and training that help dealer salespeople confidently position and sell Rankin products. How Success Will Be Measured Success is measured by business results and the activities that create them, including territory revenue and gross-margin performance; growth within existing dealers; new active dealers and locations; new-dealer revenue; product/category penetration; qualified pipeline and conversion; dealer retention/reactivation; forecast accuracy; CRM quality and follow-through; and execution of territory plans. Activity alone is not the objective. Effective activity should produce measurable commercial results. What We're Looking For Proven success in outside sales, territory management, dealer development, business development, or a comparable commercial role. Demonstrated ability to grow existing accounts while developing new business. Strong commercial judgment, relationship-building, communication, presentation, negotiation, organization, and follow-through. Ability to independently manage a large geographic territory and prioritize opportunities based on business impact. Comfort with measurable goals, CRM discipline, forecasting, and accountability. Willingness and ability to travel extensively throughout the assigned territory. Proficiency with CRM systems and Microsoft Office. Preferred Experience Agricultural equipment, construction equipment, attachments, implements, rental equipment, or related industry experience; selling through equipment dealers or distributors; developing multi-location dealer groups; conducting equipment demonstrations or dealer sales training; and knowledge of Western Oregon and California equipment markets. Bachelor's degree preferred; equivalent relevant professional experience will be considered. The Person We Want You see a territory and start asking: Where are we winning? Where aren't we? Which dealers should be bigger? Who aren't we doing business with? What else should our existing dealers be buying? What is the competition doing better—and what am I going to do about it? You enjoy relationships, but you also enjoy results. You can walk into a new dealership and earn the business—and walk into a 20-year Rankin account and find the next opportunity. We want Territory Managers who treat their territory like their own business. What We Offer Competitive base salary with commission and performance bonus opportunities Health, dental, and vision insurance 401(k) with employer match Company vehicle and paid time off Professional growth and development opportunities The opportunity to directly influence Rankin Equipment's growth across the Western United States #J-18808-Ljbffr