Territory Sales Manager

Territory Sales Manager, Mobile Equipment (Sales Engineer)

Atlanta, GA | Field Sales | Job ID: IF-ATLA-001

About the Opportunity

Precision Sales Recruiting is partnering with a global, privately held manufacturer of industrial automation sensors, controls, and machine systems to hire a Business Development Sales Engineer for its Industrial Mobile business. This team sells into on-highway and off-highway equipment builders in construction, municipal vehicles (fire trucks, refuse trucks, street sweepers), agriculture, and transportation and logistics.

The company is opening a new location in Atlanta, and this seller will be based in the Atlanta metro. The territory runs from southern Virginia through North Carolina, South Carolina, Georgia, and parts of Florida. Over time, the role may also manage a distribution partner covering Alabama and Mississippi.

This is a hunter role. You will get the company’s sensors, controls, and systems designed into equipment fleets at manufacturers. You will engage engineering and purchasing groups and work up to the C-suite on sales cycles that can last years.

Compensation and Benefits

• Base salary: $127,000 to $145,000, with room above the range for an exceptional candidate
• Uncapped commission on all new revenue you generate
• The top performer on the mobile team earned $200,000 in commission last year, on top of base
• Company-leased vehicle with maintenance covered
• Medical with no deductible
• Voluntary dental and vision
• Company-paid short-term and long-term disability
• 401(k) with a 100 percent match on up to 6 percent of pay after six months
• 11 paid holidays, 15 vacation days, and 5 paid sick days
• Relocation assistance available for the right candidate

What You Will Do

• Own a large Southeast territory covering southern Virginia, the Carolinas, Georgia, and parts of Florida, working an inherited base of accounts and open ground
• Cover the territory mostly by car, with flights where they make more sense. It is a lot of miles, and many reps plan their routes in rotations, for example Georgia, Alabama, and Mississippi one month and the Carolinas the next
• Open new accounts at mobile equipment manufacturers and get product designed into their fleets
• Run consultative discovery with engineering and purchasing teams, selling on value rather than price
• Manage deals of very different lengths. Fleet-wide vision projects run 12 to 24 months, proximity sensors can close the same day, and mechatronic and flow sensors fall in between
• Work with an applications and software engineering team whose least experienced engineer has 21 years in the market
• Use warm targets. The company buys company databases and runs direct marketing into the territory, so prospecting starts with identified, warmed accounts rather than list-building

What You Bring

• 5 to 8 years selling technical products into on-highway or off-highway equipment builders. Capital equipment sellers are welcome, and strong candidates with 7 to 12 years will be considered. Sellers from mobile hydraulics, controls, and industrial automation manufacturers will be considered without direct on-highway or off-highway experience, though it is preferred
• Direct sales experience where you owned the customer relationship. Hybrid roles that split time between direct and distribution sales are a fit
• New business development, with named accounts you opened and can walk through in detail
• Technical fluency: you can hold a credible conversation about sensors, controls, and machine systems without writing code
• Comfort with long sales cycles that involve many stakeholders in engineering and purchasing
• Strong consultative discovery skills
• A technical degree, or experience that clearly makes up for not having one
• You live in the Atlanta metro, or you bring on-highway or off-highway market experience and are open to relocating

Strongly Preferred

• Existing relationships with equipment manufacturers in construction, municipal vehicles, or transportation and logistics
• Experience at a system integrator serving mobile equipment builders, or at a distributor where you carried direct sales responsibility
• Experience selling for a direct manufacturer, or a clear reason for wanting to move to one
• A degree in engineering or physics. Nearly all of the current mobile team hold one

Backgrounds That Fit Well

• Mobile hydraulics and controls manufacturers
• PLC and industrial automation manufacturers
• System integrators and direct-selling distributors serving mobile equipment builders
• Capital equipment sales at equipment builders
• Sales into mobile OEMs such as John Deere, Caterpillar, Komatsu, CNH, JLG, Terex, Vermeer, Altec, Heil, and Ditch Witch

Common current titles: Business Development Manager, Territory Sales Manager, Regional Sales Manager, Account Manager, Technical Sales Engineer, Application Sales Engineer, Outside Sales Engineer.

Who Thrives Here

• A team player who shares information freely and does well on a team measured as a group
• Someone with high ethical standards who does what they say they will do
• A true hunter who is patient enough for a multi-year cycle
• Technical enough to earn credibility with engineers, and confident enough to sell value without discounting
• Needs little day-to-day coaching but stays coachable on product and process

What Training Covers

The company trains you on its products, applications, solutions, and systems. It does not train market knowledge, so you need to already know the mobile equipment world.

Support Behind You

You will report to an executive who handles supply issues, pricing pressure, and collections so you can stay in front of customers.

About Precision Sales Recruiting

Precision Sales Recruiting is a veteran-owned recruiting firm in Fort Worth, Texas. It places sales professionals only with manufacturing, capital equipment, industrial distribution, and manufacturing technology companies.