Sales Territory Manager

Yamato Corporation; Lake Forest (CA); On-site; USD 90,000 - 140,000; Full time

Benefits offered by this job

Health benefits

401(k) with company match

PTO 18 days

10 holidays

Job summary

Yamato Corporation, a global leader in weighing, filling, and inspection solutions, is seeking a Sales Territory Manager in California to drive order intake and revenue growth within an assigned territory.

You will engage directly with end users, OEMs, and channel partners, manage the full sales cycle, and collaborate with cross-functional teams to deliver the best engineered solutions while expanding market share.

Qualifications

• Bachelor’s degree or equivalent experience required.
• 5–10 years of sales experience, preferably in capital equipment or related industry.
• Proven ability to manage complex sales cycles and close business.
• Strong organizational, communication, and presentation skills.
• Demonstrated ability to build relationships and influence decision‑makers.
• Proficiency in Microsoft Office; experience with Salesforce and Epicor preferred.
• Technical aptitude for engineered solutions.
• Ability to travel a minimum of 51%, with occasional international travel required.
• Valid driver’s license and insurance eligibility.
• Valid passport required for international travel.

Responsibilities

• Achieve Sales Targets & Territory Performance: Meet or exceed annual order intake and KPI targets. Partner with Sales Manager North America to develop and execute territory-specific plans aligned with the North American strategy, using methodologies such as SPIN Selling, Miller Heiman, and Sandler.
• Sales Strategy & Opportunity Development: Prioritize direct end-user engagement, support OEM opportunities, and identify new business within target industries and accounts. Manage the full sales cycle from prospecting through closing.
• CRM Utilization & Pipeline Management: Use Salesforce to manage the pipeline, track opportunities, and support forecasting. Maintain accurate opportunity data and provide regular pipeline updates.
• Customer Engagement & Solution Selling: Conduct meetings and presentations, support demonstrations, and collaborate with internal teams to align on the best technical solution.
• Cross-Functional Collaboration: Partner closely with project management, engineering, service, marketing, and other teams to ensure successful project execution and a seamless customer experience.
• Market Intelligence & Business Development: Monitor market trends, competitive activity, and customer needs, providing insights and recommendations to support product positioning.
• Technical Product Knowledge: Develop strong knowledge of Yamato equipment and continuously improve technical sales capabilities.
• Reporting & Communication: Provide regular reporting on sales activity, forecasts, and territory performance, and communicate progress and challenges effectively.
• Trade Shows & Industry Engagement: Represent Yamato at trade shows, customer events, and industry functions to support lead generation and brand awareness.

Skills

Sales experience

Communication

Presentation skills

Relationship building

Independent work

Negotiation

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

Epicor

Job description

Description

Candidates must be authorized to work in the United States. Visa sponsorship is not available for this role.

About Yamato: Yamato is a global leader in advanced weighing, filling, and inspection solutions, with a legacy dating back to 1920. The company manufactures weighing technology used in heavy industrial and food applications. Learn more at YamatoAmericas.com.

Employee Benefits

• Comprehensive Health Benefits: 100% company-paid premiums for health, dental, and vision coverage, along with life insurance and short- and long-term disability options.
• 401(k) with Company Match & Immediate Vesting: Eligibility begins the first day of the month following 30 days of service, with a 4% company match on employee contributions of 5% or more. Fully vested in the employer match from day one.
• Generous Paid Time Off (PTO): 18 days of PTO each calendar year.
• PTO Carryover Benefits: A portion of unused PTO can be carried over into the following year.
• 10 Company-Paid Holidays: 10 paid holidays each calendar year.

Job Function

The Sales Territory Manager (STM) drives order intake, revenue growth, and market share within an assigned territory by executing strategic sales plans. The role focuses on direct engagement with end users, OEM field sales representatives, and channel partners to identify opportunities, present solutions, and close business across Yamato’s product lines.

Essential Functions

• Achieve Sales Targets & Territory Performance: Meet or exceed annual order intake and KPI targets. Partner with Sales Manager North America to develop and execute territory-specific plans aligned with the North American strategy, using methodologies such as SPIN Selling, Miller Heiman, and Sandler.
• Sales Strategy & Opportunity Development: Prioritize direct end-user engagement, support OEM opportunities, and identify new business within target industries and accounts. Manage the full sales cycle from prospecting through closing.
• CRM Utilization & Pipeline Management: Use Salesforce to manage the pipeline, track opportunities, and support forecasting. Maintain accurate opportunity data and provide regular pipeline updates.
• Customer Engagement & Solution Selling: Conduct meetings and presentations, support demonstrations, and collaborate with internal teams to align on the best technical solution.
• Cross-Functional Collaboration: Partner closely with project management, engineering, service, marketing, and other teams to ensure successful project execution and a seamless customer experience.
• Market Intelligence & Business Development: Monitor market trends, competitive activity, and customer needs, providing insights and recommendations to support product positioning.
• Technical Product Knowledge: Develop strong knowledge of Yamato equipment and continuously improve technical sales capabilities.
• Reporting & Communication: Provide regular reporting on sales activity, forecasts, and territory performance, and communicate progress and challenges effectively.
• Trade Shows & Industry Engagement: Represent Yamato at trade shows, customer events, and industry functions to support lead generation and brand awareness.

Additional Responsibilities

Domestic and possible international travel requirements, including some weekend travel.

Supervisory Responsibilities

No

Qualifications

• Living in territory is preferred.
• Bachelor’s degree or equivalent experience required.
• 5–10 years of sales experience, preferably in capital equipment or related industry.
• Proven ability to manage complex sales cycles and close business.
• Strong organizational, communication, and presentation skills.
• Demonstrated ability to build relationships and influence decision‑makers.
• Proficiency in Microsoft Office; experience with Salesforce and Epicor preferred.
• Technical aptitude for engineered solutions.
• Ability to work independently while collaborating with cross‑functional teams.
• Ability to handle short periods of time in cold, damp, or warm environments during customer visits.
• Ability to climb ladders and mezzanines averaging 15 feet.
• Ability to travel a minimum of 51%, with occasional international travel required.
• Valid driver’s license and insurance eligibility.
• Valid passport required for international travel.

Physical Demands

Regularly required to sit, talk, or hear, use hands to finger, handle, or feel, occasionally stand, walk, reach, and lift up to 20 pounds. Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.

Disclaimer

The above is only a summary of typical functions of this job. The responsibilities, tasks, and duties may differ and other duties might be part of this position.