Territory Development Manager (Remote)

The Heico Companies LLC; Michigan; Remote; USD 60,000 - 80,000; Full time

Job summary

A leading company in the distribution sector is seeking a Sales Channel Development Manager to enhance market share and support dealer growth. This full-time role involves strategic planning, customer engagement, and training to position PTL as a premium brand. Candidates should have a degree and at least 3 years of relevant experience, with strong communication and organizational skills. Frequent travel is required.

Qualifications

• Minimum of 3+ years in distribution channel development, territory management, and account management.
• Excellent written and verbal communication skills.
• Knowledge of relevant industries such as material handling, oil & gas, mining, construction, and utilities.

Responsibilities

• Develop and deploy a territory Channel Development Plan to grow market share.
• Identify and pursue new strategic customers.
• Train dealer personnel on PTL products.

Skills

Communication

Organizational

Project Management

Interpersonal

Attention to Detail

Mechanical Skills

Hydraulic System Skills

Education

B.A. or B.S. degree

Tools

MS Office

Adobe Acrobat

CRM/ERP software

Job description

Drive Business Results

1. Develop, along with the Director of Sales, and deploy a territory Channel Development Plan to grow PTL’s market share and improve the quality and effectiveness of our channel partners.
2. Identify and actively pursue & successfully sell PTL products to new strategic direct customers and expand business within existing accounts.
3. Canvas dealers within the territory for prospective PTL dealers and gather intelligence on competitors’ channel capabilities.
4. Communicate critical milestones, process changes, growth incentives, and other notifications to dealers in real-time to ensure proper awareness of business operations.
5. Report competitor activities, including pricing and product development, providing supporting documentation when available.
6. Implement dealer scorecard activities to set goals, monitor progress, and work with dealers to develop retail growth plans.
7. Collaborate with dealers to expand PTL’s retail customer base and diversify the market scope.
8. Report on sales results versus goals and develop plans to meet or exceed targets.
9. Connect PTL dealers with internal resources for prompt service, including departments like Service, Aftermarket, Marketing, and Accounts Receivable.

Product Line Responsibilities

1. Understand and become an expert in all PTL products, capabilities, and applications, and convey this knowledge to stakeholders and customers.
2. Train dealer personnel and customers on PTL products to position PTL as a premium brand.
3. Work with PTL O.E. Parts Sales to promote genuine parts and educate dealers and customers on the benefits of OE parts.

Experience and Education

• Minimum of 3+ years in distribution channel development, territory management, and account management.
• B.A. or B.S. degree required.
• Excellent written and verbal communication skills.
• Proficient in MS Office, Adobe Acrobat, and CRM/ERP software.
• Strong attention to detail, organizational, interpersonal, and project management skills.
• Knowledge of relevant industries such as material handling, oil & gas, mining, construction, and utilities.
• Strong mechanical and hydraulic system skills.

Additional Details

• This is a full-time position, Monday through Friday, 8:00 AM to 4:30 PM, with potential extended hours.
• Frequent travel, up to 75%, including overnight stays.
• Remote, field-based work environment, with occasional site visits requiring navigating uneven terrain and equipment entry/exit.
• Exposure to fumes, airborne particles, and moving mechanical parts during site visits.