Territory Manager

BROOKS EQUIPMENT; Orlando (FL); On-site; USD 85,000 - 125,000; Full time

Job summary

Brooks Equipment is seeking a Territory Manager to drive revenue growth in the Orlando area. You will acquire new customers, reactivate dormant accounts, and expand relationships across Brooks products and services.

The role requires a proactive hunting mindset, strong business acumen, and collaboration with internal teams to deliver an exceptional customer experience.

Qualifications

• Bachelor's degree in Business, Marketing, Sales, or related field preferred.
• Residence within 100 miles of Orlando, FL.
• 3+ years outside sales/territory management in industrial distribution, fire protection, safety products, MRO, construction, manufacturing, or related industry preferred.
• Demonstrated success acquiring new customers and growing existing accounts.
• Experience managing a geographic sales territory and meeting or exceeding sales goals.

Responsibilities

• Prospect and identify growth opportunities within an assigned geography.
• Build relationships with key customer decision-makers to understand operational challenges and recommend tailored solutions.
• Identify products or services that meet customer needs and propose product segment recommendations.
• Travel throughout the territory to develop customer relationships and support growth.
• Utilize CRM and business intelligence tools to manage opportunities, maintain pipeline, document interactions, and forecast territory performance.
• Analyze customer purchasing trends, competitive activity, and market conditions to develop targeted sales strategies.
• Identify upsell/cross opportunities based on customer needs.
• Participate in local trade shows, industry associations, networking events, and community activities to enhance Brooks' market presence.
• Monitor competitor offerings, pricing, and market trends to differentiate Brooks.
• Maintain a high level of product knowledge and stay current on regulations, emerging technologies, and customer applications.

Skills

Business development

Consultative selling

Relationship building

Communication skills

Negotiation

CRM software

Sales forecasting

Data analysis

Time management

Team collaboration

Education

Bachelor's degree

Tools

CRM software

Microsoft Office

Job description

The Territory Manager is responsible for driving profitable revenue growth within an assigned geographic territory surrounding a Brooks distribution center. This role serves as the primary commercial representative for the territory, focused on acquiring new customers, reactivating dormant accounts, expanding existing customer relationships, and increasing market penetration across all Brooks product and service offerings

The Territory Manager develops trusted customer relationships by understanding business needs, identifying value-added solutions, and leveraging Brooks' technical expertise, distribution capabilities, and service offerings. Success in this role requires a proactive hunter mentality, strong business acumen, disciplined sales execution, and effective collaboration with internal partners to deliver an exceptional customer experience.

Key Responsibilities

• Responsible for prospecting and identifying growth opportunities within an assigned geography, delivering growth through the activation of dormant and/or under penetrated accounts.
• Build strong relationships with key customer decision-makers to understand operational challenges and recommend tailored solutions.
• Identify the products or services that best meet the customer's stated/identified needs, use business intelligence and market expertise to propose product segment recommendations.
• Travel throughout the assigned territory to develop customer relationships and support business growth.
• Utilize CRM and business intelligence tools to effectively manage sales opportunities, maintain an accurate pipeline, document customer interactions, and forecast territory performance.
• Analyze customer purchasing trends, competitive activity, and market conditions to develop targeted sales strategies. Work collaboratively with all support roles to build strong customer relationships that drive a positive customer experience.
• Identify upsell/cross opportunities based on understanding of customer needs.
• Utilize data, analytics, and standardized reporting to improve time management and drive strategic activity.
• Participate in local trade shows, industry associations, networking events, and community activities to enhance Brooks' market presence.
• Monitor competitor offerings, pricing, and market trends while identifying opportunities to differentiate Brooks in the marketplace.
• Maintain a high level of product knowledge and remain current on industry regulations, emerging technologies, and customer applications.

Key Performance Indicators

Performance may be measured by:

• New customer acquisition
• Territory revenue growth
• Gross margin achievement
• Existing account expansion
• Sales activity metrics
• Forecast accuracy

Knowledge, Skills & Abilities

• Proven business development and consultative selling skills.
• Strong prospecting and relationship-building abilities.
• Excellent communication, presentation, negotiation, and interpersonal skills.
• Ability to analyze customer needs and recommend value-based solutions.
• Strong business and financial acumen, including the ability to interpret sales reports and performance metrics.
• Excellent organizational and time management skills with the ability to prioritize multiple opportunities. Customer and market analysis
• Customer relations
• Experience utilizing CRM platforms to manage customer Microsoft suite proficiency
• Team collaboration

Qualifications

• Bachelor's degree in Business, Marketing, Sales, or a related field preferred.
• Must reside within 100 miles of Orlando, FL
• Three plus years of outside sales, territory management, or business development experience in industrial distribution, fire protection, safety products, MRO, construction, manufacturing, or a related industry preferred.
• Demonstrated success acquiring new customers and growing existing accounts.
• Experience managing a geographic sales territory and meeting or exceeding sales goals.