Territory Sales Manager - East

Ebsco Subscription Services España SL; Pennsylvania; On-site; USD 70,000 - 120,000; Full time

Job summary

Bailey International is a forward-thinking company focused on excellence in Sales Operations and Supply Chain management for hydraulic and electronic control solutions. The Territory Sales Manager will develop relationships with mid-sized clients, drive revenue in a defined U.S.

territory (Northwest), and upsell services and products to current and new businesses. 60% travel may be required, and a technical bachelor’s degree is preferred.

Qualifications

• Bachelor’s degree required; strong preference for a technical discipline.
• At least five years of experience in a technical product sales role with a proven track record.

Responsibilities

• Proactively initiates and expands business opportunities for hydraulic system components.
• Expands the customer base to meet or exceed sales targets and drive revenue growth.
• Builds and maintains long‑term partnerships with customers to increase share‑of‑wallet.
• Gathers market feedback to refine product competitiveness and market positioning.
• Uses Challenger Sales Model to provide customized solutions.
• Maintains high sales activity and logs interactions in the CRM system.
• Represent Bailey International at industry trade shows and events.
• Collaborates with internal teams to address customer needs and resolve issues.
• Leads market research to identify new opportunities and tracks leads in CRM.
• Manages sales activities with budget-conscious travel planning.

Skills

Analytical skills

Problem-solving

Willingness to travel

Education

Bachelor’s degree in technical discipline

B.S. degree preferred

Job description

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Bailey International is a forward-thinking company dedicated to excellence in Sales Operations and Supply Chain management. We specialize in engineering, manufacturing, and sourcing hydraulic and electronic control solutions that drive key industries like agriculture, construction, and transportation. With a steadfast focus on quality, innovation, and customer success, we take pride in being a trusted partner in motion control solutions. Whether on the shop floor or in the boardroom, our culture is built on integrity, collaboration, and a commitment to continuous improvement.

Job Summary

The Territory Sales Manager is responsible for organic and new account sales growth in the hydraulic equipment marketplace. Assigned to a ‘GEO’, the position has a defined geographic territory within the U.S.A. The sales professional is located in the geographical NorthWestterritory, i deally residing in Pennsylvania.

Develops relationships with mid-sized clients to increase revenue. Pursues relationships with potential new accounts and identifies business opportunities to upsell services/products to current and new businesses. Drives retention and growth among customers by understanding their business needs and helping them succeed. Has detailed knowledge of products and services offered and ensures that products and services consistently meet client needs. Maintains a cadence of communicating with customers to ensure client satisfaction and promote ongoing contract renewal. Advises internal teams on product and service improvements/suggestions based on client feedback. Provides sales quotes and responds to requests for proposals. Typically requires a bachelor's degree. Typically reports to a manager. P02-Intermediate : Occasionally directed in several aspects of the work. Gaining exposure to some of the complex tasks within the job function. Typically requires 2-4 years of related experience.

Job Responsibilities

• Business Development: Proactively initiates, manages, and expands business opportunities for hydraulic system components, including cylinders, valves, manifolds, pumps, motors, service parts, and custom hydraulic kits.
• Sales Growth: Expands the customer base to meet or exceed individual and team sales targets, driving revenue growth in assigned territories.
• Customer Relationship Management: Builds and maintains strong, long-term partnerships with customers to increase share-of-wallet while helping them achieve their business goals.
• Market & Competitive Insight: Conducts independent market research and gathers customer feedback to provide insights on product competitiveness, helping Bailey refine its market positioning.
• Strategic Selling Approach: Utilizes the Challenger Sales Model to engage customers, challenge conventional thinking, and provide customized solutions that enhance their performance metrics.
• Sales Activity & CRM Management: Maintains a high level of sales activity, meeting key performance indicators (KPIs) for in-person visits and virtual calls. Logs all interactions daily in the CRM system.
• Trade Show Engagement: Represents Bailey International at industry trade shows, effectively engaging with prospects and strengthening relationships with existing customers to expand business opportunities.
• Cross-Functional Collaboration: Works closely with internal departments to address customer needs, ensuring timely resolution of issues and seamless service.
• Lead Generation & Prospecting: Conducts market research to identify new business opportunities, actively pursuing leads through cold calling and targeted outreach. Leverages Bailey’s Business Development Team for additional prospecting support and tracks all leads in the CRM.
• Budget-Conscious Sales Execution: Manages sales activities efficiently while optimizing travel expenses and adhering to budgetary guidelines.

Job Requirements

• Bachelor's degree, strong preference to a B.S. degree in a technical discipline. B.A. degrees also considered.
• At least five years of experience in a technical product sales role with a proven track record of selling success.
• Experience selling to OEM’s and distribution partners alike.
• Hydraulic sales experience from a hydraulic fluid power manufacturing company or distributor a plus.
• Able to travel up to 60% of the time, overnight travel included.
• Works autonomously and collaboratively in a fast past environment while maintaining focus on achieving sales goals and job function KPI’s.
• Proficient with Microsoft office products from professional customer communication letters to mid-level excel skills for customer and sales data analysis.
• Sits in an office environment and/ or in front of a computer for long periods of time with or without reasonable accommodations.
• Strong analytical and problem-solving skills.
• Lifts up to 50 pounds with or without reasonable accommodations.
• Ability to work weekends based on business needs.
• Walks throughout a large facility with or without reasonable accommodations

At Bailey International, we prioritize culture and seek candidates who embody our core values: Passion, Teamwork, Creativity, and Delivery. The ideal candidate brings a positive attitude, thrives in a collaborative environment, communicates proactively, and demonstrates curiosity, innovation, and adaptability. As a company rooted in continuous improvement, we encourage all employees to contribute creatively, while fostering both personal and team growth. We are committed to building an inclusive workplace where everyone feels valued and respected. Employment decisions are made without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected by federal, state, or local laws.

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