Territory Sales Manager, Industrial Equipment

Henry North; Carson (CA); On-site; USD 60,000 - 120,000; Full time

Job summary

Territory Sales Representative / Business Development Manager position based in Southern California seeks a field-based professional to grow and manage a defined territory. You will develop new business, expand existing accounts, and sell material handling equipment to warehouses, manufacturers, distributors, and logistics operations.

This hunter-farmer role requires daily prospecting, building long-term customer relationships, and owning deals from discovery through close and post-sale

Qualifications

• 2–7+ years of B2B field sales experience in material handling or industrial equipment.
• Comfortable with cold calling, in-person prospecting, and relationship selling.
• Willingness to travel daily within territory and manage a defined Southern California area.
• Strong discovery skills and ability to sell value, not just price.

Responsibilities

• Prospect and develop new customer relationships through calls, site visits, referrals, and networking.
• Build and execute a territory plan focused on revenue growth and market penetration.
• Identify opportunities for equipment replacement, fleet expansion, and warehouse optimization.
• Conduct on-site discovery meetings to understand customer operations and challenges.
• Prepare pricing, proposals, and ROI justifications.
• Manage opportunities through the full sales cycle from quote to close.
• Coordinate with service, parts, and operations teams to ensure customer satisfaction.

Skills

B2B sales

Cold calling

Relationship selling

CRM proficiency

Territory planning

Job description

Territory Sales Representative / Business Development Manager

Location: Long Beach, CA (Surrounding areas)

Industry: Material Handling / Warehouse Equipment

Overview

We are seeking a driven, field-based Territory Sales Representative to grow and manage a defined Southern California territory. This role is responsible for developing new business, expanding existing accounts, and selling material handling equipment and solutions to warehouses, manufacturers, distributors, and logistics operations.

This is a true hunter-farmer role: you’ll prospect daily, build long-term customer relationships, and own deals from initial discovery through close and post-sale follow-up.

Key Responsibilities

Business Development & Territory Growth

• Prospect and develop new customer relationships through cold calls, site visits, referrals, and networking
• Build and execute a territory plan focused on revenue growth and market penetration
• Identify opportunities for equipment replacement, fleet expansion, and warehouse optimization
• Conduct on-site discovery meetings to understand customer operations and challenges
• Recommend appropriate material handling equipment and solutions
• Prepare and present pricing, proposals, and ROI justifications
• Manage opportunities through the full sales cycle from quote to close

Account Management

• Maintain and grow existing customer relationships
• Coordinate with service, parts, and operations teams to ensure customer satisfaction
• Act as a long-term partner and trusted advisor to accounts

Internal Collaboration

• Work closely with service managers, technicians, and operations teams
• Maintain accurate activity and pipeline tracking in CRM
• Participate in sales meetings, training, and ongoing product education

Ideal Candidate Profile

• 2-7+ years of B2B field sales experience (material handling, industrial equipment, capital equipment, or similar preferred)
• Comfortable with cold calling, in-person prospecting, and relationship selling
• Strong discovery skills and ability to sell value, not just price
• Self-motivated, organized, and accountable in a largely autonomous role
• Comfortable working in warehouse and industrial environments
• Valid driver’s license and willingness to travel daily within territory