Territory Sales Representative

Eeco; Norfolk (VA); On-site; USD 65,000 - 110,000; Full time

Job summary

EECO is seeking a Territory Sales Representative to manage and grow a diverse book of middle-market accounts in a Virginia territory. The role focuses on expanding share of wallet, new business development, and building strong, long-lasting customer relationships across multiple organizational levels.

You will collaborate with Product Managers, vendor partners, and internal teams to deliver value-driven electrical solutions, leveraging CRM data to drive strategic activity and meet revenue

Qualifications

• Bachelor’s degree preferred or equivalent sales/industry experience.
• 2–5+ years of outside B2B sales experience, preferably in industrial/electrical/manufacturing markets.
• Experience managing a book of business while actively prospecting for new customers.
• Familiarity with industrial electrical products and applications is a plus.
• Experience in the electrical distribution industry preferred.
• Proficiency using CRM tools to manage pipeline, activity, and territory planning.
• Strong written and verbal communication with diverse customer types.

Responsibilities

• Manage and grow an assigned book of accounts by increasing share of wallet and strengthening customer relationships.
• Identify, prospect, and develop new business opportunities within the assigned geographic territory.
• Develop and execute territory and account plans aligned with company growth objectives.
• Build and maintain strong relationships across multiple levels within customer organizations.
• Lead solution development addressing customer needs from fact-finding through proposal for both existing and prospective customers.
• Coordinate involvement of internal resources (Product Managers, specialists, operations, and vendor partners) to meet customer expectations and drive sales growth.
• Maintain high level of customer engagement, responsiveness, and satisfaction across all accounts.
• Utilize CRM and other tools to manage pipeline, track opportunities, and report on sales activity.
• Continuously develop product, application, and market knowledge to better serve customers and identify new opportunities.

Skills

Territory management

CRM proficiency

Prospecting

Relationship building

Communication skills

Education

Bachelor’s degree preferred

Tools

CRM software

Job description

Description

Who We Are and Why We Are Successful:

Electrical Equipment Company (EECO) is a full line electrical distributor that specializes in industrial automation and power solutions that provide solutions to reduce costs, increase reliability, and improve performance. Driven by ideas to make an impact for our customers, EECO invests in the capabilities required to increase understanding, drive recommendations, and take action.

EECO offers competitive compensation, career growth and development, and a strong benefits package. We are a drug-free workplace and an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Position Purpose:

The Territory Sales Representative (TSR) is an outside sales professional responsible for managing and growing an existing book of middle market accounts while actively developing new business within a defined geographic territory. This role is focused on driving organic growth by increasing share of wallet within existing customers and identifying, pursuing, and converting new opportunities.

The TSR will build strong customer relationships by understanding business objectives and delivering value-driven solutions that position EECO as the preferred partner for all electrical needs. Through consistent engagement, the TSR works to embed EECO into the daily operations of assigned and prospective accounts.

This position requires close collaboration with Product Managers, vendor partners, and internal support teams to ensure a high level of service, responsiveness, and technical alignment to customer needs. Success in this role depends on effective territory planning, strong prospecting skills, and the ability to balance account management with new customer acquisition.

The TSR plays a key role in executing company growth strategy at the local level, directly impacting revenue growth, market penetration, and customer retention.

Primary Responsibilities:

• Manage and grow an assigned book of accounts by increasing share of wallet and strengthening customer relationships.
• Identify, prospect, and develop new business opportunities within the assigned geographic territory.
• Develop and execute territory and account plans aligned with Company growth objectives.
• Build and maintain strong, professional relationships across multiple levels within customer organizations.
• Leads solution development efforts addressing customer needs (from fact finding through proposal) for both existing and prospective customers.
• Coordinates the involvement of internal resources (Product Managers, specialists, operations, and vendor partners) to meet customer expectations and drive sales growth.
• Maintains a high level of customer engagement, responsiveness, and satisfaction across all assigned and prospective accounts.
• Utilize CRM and other tools to effectively manage pipeline, track opportunities, and report on sales activity.
• Continuously develop product, application, and market knowledge to better serve customers and identify new opportunities.

What We Are Looking For:

• Self-motivated and results-driven, with a strong desire to win new business and grow existing accounts.
• Comfortable working independently in a territory, with strong time management and prioritization skills.
• Disciplined in using CRM and sales tools to plan activity, manage pipeline, and drive daily execution.
• Natural relationship builder who can quickly establish trust and credibility with a wide range of customers.
• Balanced “hunter/farmer” mindset—proactive in prospecting while consistently developing existing accounts.
• Strong communication skills with the ability to influence customer decisions and move opportunities forward.
• Curious by nature, with a desire to learn customer applications, products, and uncover new opportunities.
• Adaptable and resilient in a fast-paced environment, with the ability to manage multiple opportunities at various stages.
• Team-oriented, leveraging internal resources effectively while maintaining ownership of results.

Requirements

Experience:

• Bachelor’s degree preferred, or equivalent relevant sales or industry experience.
• 2–5+ years of outside B2B sales experience, preferably within industrial, electrical, or manufacturing markets.
• Experience managing a book of business while actively prospecting for new customers.
• Familiarity with industrial electrical products and applications is a plus.
• Experience in the electrical distribution industry preferred.
• Proficiency using Customer Relationship Management (CRM) tools to manage pipeline, activity, and territory planning.
• Strong communication skills (both written and verbal) with the ability to engage a wide range of customer types.
• Ability to work independently while managing multiple accounts and opportunities simultaneously.

EECO Culture:

We Value People with Values

You must have the ability to work by and speak to EECO’s cultural beliefs:

• Achieve Results - I am responsible for our Company’s Results and for aligning my activities to achieve those results.
• Delight Customers - I understand and anticipate our customers’ needs and drive innovation for their benefit.
• Straight Talk - I regularly ask for and offer direct and timely feedback.
• It’s Mine - I “Own It” and always ask the question, “What Else Can I Do?”
• Value Everyone - I appreciate every member of our team and I recognize their contributions.
• Think Team - I put the needs of the team first “because we are one EECO.”
• Build Trust - I encourage and support everyone’s contribution and new ideas in pursuit of their personal best.

For more information: www.eecoonline.com