West Bay Area Equipment Sales Representative (Outside Sales)

Henry North; Alameda (CA); On-site; USD 70,000 - 110,000; Full time

Job summary

Henry North is seeking an experienced Account Manager to grow existing customer relationships and develop new business within a defined Northern California territory. You will understand customer needs, drive sales of equipment and aftermarket services, and manage the full sales cycle from proposal through close.

You will spend time in the field visiting customer sites, presenting solutions, and collaborating with service and logistics teams to ensure customer success.

Qualifications

• 2+ years of direct sales experience selling forklifts, lift trucks, warehouse equipment, or material handling systems.
• Demonstrated success managing territory-based or account-based sales.
• CRM experience and comfort with sales reporting tools.

Responsibilities

• Manage a portfolio of established accounts and identify expansion opportunities within the territory.
• Identify and qualify new prospects; develop a business development strategy for new customer acquisition.
• Conduct site visits to understand customer operations and equipment requirements; present tailored solutions.
• Negotiate pricing, terms, and service agreements; drive the full sales cycle from proposal to close.

Skills

Field sales

Account management

Negotiation

CRM experience

Sales reporting

Communication

Territory travel

Tools

CRM systems

Sales reporting tools

Job description

West Bay Area

About the Company

We are a leading distributor of material handling equipment and solutions, serving a diverse customer base across Northern California. We partner with end users, fleet operators, and facility managers to deliver reliable forklifts, lift trucks, AGVs, and integrated handling systems backed by strong service and support.

The Role

We're looking for an experienced Account Manager to build and grow existing customer relationships while developing new business within a defined territory. You'll be responsible for understanding customer needs, driving sales of equipment and aftermarket services, managing the full sales cycle, and serving as the primary point of contact for key accounts.

This is a hands-on role—you'll spend time in the field visiting customer sites, presenting solutions, and collaborating with our service and logistics teams to ensure customer success.

Key Responsibilities

• Manage a portfolio of established accounts and identify expansion opportunities within the territory
• Identify and qualify new prospects; develop and execute a business development strategy for new customer acquisition
• Conduct site visits and needs assessments to understand customer operations, pain points, and equipment requirements
• Present equipment options and system solutions tailored to customer needs
• Negotiate pricing, terms, and service agreements
• Manage the sales process from proposal through close and handoff to service/operations
• Build and maintain strong relationships with decision-makers and key contacts at customer locations
• Coordinate with service, parts, and logistics teams to ensure smooth delivery and customer satisfaction
• Track pipeline, forecast, and report on territory performance and activity
• Attend industry events, trade shows, and networking opportunities as needed

Required Qualifications

• 2+ years of direct sales experience selling forklifts, lift trucks, warehouse equipment, or material handling systems
• Demonstrated success managing territory-based or account-based sales
• Strong understanding of forklift and material handling equipment markets
• Ability to understand customer operations and translate technical requirements into equipment solutions
• Excellent communication and negotiation skills
• Self-motivated and comfortable working independently in the field
• Valid driver's license and willingness to travel within the territory
• CRM experience and comfort with sales reporting tools

Preferred Qualifications

• Experience selling warehousing equipment, forklifts or racking
• Familiarity with dealer/distributor sales models
• Background in industrial equipment, industrial automation, or facility operations
• Existing relationships or territory knowledge in the San Mateo/Santa Clara region
• Experience with fleet management or customer asset management solutions

What We're Looking For

• Consultative seller who listens to customer needs before pitching
• Organized and detail-oriented, with strong follow-through
• Comfortable with field-based work and customer visits
• Collaborative mindset—works well with service, parts, and logistics teams
• Growth-minded and interested in developing new business