Associate Territory Manager

The Role

The Associate Territory Manager owns RICO's explosion-proof (EX) lift truck line across the entire United States, working closely with RICO's Independent Dealer Network and alongside the two Territory Managers who own everything else in their territories. Explosion-proof is the most technically demanding product RICO builds, and one person carries it nationally. You build the customer and dealer relationships, qualify opportunities, and close EX sales anywhere in the country. RICO pairs you with an engineer or technical resource to develop the specification and close the deal alongside you.

This is a defined growth track. Reps who build technical fluency and a track record of results over roughly two to three years are positioned for promotion to Territory Manager as openings arise, taking on a full territory, RICO's broader product line, and the higher earning potential that comes with it.

This is an in-office role based at RICO's Medina, Ohio plant. You sit with the sales team and have RICO's engineers down the hall, with roughly 15% travel nationally. You report to the Director of Sales, the same as the Territory Managers you work alongside. They are your partners on the territory, not your supervisors.

What You'll Do

Dealer Enablement & National Product Ownership

• Own explosion-proof (EX) equipment bookings across the United States.
• Support independent dealer sales teams on explosion-proof opportunities, co-selling alongside them and answering the product questions that stall a deal.
• Partner with both Territory Managers to coordinate coverage, and hand off non-explosion-proof opportunities to the Territory Manager who owns that territory, under SALES-POL-004.
• Represent RICO at trade shows, dealer events, and customer demonstrations.

Explosion-Proof Solution Selling

• Qualify customer needs and sell RICO's explosion-proof lift truck line, including hazardous-location classification and application requirements.
• Loop in a RICO engineer or technical resource on any application that needs a custom specification.
• Present proposals to dealer and customer stakeholders and negotiate commercial terms.

Pipeline & Account Management

• Manage opportunities, quotations, forecasts, and customer activity in Salesforce CRM.

Growth Track

• Build technical fluency and national EX results toward promotion to Territory Manager, with structured exposure through engineer pairings and Territory Manager mentorship.

What You'll Bring

• 2+ years of B2B sales experience; industrial or capital equipment sales a plus.
• Strong communication, presentation, negotiation, and problem-solving skills.
• Interest in growing toward a more technical, engineered-solution sales role over time.
• Willingness to travel approximately 15% nationally.

Nice to Have

• Experience selling through dealer or distributor networks.
• Exposure to material handling, industrial equipment, or capital equipment sales.
• Salesforce CRM experience.
• Mechanical aptitude or interest in technical or engineered products, and any exposure to hazardous-location or explosion-proof equipment. This develops further through on-the-job engineer pairings.

Compensation

Base Salary: $52,000-$62,000

Plus: Uncapped explosion-proof equipment bookings commission, with an accelerated rate on all sales above annual quota, and a quarterly activity bonus

Plus: Used equipment and rental commissions, uncapped and in addition to OTE

Target Earnings (OTE): $100,000-$110,000 at 100% of quota, uncapped above. OTE tracks base placement within the range.

New hires receive a commission guarantee for the first six months while onboarding and building their pipeline.

Full Benefits Package

• Medical, Dental & Vision Insurance
• 401(k) with Company Match
• Paid Time Off
• Professional Development & Product Training