Territory Sales Manager

About the Role:

We are seeking a results-driven Territory Sales Manager / Account Manager to drive revenue growth, expand market share, and develop long-term customer relationships in the material handling equipment industry throughout the Houston, Texas area. This position focuses on consultative sales of new and used forklifts, lift trucks, warehouse equipment, fleet management solutions, parts, service, and equipment rentals. The ideal candidate is a highly motivated outside sales professional with strong business development, territory management, and technical sales skills. Success in this role requires the ability to communicate product value, develop cost-justified solutions, and leverage total cost of ownership (TCO) selling strategies to help customers improve operational efficiency and productivity.

Responsibilities:

• Develop and execute strategic territory sales plans to drive revenue growth, increase market penetration, and expand the customer base throughout the assigned Houston-area territory.
• Identify, prospect, and secure new business opportunities through cold calling, onsite customer visits, networking events, referrals, inbound leads, and targeted business development initiatives.
• Manage and grow existing customer accounts by building strong relationships with decision-makers, identifying additional sales opportunities, and delivering exceptional customer service.
• Promote and sell new and used forklifts, lift trucks, material handling equipment, warehouse solutions, allied products, equipment rentals, replacement parts, and maintenance services.
• Utilize consultative selling, value-based selling, cost justification, premium product positioning, and total cost of ownership (TCO) analysis to demonstrate financial and operational benefits to customers.
• Conduct customer needs assessments, facility evaluations, product demonstrations, and technical presentations to recommend equipment and service solutions aligned with operational requirements.
• Develop comprehensive sales proposals, equipment quotations, pricing recommendations, purchasing agreements, and financing or rental options based on customer needs.
• Manage the complete sales cycle, including lead generation, prospect qualification, customer presentations, proposal development, contract negotiation, closing, and post-sale account management.
• Collaborate with internal sales, service, parts, rental, and operations teams to deliver integrated material handling solutions and maximize customer satisfaction.
• Analyze market trends, competitor activity, customer purchasing patterns, and industry developments to identify growth opportunities and improve territory sales performance.
• Maintain accurate customer records, sales activities, opportunity pipelines, and account information in Salesforce or comparable customer relationship management (CRM) software.
• Prepare sales forecasts, track key performance indicators (KPIs), monitor pipeline activity, and provide regular territory performance updates to sales leadership.
• Educate customers on fleet management best practices, equipment lifecycle costs, preventive maintenance programs, and strategies to improve warehouse productivity and equipment utilization.
• Follow up consistently on customer inquiries, open quotations, proposals, and sales opportunities to improve conversion rates and strengthen customer relationships.
• Participate in ongoing product training, sales development programs, industry events, and professional networking opportunities to maintain technical expertise and competitive market knowledge.

Qualifications:

• Proven experience in outside sales, territory sales management, account management, business development, technical sales, or B2B sales, with a demonstrated ability to achieve or exceed sales targets.
• Experience selling industrial equipment, mechanical products, technical solutions, or business services, with the ability to understand customer applications and recommend appropriate solutions.
• Strong knowledge of consultative selling techniques, relationship-based sales, value proposition development, sales prospecting, and contract negotiation.
• Ability to communicate equipment performance, return on investment (ROI), total cost of ownership (TCO), and cost-benefit analysis to support purchasing decisions.
• Demonstrated ability to independently manage a sales territory, prioritize customer opportunities, develop account strategies, and maintain a consistent pipeline of qualified prospects.
• Excellent interpersonal, verbal, written, and presentation skills, with the ability to communicate effectively with business owners, operations managers, warehouse managers, purchasing teams, and executive stakeholders.
• Proficiency in Microsoft Office applications, including Excel, Word, Outlook, and PowerPoint, along with experience using Salesforce or similar CRM software.
• Strong analytical, mathematical, and problem-solving skills, including the ability to calculate equipment pricing, discounts, margins, commissions, percentages, and sales projections.
• Mechanical aptitude and the ability to learn technical product specifications, equipment applications, maintenance requirements, and industrial operating environments.
• Self-motivated, competitive, and resilient sales professional with strong organizational skills, a customer-first mindset, and the ability to work independently while collaborating across departments.
• Valid driver's license and ability to travel regularly throughout the assigned territory for customer meetings, equipment demonstrations, and business development activities.
• Ability to work safely in industrial, warehouse, and customer facility environments, including locations with moving equipment, varying temperatures, and occasional elevated noise levels.

Desired Qualifications:

• Associate's or Bachelor's degree in Business Administration, Marketing, Sales, Engineering, Industrial Technology, or a related field, or an equivalent combination of education and professional sales experience.
• Previous sales experience in material handling equipment, forklift sales, lift truck sales, industrial equipment, capital equipment, warehouse equipment, or industrial distribution.
• Knowledge of electric forklifts, internal combustion lift trucks, reach trucks, pallet jacks, order pickers, warehouse automation, and related material handling technologies.
• Experience selling equipment maintenance agreements, industrial parts, fleet management programs, equipment rental services, or integrated warehouse solutions.
• Familiarity with premium equipment sales strategies, return on investment analysis, lifecycle cost evaluation, and value-based selling in competitive industrial markets.
• Established relationships within the Houston-area industrial, manufacturing, logistics, distribution, warehousing, or supply chain sectors.
• Experience developing strategic accounts, expanding existing territories, managing complex sales opportunities, and consistently exceeding revenue or gross profit objectives.
• Bilingual proficiency in English and Spanish to support customer communication and relationship development across diverse business environments.