Territory Sales Manager / Sales Engineer — Midwest

Territory Sales Manager

A manufacturer of industrial equipment and automation solutions is seeking a technical sales professional to develop business and support customer growth across the Midwest region. This is a remote position with travel of up to 50%.

Reporting to the Director of Sales, this person will pursue new opportunities and expand existing accounts. The role suits someone who can understand manufacturing challenges, work with technical teams, and guide customers through complex equipment purchases.

A sales engineering background is preferred, along with experience selling capital equipment or customized solutions to manufacturers.

Territory: Illinois, Indiana, Ohio, Michigan, Wisconsin, Pennsylvania, and Iowa.

Essential Duties and Responsibilities

Business Development

• Build a regional sales plan focused on new customers and sustainable account growth.

• Prospect manufacturers with a need for equipment, automation, or other engineered solutions.

• Research market opportunities and maintain a qualified pipeline.

Customer Relationship Management

• Build relationships with technical, operations, purchasing, and business leaders.

• Visit customer sites to understand production needs and identify potential improvements.

• Coordinate with internal teams to keep customers informed and supported.

Sales Execution

• Manage opportunities from initial discovery through proposal, negotiation, and project award.

• Work with engineering and operations to define practical solutions for customer requirements.

• Present recommendations, explain the business value, and work toward agreed sales targets.

Territory & Account Management

• Prioritize accounts and travel to make effective use of the assigned territory.

• Identify additional opportunities within existing customer relationships.

• Participate in industry events and share customer and competitor insights with the team.

Reporting & Forecasting

• Keep contact records, opportunity details, and next steps current in the CRM.

• Provide regular pipeline forecasts and updates on territory results.

• Use sales activity and performance data to refine account plans.

Education and Experience

• Five or more years of B2B sales experience in industrial equipment, automation, packaging, material handling, or related manufacturing solutions.

• Experience developing new accounts and managing sales involving multiple decision-makers and extended buying cycles.

• Sales engineering or an engineering background followed by technical sales experience is preferred.

• A degree in engineering, business, or a related discipline is preferred; relevant practical experience will also be considered.

Knowledge, Skills, and Abilities

• Ability to understand production processes and translate customer requirements into a proposed solution.

• Clear communication, presentation, negotiation, and relationship management skills.

• A proactive approach to prospecting and a track record of delivering sales results.

• Strong planning skills and the ability to manage a remote territory independently.

• Comfort using CRM software and standard business applications.

Physical Demands

• Regular computer and phone use, along with travel and in-person meetings.

• Ability to move through customer facilities and participate in site visits and industry events.

• Work may involve periods of sitting, standing, and walking.

Work Environment

The role combines a home office with visits to customer plants, company locations, and industry events. Customer visits may include time in active production environments.

Travel Requirements

• Travel of up to 50% within the assigned territory.

• Overnight trips and travel by car or air as needed.

• A valid driver's license is required.

Acknowledgement

This description outlines the main expectations of the position. Responsibilities may change as business needs develop.

The employer provides equal employment opportunities.