Territory Sales Manager - West

Position Title:

Territory Sales Manager 

Department:

Sales

Reports To:

Regional Sales Director

Date Created:

02/09/2025

FLSA Status:

Exempt

Position Summary

The Territory Sales Manager is responsible for organic and new account sales growth in the hydraulic equipment marketplace. Assigned to a ‘GEO’, the position has a defined geographic territory within the U.S.A. The sales professional is located in the geographical territory.

Position Responsibilities

• Business Development: Proactively initiates, manages, and expands business opportunities for hydraulic system components, including cylinders, valves, manifolds, pumps, motors, service parts, and custom hydraulic kits.
• Sales Growth: Expands the customer base to meet or exceed individual and team sales targets, driving revenue growth in assigned territories.
• Customer Relationship Management: Builds and maintains strong, long-term partnerships with customers to increase share-of-wallet while helping them achieve their business goals.
• Market & Competitive Insight: Conducts independent market research and gathers customer feedback to provide insights on product competitiveness, helping Bailey refine its market positioning.
• Strategic Selling Approach: Utilizes the Challenger Sales Model to engage customers, challenge conventional thinking, and provide customized solutions that enhance their performance metrics.
• Sales Activity & CRM Management: Maintains a high level of sales activity, meeting key performance indicators (KPIs) for in-person visits and virtual calls. Logs all interactions daily in the CRM system.
• Trade Show Engagement: Represents Bailey International at industry trade shows, effectively engaging with prospects and strengthening relationships with existing customers to expand business opportunities.
• Cross-Functional Collaboration: Works closely with internal departments to address customer needs, ensuring timely resolution of issues and seamless service.
• Lead Generation & Prospecting: Conducts market research to identify new business opportunities, actively pursuing leads through cold calling and targeted outreach. Leverages Bailey’s Business Development Team for additional prospecting support and tracks all leads in the CRM.
• Budget-Conscious Sales Execution: Manages sales activities efficiently while optimizing travel expenses and adhering to budgetary guidelines.

Position Requirements

• Bachelor's degree, strong preference to a B.S. degree in a technical discipline. B.A. degrees also considered. 
• At least five years of experience in a technical product sales role with a proven track record of selling success. 
• Experience selling to OEM’s and distribution partners alike.
• Hydraulic sales experience from a hydraulic fluid power manufacturing company or distributor a plus.
• Able to travel up to 60% of the time, overnight travel included.

Essential Job Functions

• Works autonomously and collaboratively in a fast past environment while maintaining focus on achieving sales goals and job function KPI’s.
• Proficient with Microsoft office products from professional customer communication letters to mid-level excel skills for customer and sales data analysis.
• Sits in an office environment and/ or in front of a computer for long periods of time with or without reasonable accommodations.
• Strong analytical and problem-solving skills.
• Lifts up to 50 pounds with or without reasonable accommodations.
• Ability to work weekends based on business needs.
• Walks throughout a large facility with or without reasonable accommodations