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Posted: 10/20/2026Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading and coaching sales teams, driving consultative selling strategies, and managing territory revenue and pipeline. Proficient in CRM/Salesforce discipline and skilled in building executive relationships to enhance account management and growth.
Highest-signal resume keywords
B2B Sales ExperienceSales LeadershipConsultative SellingCRM/Salesforce DisciplineMEDDPICC Framework
About the role
Key responsibilities & impact- Lead, coach, and scale a territory squad of 6–8 field account executives and sales support
- Recruit, develop, and retain sales talent in partnership with HR
- Coach account executives through ride-alongs, deal reviews, and 1:1s tied to pipeline and attainment
- Own the territory revenue number, forecast accuracy, pipeline coverage, and quota attainment
- Set territory coverage, account tiering, and account executive quotas with the VP, Territory Sales
- Establish CRM/Salesforce discipline, pipeline inspection, win/loss reviews, and KPI tracking
- Shift the team from transactional, catalog-led selling to consultative, value-based, full-solution selling
- Embed the MEDDPICC discovery and qualification framework in deal management
- Engage executives, design engineers, and procurement leaders at customer accounts
- Drive adoption, expansion, retention, and share-of-wallet growth across the installed base
- Build executive relationships with strategic accounts and serve as the escalation point for high-impact situations
- Identify new business and key-account opportunities to grow territory market share
- Implement scalable processes, playbooks, and tools for pipeline, onboarding, and account management
- Partner with Marketing, Product, Operations, and the broader commercial team
- Spend roughly 50% of time in the field with customers, at trade shows and industry events, and alongside account executives
- Maintain and contribute to the Quality Management System (QMS)
- Report to the Vice President, Territory Sales
Requirements
What you’ll need- 8–12+ years of progressive B2B sales experience in manufacturing or a technology-driven environment
- 3–5+ years in a sales leadership role managing field sales teams across large territories
- Proven track record meeting or exceeding sales targets in a leadership capacity
- Direct experience shifting transactional or catalog-driven sales toward consultative, full-solution, value-based selling, with measurable results
- Deep understanding of the manufacturing lifecycle, supply chain, and mechanical / precision components
- CRM/Salesforce discipline, pipeline analytics, territory design, and structured qualification using MEDDPICC or equivalent
- Outstanding coaching, communication, executive presence, negotiation, and presentation skills
- Experience in industrial distribution, factory automation, precision components, or capital equipment preferred
- Experience selling a multi-product solution preferred
- Fluency in the MRO and plant-floor buyer and the behaviors being transformed preferred
- Comfort applying AI and modern sales tools preferred
- Ability to travel approximately 50% annually in-territory and across the U.S.
- Ability to travel by air and ground, visit customer plant floors and manufacturing facilities, and attend trade shows and industry events
- Bachelor's degree in Business, Engineering, or a related field strongly preferred; MBA a plus
Benefits
Comp & perks- OTE range of $240,000 - $280,000 USD based on experience (base salary not specified)
- Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Target AchievementPipeline AnalyticsTerritory DesignAccount ManagementCoaching and DevelopmentNegotiation SkillsPresentation SkillsManufacturing Lifecycle KnowledgeSupply Chain UnderstandingMulti-Product Solution Selling
Soft Skills
Outstanding CommunicationExecutive Presence
Tools & Technologies
CRM SoftwareSalesforceAI Sales Tools
Industry Keywords
Industrial DistributionFactory AutomationPrecision ComponentsCapital EquipmentMROPlant-Floor Buyer