The Territory Sales Representative is responsible for driving sales growth and developing customer relationships for ASRS and warehouse automation solutions. They manage the full sales cycle, from prospecting and site evaluations to contract negotiation and project implementation support.
The Territory Sales Representative is responsible for driving sales growth and developing customer relationships within an assigned geographic region for Automated Storage and Retrieval Systems (ASRS), warehouse automation, and intralogistics solutions. This role identifies new business opportunities, manages existing accounts, and collaborates with engineering, project management, and service teams to deliver customized automation solutions that improve customers' operational efficiency, productivity, and space utilization. The Territory Sales Representative serves as a trusted advisor to customers, understanding their warehousing, distribution, manufacturing, and material handling challenges while providing consultative solutions that align with business objectives. The role is accountable for achieving sales targets, maintaining a robust sales pipeline, and supporting customers throughout the entire sales cycle from prospecting through project implementation and ongoing account development.
Your tasks
Key Responsibilities
Develop and execute a territory sales strategy to achieve revenue and profitability goals.
Identify, qualify, and pursue new business opportunities within manufacturing, distribution, retail, e-commerce, and other target markets.
Build and maintain strong relationships with key decision-makers, including operations leaders, supply chain managers, plant managers, and executive stakeholders.
Conduct site evaluations and needs assessments to identify opportunities for ASRS and automation solutions.
Collaborate with application engineering and solution design teams to develop customized proposals and presentations.
Manage the full sales cycle, including prospecting, lead qualification, proposal development, contract negotiation, and closing.
Maintain accurate sales forecasts and pipeline activity within the company's CRM system.
Support trade shows, networking events, industry associations, and customer meetings to increase market presence.
Monitor market trends, competitive activity, and emerging technologies within warehouse automation and material handling industries.
Coordinate with project management and customer support teams to ensure successful implementation and customer satisfaction.
Develop long-term account plans focused on customer retention, expansion opportunities, and recurring service revenue.
Qualifications
Bachelor's degree in Business, Engineering, Supply Chain, or a related field preferred.
3-7+ years of business-to-business sales experience, preferably within ASRS, material handling, warehouse automation, industrial equipment, or related industries.
Proven track record of achieving or exceeding sales goals.
Strong consultative selling and solution-based sales skills.
Ability to understand technical products and communicate complex automation solutions to customers.
Excellent presentation, negotiation, and relationship-building skills.
Proficiency with CRM platforms and Microsoft Office applications.
Ability to travel throughout the assigned territory (typically 50-75%).
Preferred Experience
Experience selling ASRS, conveyor systems, warehouse management software (WMS), robotics, AGVs/AMRs, or other automation solutions.
Knowledge of distribution center operations, manufacturing processes, and supply chain management.
Experience managing complex capital equipment sales with long sales cycles and multiple stakeholders.
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