Territory Manager

The Territory Manager is responsible for driving sales and market growth within an assigned region for compact construction equipment, including skid steers, compact track loaders, mini excavators and strategic as well as short line products. This role focuses on building strong customer relationships, identifying new business opportunities, and delivering solutions that meet customer needs.

Sales Territory: Wellington/ Dufferin County

Reports To: General Manager

Position requirements include, but are not limited to:

Develop and manage a sales territory to achieve or exceed revenue targets
Segment territory by industry, geography, and account size
Identify high-potential accounts vs. maintenance accounts
Build a coverage plan (who to visit, how often, why)
Set monthly/quarterly targets by segment
Map competitors and their strongholds/weaknesses

Prospect and generate new business while maintaining existing customer accounts
Prospect new accounts weekly (cold calls, site visits)
Attend industry events, trade shows, and local networking
Monitor construction activity, permits, and projects
Use social platforms (like Marketplace) for outreach
Develop partnerships with contractors, builders, and influencer

Promote and sell compact construction equipment and related attachments
Upsell and cross-sell attachments, service, and parts
Target fleet standardization opportunities
Create bundle offers or package deals
Focus on high-margin products
Identify and pursue replacement cycles

Conduct product demonstrations and jobsite visits
Stay current on all equipment specs and applications
Conduct effective on-site demos
Match the right machine to the customers job needs
Highlight ROI, efficiency, and cost savings

Track market trends, competitor activity, and customer feedback
Monitor KPIs: revenue, margin, win rate, activity levels
Analyze whats working vs. not
Adjust territory focus based on results
Review lost deals to identify trends and gaps

Maintain accurate customer records, forecasts, and activity report
Stick to a structured weekly schedule
Block time for prospecting, follow-ups, and admin
Stay organized and responsive
Be proactive, not reactive
Maintain a healthy pipeline (35x quota coverage)
Track all opportunities
Prioritize deals by probability, value, and timeline
Set weekly activity goals (calls, visits, demos)
Conduct regular pipeline reviews