Territory Manager

We are seeking a driven and entrepreneurial Territory Manager to grow equipment rentals and new and used equipment sales. The successful candidate will develop new business, grow existing accounts, and build a strong pipeline of rental and equipment sales opportunities. This is a field-based role for a self-motivated sales professional who understands construction equipment, has strong technical aptitude, and is comfortable building a territory in a growing and entrepreneurial environment.

Key Responsibilities

Territory Development & Sales

• Develop rental and equipment sales opportunities across the assigned territory.
• Prospect contractors, municipalities, industrial customers, property managers, landscapers, developers, and other equipment users.
• Build and manage a qualified pipeline of rental, new and used equipment, trade-in, and future sales opportunities.
• Develop territory plans and call strategies focused on high-potential accounts, projects, and market opportunities.
• Build new customer relationships while identifying opportunities to grow existing accounts.
• Conduct customer visits, jobsite meetings, equipment walkarounds, demonstrations, and product presentations.
• Understand customer applications and recommend appropriate equipment solutions.
• Prepare accurate quotations and proposals based on customer requirements, equipment availability, pricing, and delivery needs.
• Evaluate trade-in opportunities and coordinate internal reviews.
• Introduce customers to financing partners and support the information exchange process.

Customer & Account Management

• Manage customer relationships and opportunities from initial prospecting through rental, sale, and ongoing support.
• Maintain accurate customer profiles, opportunities, quotes, activity notes, lost business, and follow-up in company systems.
• Maintain current knowledge of equipment features, applications, pricing, availability, competitors, and market conditions.
• Coordinate with Operations, Service, Parts, Finance, and manufacturers to support equipment availability, demonstrations, deliveries, pickups, warranty needs, and customer requirements.
• Follow up consistently with customers and prospects to keep opportunities moving.
• Provide regular pipeline updates, forecasts, market intelligence, and customer feedback.

Team & Business Collaboration

• Represent the company at customer events, trade shows, industry associations, and manufacturer activities.
• Contribute to a team-first culture and support the broader business when needed.
• Participate in team meetings, company events, and other business activities.
• Work toward agreed activity, pipeline, rental, sales, revenue, gross margin, and customer relationship goals.

• 3–5 years of outside sales experience managing a book of business, preferably within equipment rental, construction equipment, industrial equipment, trucks, contractor supplies, or a related industry.
• Demonstrated success developing new business, growing a territory, and building long-term customer relationships.
• Strong understanding of construction and rental equipment and its applications.
• Strong technical aptitude and the ability to learn and communicate equipment features, benefits, specifications, and applications.
• Ability to balance new business development with existing account growth.
• Strong prospecting, relationship-building, negotiation, presentation, and closing skills.
• Self-motivated, persistent, and comfortable working independently in a field-based role.
• Entrepreneurial mindset with the ability to identify opportunities, take initiative, and contribute to a growing business.
• Resilient and comfortable working through challenges, setbacks, changing priorities, and evolving processes.
• Organized and detail-oriented, with strong follow-through on pipelines, quotations, customer information, and commitments.
• Team-oriented and willing to support colleagues and step in where needed to help the business.
• Valid driver's licence and acceptable driving record, with the ability to travel throughout the assigned territory.
• Proficiency with Microsoft Office