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Jobs · Business Development · Michigan

Territory Manager _ Industrial Accounts (OH, PA, TX, CA)

Oilgear · Traverse City, MI · 2 mo ago
On-siteBusiness DevelopmentFull-time

Summary

The Territory Manager – Industrial Accounts is responsible for driving profitable growth and expanding market share across the assigned region by developing strong direct relationships with industrial customers. This role serves as the primary commercial leader for the territory, promoting Oilgear’s hydraulic pumps, systems, service solutions, and lifecycle support offerings. The Territory Manager builds long-term partnerships with plant managers, maintenance leaders, engineers, and operations teams, positioning Oilgear as a trusted solutions partner in mission-critical hydraulic applications. The role is accountable for revenue growth, service expansion, and disciplined pipeline management.

Essential Responsibilities and Duties

  • Achieve and exceed territory revenue and margin targets

  • Expand share within existing industrial accounts

  • Develop new direct customer relationships in key industrial verticals (forging, extrusion, forming, energy, heavy industrial)

  • Drive growth in both new equipment sales and aftermarket/service solutions

  • Industrial Account Development

  • Build strong technical and commercial relationships with plant managers, engineers, maintenance leaders, and procurement teams

  • Position Oilgear as a lifecycle partner, not just a component supplier

  • Identify opportunities for upgrades, retrofits, modernization, and service agreements

  • Conduct plant visits, system reviews, and hydraulic assessments

  • Service & Aftermarket Expansion

  • Identify service, repair, and field support opportunities

  • Collaborate with Field Service and Inside Sales / Project Management for seamless execution

  • Promote preventive maintenance programs and performance upgrades

  • Territory Strategy & Execution Discipline

  • Develop and execute a structured territory growth plan

  • Maintain disciplined CRM pipeline management and forecasting

  • Monitor competitive activity and installed base dynamics

  • Deliver consistent customer coverage cadence

  • Cross-Functional Collaboration

  • Partner with Engineering, Inside Sales / Project Management, and Operations

  • Ensure accurate quoting, scope alignment, and smooth project handoffs

  • Act as the voice of the customer internally

Minimum Qualifications

  • 5+ years of industrial sales experience calling directly on industrial customers

  • Background in hydraulics, fluid power systems, or industrial capital equipment

  • Experience selling both equipment and service solutions

  • Proven success growing direct industrial accounts

  • Willingness to travel approximately 50%

Preferred Qualifications

  • Bachelor’s degree in Engineering, Business, or related field

  • Experience in heavy industrial environments

  • Established industrial relationships in CA, OR, WA, AZ, NV

  • Strong understanding of hydraulic systems and lifecycle service models

Competencies

  • Relationship-driven consultative selling

  • Strong technical aptitude

  • Commercial acumen and margin awareness

  • Structured pipeline and territory planning

  • Cross-functional collaboration

  • Self-motivated and disciplined in remote territory management

Behaviors Required

  • Accountability for results

  • Professionalism in plant environments

  • Customer-first mindset

  • Strategic thinking with execution discipline

  • Adaptability in dynamic industrial environments

Working Environment and Physical Demands

  • Primarily remote-based with frequent customer site visits

  • Regular exposure to manufacturing and industrial plant environments

  • Ability to stand and walk during plant visits

  • Occasional lifting of materials up to 20 pounds

Training Requirements

  • Oilgear product and application training

  • CRM and ERP system training

  • Sales process and pricing structure training

  • General safety training

  • EEO compliance training

Additional PPE

  • Personal Protective Equipment (PPE): Safety glasses

  • Steel-toe or composite-toe shoes

  • Hard hat

  • Gloves as required

Scope & Flexibility Statement

This job description outlines the general duties and requirements of the position and is not intended to be all-inclusive. Responsibilities may change or be added based on business needs.

EEO & Accommodation Statement

The Oilgear Company is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, veteran status, or any other status protected by applicable federal, state, or local law. The Oilgear Company is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with the Americans with Disabilities Act (ADA) and applicable state laws. Applicants or employees requiring accommodation may contact Human Resources.

Employment Status Statement

Employment with The Oilgear Company is at-will. This means that either the employee or The Oilgear Company may terminate the employment relationship at any time, with or without cause or notice, in accordance with applicable law.

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