Territory Sales Manager

About the role

Accelleron is accelerating sustainability in the marine and energy industries as a global technology leader in turbocharging, fuel injection, and digital solutions for heavy-duty applications. Building on a heritage of over 100 years, the company serves customers in more than 100 locations across over 50 countries. You will join a team of experts in an exciting international environment, committed to excellence and innovation, supporting customers in driving the transition toward sustainable industries with cutting-edge technology.

The Territory Sales Manager will increase overall market share for Turbochargers and service revenue from customers in the assigned territory, with a focus on the Oil & Gas, Power Generation, Energy, and Industrial markets. This position supports the territories served by Accelleron’s Seattle and Los Angeles service stations, developing business across both existing and new customer accounts. The role involves direct sales to power plants, utilities, oil & gas operators, engine operators, EPCs, packagers, and other industrial customers operating large reciprocating engines and turbocharged equipment.

This position requires close collaboration with the Head of Sales, Operations Managers, Account Managers, and Technical Managers to understand customer requirements and promote services offered by the Seattle and Los Angeles service stations. A major responsibility is growing revenues through prospecting new business and expanding the existing client base while increasing Accelleron’s installed base and service market share within Power Generation, Oil & Gas, and other land-based applications. The role is primarily travel-based, with an estimated 50% travel throughout the assigned western U.S. territory.

Responsibilities

• Develop, implement, and monitor sales strategies, sales plans, and sales support activities for the assigned territory, including sales targets, margin and incentive targets, customer visit plans, training plans, revenue, customer communication, and events planning.
• Communicate and coordinate with Operations, Business Development, Market Communication, and Technical Advisors to develop customer-specific technical and commercial solutions for reciprocating engine and turbocharger applications.
• Coach the sales team through joint customer visits with sales account managers and conduct Pain & Gain workshops to understand and drive customer expectations through available or customized solutions.
• Regularly review sales targets with leadership and share market intelligence related to developments, competitor activities, and opportunities, including planned power projects, engine upgrades, plant expansions, maintenance cycles, and turbocharger installed base opportunities.
• Lead and motivate the End User Sales team to drive sales of services and service products such as maintenance agreements, LifeCycle Care, and Digital solutions, as well as influence end-user decisions to specify Accelleron for new building projects.
• Build long-term relationships with key customers at all levels, explore new business opportunities, and generate new installed base, particularly with power producers, utilities, Oil & Gas operators, OEMs, EPCs, and other key stakeholders within the energy sector.
• Ensure adherence to existing rules and policies such as Circular Letters and Compliance.
• Directly manage, coach, and develop three Sales Account Managers covering the assigned territory, setting and monitoring individual sales targets, KPIs, customer-visit objectives, pipeline development, and other performance expectations.
• Conduct regular performance reviews, sales pipeline reviews, and one-on-one meetings to track progress and ensure accountability against agreed targets.
• Identify individual training and development needs and coordinate technical, commercial, and sales training to strengthen team capabilities.
• Support Account Managers through joint customer visits, opportunity strategy, negotiations, and development of key accounts.
• Ensure effective territory and customer coverage across the Seattle and Los Angeles service station markets and align priorities across the sales team.
• Review market intelligence and business development projects in coordination with the sales support specialist to drive business growth.
• Share information gained from customer visits as part of market intelligence with the sales support specialist.
• Utilize data and proposals from the sales support specialist on customer profiles, customer rankings, market demand, and business potential, and update the customer database (ATURB) and customer classifications.
• Monitor and verify major customer complaints and claims, coordinate with other functions to develop solutions, and support the definition and implementation of corrective actions.
• Review, monitor, and evaluate the sales performance of individual sales account managers.
• Responsible for the assigned territory’s sales budget, gross margin, and market share, and monitor CCRP.

Requirements

• High School Diploma or GED and 16 years' diesel engine or rotating machinery sales experience or engineering experience, preferably within Power Generation, Oil & Gas, Energy, or related industrial markets, OR
• Associate's degree and 10 years' diesel engine or rotating machinery sales experience or engineering experience, preferably supporting large reciprocating engines, turbochargers, or industrial rotating equipment, OR
• Bachelor's degree and 8 years' diesel engine or rotating machinery sales experience or engineering experience.
• A master’s degree in a required field counts as 2 years of work experience; a PhD/Doctorate counts as 3 years of work experience.

Preferred Qualifications

• Bachelor's degree in engineering, business, or a related field.
• Turbocharging or reciprocating engine sales experience.
• Experience selling technical products, aftermarket services, or service agreements into Power Generation, Oil & Gas, utilities, or industrial energy markets.
• Ability and willingness to travel up to 50% of the time.

Benefits

Health & Wellness

• Medical, Dental, and Vision Insurance: Choose from a variety of plans to find the coverage that best suits your needs.
• Health Savings Account (HSA) / Flexible Spending Account (FSA): Options to save pre-tax dollars for eligible medical expenses.
• Employee Assistance Program (EAP): Confidential support for personal or work-related challenges, including counseling and resources for mental health.

Financial Security

• Competitive Salary: Market-competitive pay with regular reviews.
• Retirement Plan: 401(k) plan with company matching to help you save for the future.
• Life & Disability Insurance: Company-provided basic life insurance, with options to purchase additional coverage.

Work-Life Balance

• Paid Time Off (PTO): Generous vacation, sick days, and holidays to recharge and spend time with loved ones.
• Flexible Work Options: Depending on the role, options for hybrid or remote work.
• Parental Leave: Paid leave for new parents to bond with their child.

Professional Development

• Learning & Development: Access to training programs, certifications, and courses to help you grow professionally.
• Tuition Reimbursement: Support for continuing education and professional certifications.
• Career Advancement: Opportunities for career development, internal mobility, and leadership training.

Additional Perks

• Employee Discounts: Discounts on products, services, or memberships.
• Wellness Programs: Access to fitness classes, wellness challenges, and resources to promote a healthy lifestyle.
• Social Events: Company-sponsored events and activities to build a sense of community.