The Capital Business Manager is responsible for leading and developing a team of field-based Territory Managers and Agents focused on Capital Equipment and Aftermarket sales growth across the assigned region. This role provides strategic direction, coaching, performance management, and operational oversight to ensure achievement of regional sales objectives while supporting a high level of customer engagement and commercial excellence.
Reporting directly to the Sales & Service Manager, the Capital Business Manager partners closely with Territory Managers, Agents, internal support teams, and sales leadership to drive market growth, strengthen customer relationships, improve sales execution, and ensure alignment with organizational goals. The successful candidate will possess strong leadership capabilities, commercial acumen, and technical understanding of industrial equipment sales processes.
What You Will Be DoingHere's an overview of your responsibilities and how you can leverage your expertise:
- Lead, coach, and develop a team of field-based Territory Managers and Agents to achieve regional capital equipment and service sales objectives
- Establish regional sales strategies and business plans aligned with company growth objectives and market opportunities
- Support Territory Managers and Agents in developing annual sales forecasts, expense budgets, territory plans, and customer growth strategies
- Monitor and drive pipeline activity, proposal development, order intake, and forecast accuracy through regular review of CRM data and sales metrics
- Provide leadership and guidance on strategic customer opportunities, commercial negotiations, and complex sales activities
- Conduct regular field visits with Territory Managers and Agents to support customer relationship development, sales execution, and coaching
- Ensure consistent execution of sales processes, customer follow-up activities, CRM utilization, and reporting standards across the team
- Collaborate with Proposal, Application, Engineering, Field Service, Customer Account Management, and Order Execution teams to support successful project development and execution
- Partner with Territory Managers and Agents to identify new business opportunities, strengthen key account relationships, and expand market presence
- Support recruitment, onboarding, training, and performance management activities for the sales team
- Develop and maintain strong relationships with key customers, corporate accounts, engineering firms, and industry stakeholders
- Participate in strategic customer meetings, trade shows, conferences, and industry events to support business development initiatives
- Analyze market conditions, industry trends, competitor activity, and customer feedback to identify growth opportunities and improve commercial strategy
- Promote a culture of accountability, collaboration, safety, and customer focus throughout the sales organization
- Ensure compliance with company policies, safety requirements, and ethical business practices
What We Have to OfferIn exchange for your commitment, we offer the following:
- A dynamic and innovative work environment where your expertise and ideas are valued
- Financial support for professional development and certifications
- Compensation that increases with capability and expertise and a comprehensive benefits package, including company-matched retirement plan and a Health Spending Account
- Paid maternity and parental leave program to support employees during this significant and exciting life event
- Competitive paid-time-off policies that includes vacation, paid holidays, and sick days
- A positive and collaborative culture that focuses on our core values and behaviors
- Flexible hybrid work model with a blend of in-office and remote work
- Regular company events and social activities to foster camaraderie
- Opportunities to grow as a process modeler and simulation specialist
What We're Looking ForWhen selecting candidates, we will be looking for the following essential skills, abilities, and experience:
- Minimum 5+ years of experience in industrial, capital equipment, or technical sales environments
- Prior experience leading, mentoring, or supervising sales personnel or cross-functional teams
- Proven leadership, communication, coaching, and interpersonal skills
- Demonstrated ability to manage complex sales cycles and support strategic customer relationships
- Strong commercial and negotiation capabilities with the ability to support high-value equipment sales
- Ability to analyze sales performance metrics, forecasts, and market trends to drive business decisions
- Proficiency with CRM systems, Microsoft Office applications, and sales reporting tools
- Self-motivated with strong organizational and time management skills
- Valid driver's license and ability to travel extensively within the assigned region
Other valued, but non-essential skills, abilities, and experience include:- Experience in the feed, biofuel, or related industrial processing industries
- Previous experience managing remote or field-based sales teams
- Technical knowledge related to pelleting/agglomeration and hammermilling/size reduction equipment
- Bachelor's degree in business, engineering, marketing, or a related field
- Experience with strategic account management and regional business planning
Physical Requirements and Environmental Conditions:- Must be able to work from a home office environment with reliable internet access and maintain productivity independently
- Frequent travel to customer sites, regional meetings, trade shows, and field locations throughout North America
- Regular exposure to industrial customer environments including manufacturing plants, mills, and processing facilities
- Ability to stand, walk, climb stairs/ladders, and navigate industrial environments during site visits and customer meetings
- Exposure to industrial conditions including loud noise, dust, moving machinery, and varying temperatures
- Must be able to wear required personal protective equipment (PPE), including safety glasses, steel-toed boots, hard hats, hearing protection, and additional site-specific safety gear
- Ability to participate in extended customer visits, field coaching activities, and travel schedules as business needs require
Other Requisites: - Travel within the region in support of customer relationships, employee development, and business opportunities (50-70%)
- Ability to travel internationally on occasion, when required
Requisition ID: 21698
