Position SummaryThe Territory Sales Manager (TSM) owns the profitable growth of an assigned territory across every SPATCO line of business. Acting as the primary point of contact for customers in the territory, the TSM develops new business, expands existing accounts, and sells SPATCO's full portfolio of equipment, installation, maintenance, parts, EV/electrical, and environmental solutions. Success in the role is measured by the gross profit generated across the territory, and the TSM is responsible for managing the full sales cycle-from prospecting and needs assessment through quoting, closing, and coordinating delivery with SPATCO's operations and service teams.
Key Responsibilities- Own the territory. Drive profitable revenue and gross-profit growth across all SPATCO lines of business within an assigned geography and account base.
- Develop new business. Prospect, qualify, and win new customers-convenience stores, fleets, jobbers, commercial/industrial sites, and municipal accounts-while expanding share within existing accounts.
- Manage the full sales cycle. Conduct site and needs assessments, prepare quotes and proposals, negotiate, and close across one-time project work and recurring service agreements.
- Sell solutions, not just products. Position turnkey offerings spanning fueling dispensers, storage tanks, POS and fuel-monitoring systems, DEF, EV charging, parts, heavy maintenance, and environmental services.
- Coordinate delivery. Partner with installation, service, and project teams to ensure equipment is installed and maintained to specification and the customer experience meets SPATCO standards.
- Grow recurring revenue. Promote and sell preventive-maintenance and service agreements to build a durable, recurring book of business.
- Manage pipeline and forecast. Maintain accurate opportunity, pipeline, and account data; provide reliable forecasts to sales leadership.
- Protect project margin. Quote accurately, manage project economics, and support clean handoffs from sale to delivery.
- Support account collections. Partner with finance and customers to keep accounts current and resolve past-due balances.
- Support national accounts locally. Provide territory-level support for national-account installations and service as needed.
- Stay current. Maintain working knowledge of SPATCO's equipment lines, industry trends, and regulatory/environmental requirements affecting fueling infrastructure.
Lines of Business You'll RepresentAll lines are equally important to the role and to territory success:
- Equipment - fueling dispensers, tanks, POS, and monitoring systems
- Installation
- Heavy Maintenance
- Service
- Parts
- EV / Electrical
- Environmental - assessments, compliance testing, remediation, and tank cleaning
Required Qualifications- 2-5+ years of B2B sales experience, ideally in outside / field sales with full ownership of the sales cycle.
- Demonstrated record of meeting or exceeding sales or gross-profit targets.
- Strong prospecting, relationship-building, negotiation, and closing skills.
- Ability to understand and communicate technical equipment and solution offerings.
- Proficiency with CRM tools and general business software; comfort learning enterprise systems.
- Valid driver's license and an acceptable driving record; willingness to travel throughout the assigned territory.
- High school diploma or equivalent required.
Preferred Qualifications- Bachelor's degree in business, engineering, or a related field.
- Experience selling petroleum equipment, fueling systems, fleet, industrial, construction, capital equipment, or other technical / solution-based products.
- Familiarity with fuel dispensers, storage tanks, POS and monitoring systems, EV charging, or DEF equipment.
- Experience with project-based and recurring-service selling.
- Experience with SAP or similar ERP systems.
Travel & Physical Requirements- Regular travel within the assigned territory for customer meetings, site visits, and assessments.
- Ability to visit and walk active fueling, commercial, and industrial sites, which may involve standing, walking, and occasional lifting.
- Work is a mix of field, customer-site, and remote/office settings.
