Role Description The Sales Territory Manager (STM) is responsible for driving order intake, revenue growth, and increased market share within an assigned territory through the development and execution of strategic sales plans. This role focuses on direct engagement with end users, OEM field sales representatives, and channel partners to identify opportunities, present solutions, and close business across Yamato’s automatic, semi-automatic, checkweigher, industrial, and tray line product lines. The STM plays a critical role in strengthening customer relationships, improving pipeline visibility through consistent CRM usage, and collaborating cross-functionally to deliver high-quality customer solutions. This position requires a balance of strategic thinking, technical sales capability, and disciplined execution to achieve performance targets and support long-term business growth. Essential Functions - Achieve Sales Targets & Territory Performance: - Meet or exceed annual order intake (OIT) and KPI targets for the assigned territory. - Partner with Sales Manager North America to develop and execute territory-specific sales plans aligned with the North American sales strategy. - Utilize methodologies such as SPIN Selling, Miller Heiman, and Sandler to drive consistent, high-quality execution. - Sales Strategy & Opportunity Development: - Ensure a balanced sales approach that prioritizes direct end-user engagement while supporting OEM opportunities. - Identify, qualify, and pursue new business opportunities within target industries and accounts. - Build and maintain strong relationships with end users, OEMs, and key decision-makers. - Actively manage the full sales cycle from prospecting through closing. - CRM Utilization & Pipeline Management: - Utilize Salesforce as the primary CRM tool to manage territory pipeline, track opportunities, and support forecasting. - Maintain accurate, up-to-date opportunity data in alignment with sales standard operating procedures (SOPs). - Provide regular forecasts and updates on pipeline health, risks, and opportunities. - Customer Engagement & Solution Selling: - Conduct customer meetings and presentations, and support demonstrations to effectively position Yamato solutions. - Collaborate with sales project management, applications engineering, and other internal teams to align on the best technical solution for the customer. - Support customer decision-making through demonstrations, testing, and consultative selling. - Cross-Functional Collaboration: - Partner closely with sales project management, applications engineering, service, marketing, and other internal teams to ensure successful project execution. - Help coordinate activities across departments to deliver a seamless customer experience. - Market Intelligence & Business Development: - Monitor market trends, competitive activity, and customer needs within the territory. - Provide insights and recommendations to support product positioning and marketing strategies. - Technical Product Knowledge: - Develop and maintain strong knowledge of Yamato equipment. - Continuously develop technical sales capabilities to support complex customer requirements. - Reporting & Communication: - Provide regular reporting on sales activity, forecasts, and territory performance. - Participate in sales meetings and communicate progress, challenges, and opportunities effectively. - Trade Shows & Industry Engagement: - Represent Yamato at trade shows, customer events, and industry functions, supporting lead generation, brand awareness, and relationship development. Qualifications - Living in territory is preferred. - Bachelor’s degree or equivalent experience required. - 5–10 years of sales experience, preferably in capital equipment, packaging machinery, or a related industry. - Proven ability to manage complex sales cycles and close business. - Strong organizational, communication, and presentation skills. - Demonstrated ability to build relationships and influence decision-makers. - Proficiency in Microsoft Office; experience with Salesforce (or similar CRM) and Epicor (or similar ERP) preferred. - Technical aptitude and ability to understand engineered solutions. - Ability to work independently while collaborating effectively with cross-functional teams. - Ability to handle short periods of time in cold, damp or warm plant environments during customer/prospect visits. - Ability to climb ladders and mezzanines averaging 15 feet in height. - Ability to travel a minimum of 51% with occasional international travel required. - Valid driver’s license and ability to be insured. - Valid passport required for international travel. Physical Demands While performing duties of this job, the employee is regularly required to sit and talk or hear. The employee frequently is required to use hands to finger, handle, or feel. The employee is occasionally required to stand, walk, and reach with hands and arms and lift up to 20 pounds. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. Disclaimer The above is only a summary of the typical functions of this job. The responsibilities, tasks, and duties of this job may differ from those outlined in the description and that other duties, as assigned, might be part of this position.