Position Overview:

The Territory Manager is responsible for driving profitable sales growth within an assigned geographic territory through both expansion of existing accounts and development of new business opportunities. This role combines technical aptitude with strong consultative selling skills to deliver high-value Swagelok products and solutions that help customers optimize their fluid systems.

The ideal candidate is a proactive, driven sales professional who enjoys being in front of customers, collaborating with internal technical experts, and building a healthy opportunity pipeline that leads to consistent year-over-year territory double digit growth. This role requires a team-oriented mindset, especially working closely with our Engineering Services, Customer Service, and Operations teams to deliver best-in-class solutions and customer experiences.

Key Responsibilities:

1. Territory Sales Growth
   • Grow revenue, margin, and market share across an assigned geographic territory.
   • Target high-value applications and drive deeper penetration within accounts.
   • Develop territory plans aligned with annual business goals and market conditions.

2. Account Management & Customer Retention
   • Serve as the primary owner and point of contact for active accounts in the territory.
   • Build long-term relationships with engineers, maintenance teams, buyers, and leadership.
   • Maintain regular touchpoints with accounts to understand current operations, pain points, and future project needs.
   • Protect and grow existing business through proactive engagement, strong service delivery, and cross-selling of products, assemblies, and services.
   • Monitor customer satisfaction, resolve issues promptly, and coordinate internal resources to improve customer experience.
   • Conduct quarterly business reviews with key accounts to drive alignment and opportunity identification.

3. New Business Development
   • Identify and qualify new customers, applications, and markets within the territory.
   • Implement strategic prospecting plans to build a strong pipeline of new opportunities.
   • Conduct onsite discovery, fluid system walkdowns, and solution design conversations.
   • Win new accounts through value selling, technical credibility, and exceptional service.

4. Solution Selling & Technical Consultation
   • Provide expert guidance on Swagelok products, assemblies, and engineered services.
   • Demonstrate value through performance, reliability, safety, and total cost of ownership.
   • Prepare and deliver proposals, technical presentations, and solution recommendations.
   • Coordinate specialized technical support from Engineering Services for complex opportunities.

5. Customer Engagement (80% Field-Based)
   • Maintain an active weekly customer visit schedule.
   • Conduct lunch-and-learns, technical consultations, and onsite assessments.
   • Represent the Swagelok brand professionally at all times, showcasing reliability and technical expertise.
   • Capture all interactions and activities in CRM systems (SAP B1 or other tools).

6. Team-Based Sales Approach

• Work collaboratively with Engineering Services to conduct field evaluations, system assessments, and technical projects.
• Partner closely with Customer Service and Operations to ensure seamless order flow and exceptional customer experience.
• Participate in strategic account reviews, project planning, and solution development meetings.

7. Performance Management

• Opportunity Pipeline Growth: Develop and execute sales plans to expand the opportunity pipeline by identifying and qualifying new leads, new business, and wallet share expansion.
• Winning Opportunities: Lead the sales process from discovery to close with a team-based approach to win new business opportunities.
• Monitor and track sales performance metrics, including pipeline status, revenue forecasts, and conversion rates. Analyze data to identify trends, evaluate effectiveness, and optimize sales strategies.

Job Requirements:

Education: 

• Bachelor's degree in Business, Marketing or Engineering (Mechanical or Chemical)

Experience:  

• 3–7+ years of outside sales experience, ideally in industrial, technical, or engineering-focused environments.
• Strong mechanical aptitude and willingness to master fluid system applications.
• Demonstrated success growing a territory and managing customer accounts.
• Documented success in new business development.
• Strong communication, problem-solving, and value-selling skills.
• Valid driver’s license and ability to travel extensively within territory.

Additional Requirements:  

• Ability to travel extensively within the territory.  Proficient in Microsoft Office Suite & CRM systems. 

Salary Range: The US OTE range for this position is $170,000 - $205,000

This position may be eligible for sales incentives based on certain sales goals, achievements, and results.  We provide salary ranges in all job postings in accordance with Massachusetts pay transparency guidelines. Actual pay will be determined by skills, experience, and qualifications.

To apply, email your resume and cover letter to boston.hr@swagelok.com