Territory Manager - Upstate New York

Riderflex•New York, NY

5d•$70,000 - $70,000•Remote

About The Position

TinyMobileRobots builds autonomous robots that paint the lines on sports fields. One person and one robot can stripe a football field in a fraction of the time it takes a crew with a walk-behind striper. Headquartered in Kennesaw, Georgia, the company sells and services its robots across the United States and Canada to school districts, municipalities, parks and recreation departments, colleges and universities, professional teams, and youth sports organizations. The company is growing about 30% a year and has moved past the startup stage, with a company-wide sales methodology in place and an inside sales team that sets demonstrations for the field. The culture is light, competitive, and fun. The people who thrive here can walk onto a high school football field, pull a robot out of the back of a truck, and turn a demonstration into a show. The Territory Manager owns revenue and brand awareness for TinyMobileRobots throughout upstate New York. This is classic, home-based direct sales: build the pipeline, book the demonstrations, get in the vehicle, run the demo on the field, close the deal, then install and train so the customer becomes a reference. It is a blend of front-line selling and customer success, and it takes a self-motivated hunter who also works well with the team behind them.

Requirements

Three to five or more years of direct sales with a demonstrated history of meeting and exceeding quota in a defined geographic territory.
A hunter. You have found and closed your own business, even if that was a prior role.
Tenure. You have stayed and succeeded in your sales roles rather than moving every year or two.
Working knowledge of a CRM and the sales cycle inside it. HubSpot is a plus, not a requirement.
Strong persuasion, presentation, negotiation, and listening skills, verbal and written.
Builds sound plans, executes them, and adjusts, with solid financial and business judgment.
Customer-centric mindset that creates loyalty.
Confident without being a know-it-all. Asks for help, shares what works, and listens more than lectures.
Technology savvy, with basic knowledge of hardware, software, firmware, wireless and cellular.
Comfortable using AI tools for research and prospecting.
Must reside in upstate New York.
Ability to lift up to 100 pounds at any given time. The largest robot is 77 pounds and paint is 55 pounds per box, plus toolkit and supplies.
Vehicle capable of transporting the robots: a midsize SUV or larger, a midsize pickup or larger, or a van. Candidates without one must be willing to obtain one upon hire.
Protected, lockable space at home to store two robots and supplies.
Valid driver's license, and must pass a motor vehicle report and a substance abuse test.
Fluency in English required

Nice To Haves

Passionate about sports
Ultra-competitive and loves to win
Loves technology and the freedom to operate in an entrepreneurial company
Accomplished B2B sales professional with value-based selling experience
Committed to driving exceptional customer success and maximizing long-term client value
Selling to institutional buyers with budget cycles, such as schools, municipalities, or government, is helpful but not required.
bilingual preferred

Responsibilities

Build and Work the Pipeline: Prospect daily and self-source new opportunities across the territory. Marketing and inside sales will send leads and set some demonstrations, but filling the funnel is the job. Follow up on every inbound demo request and inquiry, qualify the opportunity, and get it on the calendar. Plan territory coverage and travel so one trip reaches several prospects, not one. Keep every deal current in HubSpot so forecasting is accurate.
Sell in the Field: Run compelling on-site demonstrations for individuals and groups, typically about two hours, on grass and synthetic turf. Navigate the whole customer organization, from the grounds crew member who will operate the robot, to the grounds supervisor, to the athletic director or administrator who approves the purchase. Sell on value, not price. Hold the line on pricing and lead with what the robot does for the customer. Manage the full sales cycle, including RFPs, competitive bids, and accurate, policy-compliant quotations. Represent the company at regional trade shows and field days, and support national exhibitions as needed.
Grow the Account: Sell the full line: paint, nozzle and maintenance kits, accessories, and extended warranties. These are meaningful revenue for the company and for you. Manage the installation and customer training so every new customer is set up to succeed. Turn happy customers into reference customers and referral sources. Get customers to service and support quickly when they need it, rather than letting an issue wait.
Know the Market: Maintain expert-level knowledge of the customer base, the competition, and the tactics competitors use in your pipeline, and counter them. Understand the different types of fields, environments, and field maintenance processes your customers deal with every day.