Territory Sales Manager

A R Arena Products • Rochester, NY

22d • Hybrid

About The Position

Drive innovation, deliver sustainability, shape the future of packaging! Arena Products is a leader in reusable transport packaging systems —pioneering sustainable solutions that keep supply chains efficient and reduce waste across industries like dairy, fresh produce, non-hazardous chemicals, and health & beauty . For more than 40 years, Arena Products, a family-owned business, has redefined what’s possible in industrial packaging. By utilizing in-house engineering, manufacturing, and pooling services, Arena delivers turnkey solutions that improve performance and cut costs for some of the world’s most respected brands. We’re looking for a results-driven Territory Sales Manager to grow our market presence and build strong customer partnerships. Why Arena: Innovative Products: Represent cutting-edge reusable packaging that’s changing the industry. Family-Owned Stability: Be part of a company where leadership knows your name and your work matters. Supportive Team Culture: Backed by decades of experience, collaboration, and hands-on technical expertise.

Requirements

• Bachelor’s Degree in Business, Engineering (industrial or mechanical preferred), or another closely related field, or equivalent work experience.
• 3+ years of proven success in a direct, industrial sales role managing a multi-state, multi-million-dollar territory.
• Proven ability to work with larger, complex manufacturing companies, partnering with their Procurement, Supply Chain, Operations, Engineering, and other personnel.
• Background in selling or leasing industrial equipment, services, and repeatable purchase supplies.
• Proven ability to travel efficiently within assigned territory.
• Superior communication skills (verbal and written).
• Effective team player who enjoys working alongside other sales representatives, Administrative Support, and Technical Service, with the ability to build and maintain positive relationships.
• Proactive, entrepreneurial self-starter with a results-driven, competitive mindset.
• Excitement for continuous learning with a goal of becoming a subject matter expert.
• Meticulous user of CRM systems.
• Proficient knowledge of MS Office Products.
• Attention to detail.

Nice To Haves

• Background within the bulk packaging, food, or health & beauty industries highly desirable.

Responsibilities

• Own your territory: Grow and maintain market share while meeting sales goals.
• Build trusted partnerships: Identify opportunities, develop account strategies, and deliver innovative solutions tailored to each customer.
• Be the face of Arena: Represent the company at trade shows, customer meetings, and industry events.
• Stay connected: Maintain accurate customer data, and ensure every client feels valued.
• Collaborate and innovate: Work cross-functionally with engineering, operations, quality, and supply chain to meet customer needs and exceed expectations.
• Meet targeted sales goals for defined territory by growing and maintaining market share.
• Identify business opportunities and develop account specific recommendations to meet objectives, while providing customer solutions.
• Prospect new opportunities, establish value-based relationships, close sales, and maintain accounts.
• Manage and grow a territory of active customers.
• Accurately maintain customer account and contact information in system of record.
• Maintain consistent communication and timely follow-up with customers and prospects.
• Develop strong and beneficial relationships with new and existing customers.
• Achieve sales and budget forecast; establish goals and forecast monthly and yearly sales.
• Monitored ongoing sales performance and made real-time adjustments to ensure tracking and progress toward established sales goals.
• Demonstrate product solutions in a manufacturing environment, including live trials.
• Represent the company at trade shows, meetings and other events as needed, including working the booth at large-scale industry events from pre-show efforts through lead follow-up and closure.
• Actively support the manufacturing department by providing recommendations and suggestions for improvements.
• Observe competition and report findings to the team.
• Performs other duties as assigned.

Benefits

• Innovative Products: Represent cutting-edge reusable packaging that’s changing the industry.
• Family-Owned Stability: Be part of a company where leadership knows your name and your work matters.
• Supportive Team Culture: Backed by decades of experience, collaboration, and hands-on technical expertise.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level