Own the entire regional sales pipeline, from marketing-qualified lead to booked revenue.
Maintain accurate, timely, and complete opportunity data in the CRM (HubSpot preferred)
Funnel all customer communications, notes, meetings, and deal activity through the CRM.
Provide regular pipeline forecasts, deal strategy updates, and territory reports to sales leadership.
Manage opportunities with a disciplined, stage-based sales process.
Maintain a consistent cadence of customer visits (current customers and prospects)
Travel 50%+ of the time within assigned territory to: Build and deepen customer relationships.
Conduct on-site discovery and system reviews.
Identify upsell, expansion, and new project opportunities.
Develop and execute a territory growth plan aligned with company objectives.
Follow up on inbound marketing leads and trade show leads in a timely, professional manner.
Quality leads based on technical fit, urgency, budget, and decision process.
Collaborate with Product and Sales Engineers on: Technical scoping, System configuration, Performance requirements.
Present and defend proposals that clearly articulate value, ROI, and total cost of ownership.
Lead pricing discussions and large contract negotiations, including commercial terms, scope, and delivery considerations.
Close business while protecting margin and long-term customer value.
Partner closely with: Sales Engineering Business Development Managers Inside Sales Service and Support.

7+ years of B2B sales experience in capital equipment, automation, test & measurement, or engineered systems.
Proven experience, owning a full sales pipeline and forecast.
Demonstrated success using a CRM as the system of record (HubSpot strongly preferred)
Experience managing: Long sales cycles (6–18+ months)
High-value deals ($100k–$1M+)
Complex commercial and contractual negotiations.
Prior experience working alongside sales engineers or application engineers.
Experience with vacuum and/or leak detection equipment industry is a plus.

Regional Sales Manager – Custom Capital Equipment

Key skills