Job Description
We are seeking a high-performing Sales Manager to provide strategic and operational leadership for the North American territory. As the primary strategist for regional success, you will directly oversee a portfolio of Key Accounts while leading and developing our Sales Engineer team. We are looking for an industry expert who can provide the high-level coaching and strategic alignment necessary to ensure revenue goals are consistently exceeded through comprehensive territory planning and proactive market development.
This role serves as the primary North American escalation point for territory challenges and capital equipment investment discussions. Leveraging deep technical knowledge, you will help your team navigate difficult negotiations and deliver innovative solutions to producers. You will be a central driver of organizational growth—not only through individual and team performance but by identifying, hiring, and mentoring new Sales Engineers to expand our regional footprint. Working in close alignment with our Service and Parts departments, you will execute a unified communication strategy to ensure a seamless customer experience and proactively minimize equipment downtime.
You will spend 50%–75% of your month traveling to support your team in the field and deliver custom presentations to producers. The remaining time will be dedicated to growing existing relationships and strategically scaling the North American sales department.
If you are eager to be a part of a growing team, consider yourself a results-driven sales leader, and are looking to continually develop new and creative sales approaches to drive revenue, this is the job for you.
Job Duties/Responsibilities
- Drive the complete sales process—from initial discovery and technical solution design through closing, installation, and commissioning—for a personal portfolio of high-value accounts.
- Establish and enforce regional sales goals, revenue forecasts, and performance KPIs in collaboration with executive leadership, taking direct responsibility for the North American sales to meet or exceed these targets.
- Develop a thorough understanding of customer business goals, annual trends, and pain points to position our equipment as a vital component of their long-term profitability and efficiency.
- Provide targeted field assistance to Sales Engineers on high-stakes negotiations and complex technical presentations, ensuring the Pathfinder business perspective is effectively delivered to decision-makers.
- Step in to drive lead generation and outbound activity in territories that are unstaffed or underperforming, ensuring regional market stability until a Sales Engineer is positioned for success.
- Serve as the primary liaison between Sales, Service, and Parts to ensure maximum equipment uptime for the customer; coordinate the sale of integrated service contracts, component upgrades, and reliable parts replacement to reduce customer downtime.
- Partner with the Marketing department to develop lead-generation strategies and trade show goals; actively attend and represent the company at industry events to maintain a dominant professional network and a pulse on market trends.
- Provide comprehensive reporting and metrics to management, utilizing CRM data to track regional success, pipeline health, and individual performance.
- Master the use of the CRM (HubSpot) for personal account management while ensuring the Sales Engineer team maintains rigorous documentation of all sales activities, projects, and opportunities within their territory.
- Travel internationally as needed to engage with overseas vendors and domestic partners, leveraging these global relationships to integrate specialized expertise and advanced equipment into North American customer solutions.
- Lead the identification, hiring, and onboarding of new Sales Engineers as needed for the business, focusing on their ability to expand the regional footprint and act as a true business partner to their customers.
- Maintain expert-level knowledge of new technologies, industry challenges, and vendor-specific equipment information to ensure Pathfinder remains a lead consultant, providing the most advanced and cost-effective solutions in the North American market.
- Perform related job duties and responsibilities as assigned to drive the dual mission of customer satisfaction and profitable regional growth.
Qualifications
- Must have a Bachelor’s degree in Engineering, Business, Marketing, or a related technical field; or equivalent professional experience in industrial equipment sales.
- Preferred 5–7 years of relevant industry experience, with a proven track record of managing a sales team or leading high-value ($1M+) custom automation and capital equipment sales
- Demonstrated ability to manage the full sales lifecycle—from initial discovery to commissioning—while simultaneously coaching a team to hit collective revenue targets.
- Exceptional written and verbal communication skills, with the ability to deliver complex technical presentations to C-suite decision-makers and industry leaders.
- Advanced proficiency in CRM systems with a focus on using data to drive sales forecasting, pipeline health, and team accountability.
- Superb analytical skills with experience in project management and a "winning" creative approach to identifying custom solutions for complex producer challenges.
- Proven experience in hiring, onboarding, and developing sales talent, with a focus on building a high-performing, consultative sales culture.
- Deep understanding of industrial automation, dry-cast/precast processes, or similar heavy machinery sectors; ability to stay ahead of industry trends and vendor technologies.
- Ability to travel 50%–75% of the time, effectively managing a remote team and personal accounts while maintaining high organizational standards.
- Must exhibit total ownership of regional performance, showing the discipline to meet strict deadlines and push for consistent growth.
- Expert-level ability to build rapport with domestic and international partners, ensuring Pathfinder remains a preferred business ally in the North American market.
- Strong working knowledge of Microsoft Office Suite (Excel, Outlook, Teams) and modern remote-collaboration tools.
Come work with us!
We realize and appreciate that our strength and competitive advantage is due to our capable team. Our employees are rewarded and recognized for their performance. We offer a competitive compensation and benefits program that reflects Pathfinder System’s high regard for our employees.
We value creativity, assertiveness, quick thinking, and a passion for innovation and problem-solving. Come think, solve, and create with us!
Learn about Pathfinder!
Founded in 1998, Pathfinder Systems offers leading-edge equipment with innovative technology geared toward providing high-quality concrete products. Pathfinder Systems has grown to include fully staffed sales and marketing departments, a stocked warehouse for local parts availability, and a service department of experienced industry professionals.
Our services range from providing replacement parts to developing full facility manufacturing solutions. We work alongside our customers to design, purchase, build and commission their concrete manufacturing plants and equipment. We also have considerable experience assisting our customers with their existing facility upgrades and retrofits.
With strong partnerships with established companies in Japan, Germany, Italy, and North America, we are looking ahead towards continued success and expansion while servicing customers in the dry cast concrete industry. With a keen focus on technological innovation and a strong dedication to its employees, customers, and community, Pathfinder Systems is paving the path toward further strategic growth and innovation.
Job Type: Full-time
Pay: $120,000.00 - $150,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Experience:
- Sales: 5 years (Preferred)
- Sales management: 1 year (Preferred)
Ability to Commute:
Willingness to travel:
Work Location: On the road
