Territory Manager - Arizona

Recruiting Firm, Riderflex has been hired by our client, TinyMobileRobots, to find their Territory Manager for Arizona!

COMPANY OVERVIEW

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.

Is this you?

• 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

Does this sound like what you have been looking for?

POSITION SUMMARY

The Territory Manager owns revenue and brand awareness for TinyMobileRobots throughout Arizona. 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.

ESSENTIAL FUNCTIONS

A. 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.

B. 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.

C. 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.

D. 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.

QUALIFICATIONS

A. Education

Degree from an accredited college or university, or related work experience. No robotics or sports industry background required.

B. Experience

• 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.
• Selling to institutional buyers with budget cycles, such as schools, municipalities, or government, is helpful but not required.

C. Knowledge, Skills and Abilities

• 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.

WORK ENVIRONMENT AND PHYSICAL DEMANDS

• Home-based with regular driving throughout the territory, often over extended distances, and 30 to 50 overnight nights per year.
• Must reside in or near the Phoenix metro area, where most of the territory's customers are located.
• 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.
• Frequently outdoors in rain, heat, humidity, dirt and mud, and uneven or sloped terrain.
• Valid driver's license, and must pass a motor vehicle report and a substance abuse test.
• Fluency in English required, bilingual preferred.

COMPENSATION

• Base salary starting at $70,000 annually
• 5% commission on everything sold, including robots, accessories, paint, and warranty services
• Annual bonus program

Benefits

• Medical, dental, and vision insurance
• 401(k) program
• 13 days of paid time off, 11 paid holidays, and your birthday off
• Mileage reimbursement and a travel and expense budget
• Work from home with a flexible schedule

EQUAL EMPLOYMENT OPPORTUNITY (EEO) STATEMENT

TinyMobileRobots is an equal opportunity employer and does not discriminate in hiring or employment, in accordance with the requirements of all applicable laws, including race, color, religion, national origin, ancestry, age, gender, marital status, military status, sexual orientation, disability, or medical condition.

About Recruiting Firm, Riderflex:

Riderflex is a top-rated national recruiting firm, serving small to large companies globally. Our services range from C-Level Executive Search to Mass Volume Associate Level Hiring, catering to all functions and industries. We specialize in an executive recruiting process that involves vetting candidates through video interviews conducted by seasoned C-level executives.

Furthermore, we are renowned for our unique approach in finding the perfect fit for both clients and candidates. With a strong emphasis on cultural analysis and an executive recruiting process led by C-level experts, we excel in understanding and meeting specific industry needs.

Our mission is to create dynamic work environments, driven by our commitment to excellence in recruiting, consulting, and candidate services. At Riderflex, we don't just fill positions; we forge lasting relationships that propel businesses and careers forward.

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