Territory Sales Representative —
Overhead Cranes · Birmingham, AL
A Build-and-Grow Territory for a 90-Year Category Leader
Precision Sales Recruiting placed a Territory Sales Representative for one of the longest-established names in overhead crane, hoist, and rigging distribution in the United States. The company has been in business since the 1930s and holds a category-leading inventory and pricing position across every major brand in the industry.
The Birmingham branch was healthy. The territory it served was operating well below its potential, and leadership had flagged this market as one of the strongest growth opportunities in the company. The placed representative reports directly to a long-tenured Regional Sales Leader who personally onboards every new Territory Sales Representative for three to four weeks of one-on-one field training. This search was conducted by Precision Sales Recruiting, a firm specializing in manufacturing and industrial sales recruiting nationwide.
What the Right Candidate Was Walking Into
90-plus years of company history.A category-leading position in overhead crane distribution with pricing leverage and inventory depth that competitors cannot match.
Underdeveloped market, identified by leadership.The Birmingham territory was explicitly flagged as one of the company's top growth opportunities, with real runway to build.
Three to four weeks of one-on-one onboarding.Every new Territory Sales Representative trains directly with the regional sales leader before going solo in the field.
Long-tenured peer group.Several reps at 20-plus years with the company. The culture retains people, and the newest TSR in the region just hit two years.
Uncapped earnings, paid monthly.Year 1 OTE at $130K+, top earners clearing $180K+. The company publicly committed to a rep-first comp model tied directly to territory growth.
Service team backs up every sale.Top-tier inventory, pricing leverage, and an operations team that delivers on what the rep promises in the field.
What the Role Required
Roughly three-quarters of the company's revenue comes from service: OSHA-mandated annual inspections, repair quoting, maintenance agreements, and parts. The representative leads with these conversations because they are the relationship. Capital equipment sales follow, with overhead cranes, hoists, and rigging systems running six-figure deal sizes and longer cycles.
- Manage and grow a portfolio of industrial accounts across Alabama and Mississippi
- Lead with OSHA inspection quoting, maintenance agreement renewals, and repair follow-up
- Identify and develop new accounts in underdeveloped zip codes within the territory
- Support capital equipment opportunities: overhead cranes, hoists, components, and rigging systems
- Maintain accurate pipeline, territory activity, and account data in NetSuite daily
The role ran on a hybrid schedule designed to maximize field productivity.
Pull territory dashboard by zip code. Identify inspections coming due, follow up on open quotes, plan the field week.
Three to five productive customer visits per day. Lead with inspection and maintenance renewals. Capture cross-sell and upsell. Develop new accounts.
Process the week's quotes. Close customer loops. Update CRM. Plan next week's territory targets.
What the Client Required
- Two or more years of B2B field sales experience with consistent tenure
- Overhead crane or material handling experience, or demonstrated CRM proficiency in a comparable platform
- Comfort spending three days per week in the field engaging customers in industrial environments
- Based within 60 miles of the Birmingham metro (75 miles considered for an exceptional fit)
- Valid driver's license and ability to pass a pre-employment drug screen
- Willingness to complete OSHA-10 and customer-required safety orientations
- Direct overhead crane, hoist, rigging, or material handling sales experience
- NetSuite or Oracle CRM experience
- Service-oriented sales background: inspections, maintenance agreements, repair quoting, and parts sales
- Demonstrated new-business development through cold outreach and territory mapping
- Solutions-based, consultative selling style versus price-led transactional selling
What the Role Paid
Additional benefits included an $800 monthly car allowance with fuel card, full health, dental, and vision insurance, a 401(k) plan, and three to four weeks of one-on-one onboarding with the regional sales leader. The company publicly stated they are comfortable with reps who out-earn ownership, and the Birmingham market was specifically identified as one that can support top-earner outcomes.
Looking for a Similar Role?
This position has been filled, but we work on searches like it regularly. If you have a background in B2B field sales in industrial environments, overhead crane or material handling distribution, or service-led territory sales, join our candidate network and we will reach out when a matching role opens.
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