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Territory: California
Reports to: Regional Sales Leader (Remote)
Work location: Remote – California-based
Travel: 50% within California; occasional national travel for training
Employment type: Full-Time | Direct Hire

About the Company

Our client is an established manufacturer of industrial automation and flow-control solutions serving critical infrastructure and industrial markets. The company is expanding its commercial presence in North America and investing in a growing field sales organization. This is an opportunity to help shape growth in a priority market.

The Opportunity

California is one of the largest and most dynamic industrial markets in the United States. With a heavily funded water infrastructure network and significant industrial activity, the territory represents a major growth opportunity and currently has no dedicated field coverage.

As the Territory Sales Representative, you will be the company’s first dedicated field presence in California. You will own the full commercial cycle: distributor recruitment and development, end-user prospecting, EPC relationship building, and pipeline management. You will report directly to a regional sales leader and operate with a high degree of autonomy and accountability. This role is ideal for a highly driven, technically capable sales professional who wants ownership of a territory.

Key Responsibilities

Sales and Business Development

• Prospect the territory for potential clients and channel partners for project-based and day-to-day business.
• Recruit, onboard, and develop 2-3 distribution partners in California within Year 1, targeting partners with established relationships in water/wastewater and industrial markets.
• Meet annual sales targets for the California territory as part of shared growth goals.
• Identify and pursue new business opportunities for valve automation packages on capital projects, retrofits, and brownfield upgrades.
• Build and maintain strong relationships with operators, EPCs, valve OEMs, and system integrators.
• Promote the company’s valve automation solutions as part of complete valve packages or system-level solutions to prospective clients.

Market Intelligence & Reporting

• Provide regular field intelligence on competitor activity, pricing trends, and customer requirements in the California market.
• Contribute to internal competitive-pricing benchmarks and product-gap reporting.
• Submit a structured biweekly activity report to the regional sales leader covering pipeline status, account targets, customer visits, and pending action items.
• Track and report all lost deals through the internal lost-deal process; participate in root-cause reviews.
• Participate in sales team biweekly meetings and monthly one-on-one feedback sessions with the regional sales leader.

Qualifications

Required

• 5+ years of outside sales experience in industrial automation, instrumentation, valve actuation, or closely related flow control equipment.
• Demonstrated success in territory development including new distributor or channel development.
• Existing relationships within California’s water/wastewater, industrial, or data center markets strongly preferred.
• Strong technical aptitude: ability to understand valve and actuator specifications, and conduct application reviews.
• Self-starter with the discipline to manage a remote territory autonomously and report consistently without daily oversight.
• Proficiency in pipeline tracking tools (CRM, Excel, or equivalent); commitment to data-driven sales management.
• Ability to travel 50% of time within California.

Preferred

• Bachelor’s degree in Engineering, Industrial Technology, Business, or related field (or equivalent technical experience).
• Familiarity with the municipal procurement process for capital equipment in California.
• Experience selling through distribution (two-step channel) in addition to direct end-user sales.
• Bilingual (English/Spanish) is a plus given California’s industrial contractor base.

Why Join

• Early market ownership — you will be the first dedicated field presence in California, building the territory from the ground up with meaningful ownership.
• Long-term career development and growth opportunity with an established industrial technology company.
• Direct access to leadership: a small team, fast decisions, and regular engagement with regional leadership.
• Competitive compensation package (base salary + variable incentive + benefits).
• Competitive benefits package, including health coverage and a 401(k) plan with employer match.