Territory Sales Manager in Rochester, New York at A R Arena Products

Drive innovation, deliver sustainability, shape the future of packaging!

Arena Products is a leader in reusable transport packaging systems—pioneering sustainable solutions that keep supply chains efficient and reduce waste across industries like dairy, fresh produce, non-hazardous chemicals, and health & beauty.

For more than 40 years, Arena Products, a family-owned business, has redefined what’s possible in industrial packaging. By utilizing in-house engineering, manufacturing, and pooling services, Arena delivers turnkey solutions that improve performance and cut costs for some of the world’s most respected brands.

We’re looking for a results-driven Territory Sales Manager to grow our market presence and build strong customer partnerships.

Why Arena:

• Innovative Products: Represent cutting-edge reusable packaging that’s changing the industry.
• Family-Owned Stability: Be part of a company where leadership knows your name and your work matters.
• Supportive Team Culture: Backed by decades of experience, collaboration, and hands-on technical expertise.

What You Will Do:

• Own your territory: Grow and maintain market share while meeting sales goals.
• Build trusted partnerships: Identify opportunities, develop account strategies, and deliver innovative solutions tailored to each customer.
• Be the face of Arena: Represent the company at trade shows, customer meetings, and industry events.
• Stay connected: Maintain accurate customer data, and ensure every client feels valued.
• Collaborate and innovate: Work cross-functionally with engineering, operations, quality, and supply chain to meet customer needs and exceed expectations.

Position Summary

Responsible for understanding and developing assigned territory to maximize and grow revenue and profits. Maintain, build, and create relationships with existing and potential customers. Support companywide efforts to increase sales volume.

Essential Job Functions

• Meet targeted sales goals for defined territory by growing and maintaining market share

• Identify business opportunities and develop account specific recommendations to meet objectives, while providing customer solutions

• Prospect new opportunities, establish value-based relationships, close sales, and maintain accounts

• Manage and grow a territory of active customers

• Accurately maintain customer account and contact information in system of record

• Maintain consistent communication and timely follow-up with customers and prospects

• Develop strong and beneficial relationships with new and existing customers

• Achieve sales and budget forecast; establish goals and forecast monthly and yearly sales

• Monitored ongoing sales performance and made real-time adjustments to ensure tracking and progress toward established sales goals

• Demonstrate product solutions in a manufacturing environment, including live trials

• Represent the company at trade shows, meetings and other events as needed, including working the booth at large-scale industry events from pre-show efforts through lead follow-up and closure

• Actively support the manufacturing department by providing recommendations and suggestions for improvements

• Observe competition and report findings to the team

• Performs other duties as assigned

Education and Experience

• Bachelor’s Degree in Business, Engineering (industrial or mechanical preferred), or another closely related field, or equivalent work experience

• 3+ years of proven success in a direct, industrial sales role managing a multi-state, multi-million-dollar territory

• Proven ability to work with larger, complex manufacturing companies, partnering with their Procurement, Supply Chain, Operations, Engineering, and other personnel

• Background in selling or leasing industrial equipment, services, and repeatable purchase supplies

• Background within the bulk packaging, food, or health & beauty industries highly desirable

• Proven ability to travel efficiently within assigned territory

Knowledge, Skills, and Abilities

• Superior communication skills (verbal and written)

• Effective team player who enjoys working alongside other sales representatives, Administrative Support, and Technical Service, with the ability to build and maintain positive relationships

• Proactive, entrepreneurial self-starter with a results-driven, competitive mindset

• Excitement for continuous learning with a goal of becoming a subject matter expert

• Meticulous user of CRM systems

• Proficient knowledge of MS Office Products

• Attention to detail

Physical Requirements

While performing the duties of this job, the employee is frequently required to sit, stand bend, and reach with hands and arms.

Work Environment

Frequent client-facing engagements in various environments, including customer offices, retail locations, or trade shows.

Salary Range: $55,000 - $65,000 per year

The specific salary offered may be influenced by a variety of factors including but not limited to the candidate's relevant experience, education, and work location.