Territory Business Development Manager

What You’ll Be Doing

• Own and grow an existing book of business
• Actively pursue a defined list of competitive, high-value target accounts
• Be accountable for retention, expansion, and new logo growth within your territory
• This role is for a field-oriented seller who can both protect and grow relationships and create new opportunities in competitive environments.

If you only want to farm—or only want to hunt—this role will frustrate you.

You’ll be selling capital equipment and engineered solutions
—including new ice plant builds, plant expansions, and replacement of existing equipment.

• Manage a defined portfolio of existing Modern Ice customers
• Build deep relationships across operations, maintenance, and leadership
• Identify expansion opportunities (equipment upgrades, plant expansions, replacements, services)
• Protect and grow revenue, margin, and share of wallet
• Serve as the primary commercial point of contact for your accounts

• Own a named list of competitive target accounts within your territory
• Prospect and penetrate accounts aligned with incumbent competitors
• Identify technical, operational, and economic pain points
• Position Modern Ice solutions to drive “Why Change / Why Us” conversations
• Displace incumbents through value, credibility, and execution—not price
• Lead sales cycles from first contact through close
• Develop account plans for both customers and targets
• Build ROI-driven business cases and proposals
• Maintain accurate CRM activity, pipeline, and forecasting

• Work closely with engineering, service, and operations teams
• Coordinate Freeze Force resources to support customer success
• Share market and competitive intelligence with leadership

This role requires regular time inside operating ice manufacturing plants
. These are industrial, blue-collar environments that can be cold, wet, noisy, and hands-on. You must be comfortable engaging directly with plant managers, operators, and maintenance teams on the plant floor.

If you prefer office-based selling or executive-only meetings, this role will not be a fit.

The role involves approximately 50% travel
, with in-office time required when not visiting customers. Given the complexity of the industry and solutions sold, a fully immersive, in-person onboarding and working environment is critical to ramp effectively and succeed long term.

• 5+ years of B2B field sales experience
• Experience managing a book of business and developing new accounts
• Background in industrial distribution, manufacturing, capital equipment, or engineered solutions
• Experience selling technical or engineered solutions with longer sales cycles
• Strong planning, territory management, and follow-up discipline
• Ability to build compelling business cases and ROI justification
• Strong planning, territory management, and follow-up discipline
• Bachelor’s degree in business, communication, engineering, or related field

• Strong retention and growth within your assigned accounts
• New customer wins from your target account list
• Expanded footprint inside existing customers
• Consistent, healthy pipeline across both existing and new accounts
• Meeting or exceeding territory revenue and margin targets

Modern Ice is the most trusted full-service provider of equipment, parts, and supplies for the global ice industry—and has been “with you every step of the way” since 1968.

• 50+ years of leadership in the packaged ice industry
• Full-service capabilities across equipment, parts, supplies, engineering, consulting, and training
• Home of Freeze Force
  , the largest and best-trained technical services team in the industry
• Trusted partner to leading manufacturers including Vogt, Leer, Matthiesen, and Hamer Fischbein (nVenia)
• Same-day shipping on in-stock parts with our “Order by 4 and Out the Door” guarantee

We don’t just sell equipment. We build long-term partnerships.

• Create an Experience – Deliver positive, high-impact interactions for customers and teammates
• Relentless Growth – Embrace learning, innovation, and continuous improvement
• People-Smart – Lead with empathy, collaboration, and emotional intelligence
• Humble – Stay curious, self-aware, and open to getting better