Territory Business Development Manager
Modern Ice Equipment & Supply, Cincinnati, Ohio, United States, 45208
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.
Account Ownership & Expansion
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
New Business Development
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
Cross-Functional Collaboration
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.
Required Qualifications
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
Success Looks Like
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
About Modern Ice 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.
Our Core Values
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
#J-18808-Ljbffr
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.
Account Ownership & Expansion
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
New Business Development
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
Cross-Functional Collaboration
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.
Required Qualifications
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
Success Looks Like
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
About Modern Ice 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.
Our Core Values
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
#J-18808-Ljbffr