Engineering Jobs in Worcester, MA

Industrial Sales Manager

The Hope Group, A SunSource Company, is New England's leading provider of fluid power and motion control solutions for original equipment manufacturers (OEMs) and MROs. The Hope Group has over 100,000 square feet of warehousing, fabrication, and administration facilities to complement its manufacturing capacity. We're more than a parts distributor. Our customers rely on us to help identify and solve the efficiency and productivity challenges they face.

We are seeking a driven Industrial Sales Manager to lead business development and sales growth within the compressed air equipment market. This role is responsible for expanding market share, developing new customer relationships, and strengthening long-term partnerships across key industrial sectors. The ideal candidate combines strong technical aptitude with a hunter mentality and proven success in industrial B2B sales.

Key Competencies

• Technical solution-based selling
• Territory and pipeline management
• Strategic and consultative sales approach
• Customer-first mindset
• Strong organizational and follow-through skills
• Analytical problem-solving

Essential Functions

Sales & Business Development

• Develop and execute territory sales strategies to achieve and exceed revenue targets for compressed air systems, equipment, and service solutions
• Identify, prospect, and close new business opportunities across manufacturing, automotive, food & beverage, pharmaceutical, and general industrial markets
• Conduct on-site evaluations, system audits, and application assessments to recommend optimized compressed air solutions
• Prepare and deliver technical proposals, pricing, and customer presentations that clearly communicate value and ROI

Customer Relationship Management

• Build and maintain strong relationships with end users, OEMs, contractors, distributors, and engineering firms
• Act as a trusted technical advisor on compressed air system performance, reliability, and energy efficiency
• Manage full sales cycle activity from lead generation through closing and ongoing account support

Internal Collaboration

• Partner with engineering, service, and project management teams to ensure successful project execution
• Provide market intelligence, competitive insights, and customer feedback to leadership and product teams
• Support marketing initiatives including trade shows, campaigns, and customer events

Reporting & Pipeline Management

• Maintain accurate forecasting, pipeline tracking, and CRM activity management
• Deliver regular performance updates and territory reports to leadership

Experience, Education and Skills

• Bachelor's degree in Engineering, Business, Industrial Technology, or related field is preferred
• 5+ years of industrial equipment sales experience (compressed air or rotating equipment strongly preferred)
• Strong technical understanding of compressed air systems, air treatment, and industrial equipment applications
• Demonstrated success in meeting or exceeding sales targets in a B2B environment
• Strong communication, presentation, and negotiation skills
• Ability to travel regularly within assigned territory
• Experience with compressed air OEMs such as Kaeser, Atlas Copco, Ingersoll Rand, or Sullair is preferred
• Familiarity with energy efficiency programs, compressed air audits, and DOE-related guidelines is preferred
• Technically proficient with MS Office products and ability to learn and effectively use a CRM system

Work Environment

• Field-based role with frequent customer site visits and industrial facility exposure
• Moderate lifting and equipment inspection required
• Flexibility for occasional evening/weekend activity (trade shows, customer schedules)

Why The Hope Group?

• Market leader in fluid power and motion control
• Deep engineering, fabrication, and manufacturer support
• Diverse customer base across OEM and MRO markets
• Backed by SunSource a stable, growth-focused organization
• The Hope Group offers a platform to grow your career