Territory Sales Manager

What is a Territory Sales Manager?

A Territory Sales Manager is someone who is responsible for managing sales activities within a specific geographical area, known as a territory. They work to promote and sell products or services to customers within their assigned territory.

What does a Territory Sales Manager do?

A Territory Sales Manager usually performs the following tasks:

• Creates and implements sales strategies to achieve sales targets within their territory
• Identifies and develops new customer relationships
• Maintains and strengthens relationships with existing customers
• Conducts market research to identify new opportunities and understand customer needs
• Provides product demonstrations and presentations to potential customers
• Negotiates and finalizes sales agreements and contracts
• Keeps track of sales metrics and prepares reports for management
• Collaborates with other departments, such as marketing and customer support, to ensure customer satisfaction and support sales efforts

What does the day-to-day life of a Territory Sales Manager look like?

A Territory Sales Manager typically works full-time, from Monday to Friday. However, they may need to work additional hours to meet sales targets or attend industry events. They spend their time both in the office and on the field, meeting with customers and prospects.

Their daily tasks may include:

• Contacting potential customers to schedule meetings or presentations
• Meeting with current customers to maintain relationships and discuss new products or services
• Conducting market research and analyzing sales data
• Preparing sales proposals and presentations
• Attending sales meetings and training sessions
• Travelling within their assigned territory to meet with customers and attend industry events

Where does a Territory Sales Manager work?

A Territory Sales Manager can work for various types of companies, including manufacturers, distributors, or service providers. They may also work for companies that sell directly to customers (business-to-consumer) or to other businesses (business-to-business).

The location of work will depend on the territory assigned. Territory Sales Managers can be based in an office and travel within their territory, or they may have a home-office setup and travel extensively.

What tools/software/hardware does a Territory Sales Manager use?

A Territory Sales Manager uses a variety of tools and software to perform their job effectively. These may include:

• Customer Relationship Management (CRM) software, such as Salesforce or HubSpot, to manage customer data and track sales activities
• Communication tools, like email and phone, to connect with customers
• Presentation software, such as Microsoft PowerPoint or Google Slides, to create sales presentations
• Analytical tools, like Microsoft Excel or Google Sheets, to analyze sales data and generate reports
• Mobile devices, such as smartphones or tablets, for on-the-go communication and access to information

What do I need to become a Territory Sales Manager?

To become a Territory Sales Manager, you can take one or more of the following paths:

• Bachelor's degree: While not always required, having a degree in fields such as business administration, marketing, or communication can be beneficial. It provides a strong foundation of knowledge and skills related to sales and business principles.

• Relevant work experience: Many employers prefer candidates with previous sales experience. This can be gained through internships, entry-level sales positions, or other roles that involve customer interaction and business development.

• Strong communication and interpersonal skills: A Territory Sales Manager should have excellent verbal and written communication skills, as well as the ability to build relationships and influence customers. Being a good listener and having empathy are also important traits.

What career paths are available?

As a Territory Sales Manager, there are various career paths you can pursue, including:

• Sales Manager: You can progress to a management position, where you oversee a team of sales representatives or manage a larger territory.

• Regional Sales Manager: In this role, you would be responsible for multiple territories within a specific region. You would work closely with Territory Sales Managers to drive sales and achieve regional targets.

• Key Account Manager: This position focuses on managing and growing relationships with key accounts, which are usually the largest and most important customers for a company.

To start on these career paths, you would typically need to demonstrate strong sales performance, leadership skills, and a track record of achieving targets.

What jobs are similar to a Territory Sales Manager?

Some jobs that are similar to a Territory Sales Manager and may require similar skills and qualities include:

• Account Executive: This role involves managing and developing relationships with key accounts or strategic customers. It focuses on retaining and growing existing business.

• Business Development Manager: These professionals are responsible for identifying new business opportunities, building partnerships, and expanding the customer base.

• Sales Representative: This position focuses on selling products or services directly to customers. Sales representatives often work closely with Territory Sales Managers to cover a specific market or region.

If you have experience as a Territory Sales Manager, you may also consider transitioning into roles such as sales consultant, sales trainer, or sales operations manager.

What made you want to become a Territory Sales Manager?

How did you get your first Territory Sales Manager job?

What was the one thing that surprised you the most about being a Territory Sales Manager?

Are you a Territory Sales Manager? We want you to share your experiences with those looking to start or change their careers to Territory Sales Manager. If you're interested, contact us at mail@calumchilds.com.