Territory Sales Manager

The Territory Sales Manager is responsible and accountable for executing the business segment sales strategy through face-to-face engagement with identified customers to build durable business-to-business partnerships. Primary responsibility includes new customer growth while protecting and growing current customer revenue and contribution margin. This role actively participates in segment strategy and supports voice-of-the-customer discovery to help identify end-user outcomes that inform innovative, differentiated product and service solutions.

Responsibilities

Execute the business segment sales strategy through face-to-face engagement with identified customers; Participate in segment strategy and voice-of-the-customer discovery; Increase sales by identifying opportunities and forming business partnerships with new and existing customers; Build prospect lists and develop a targeted pipeline using industry sources; Develop strategies to achieve sales plan through disciplined 80/20 sales processes; Travel throughout assigned territory to call on regular and prospective customers; Develop and maintain relationships with customer contacts including owners, executives, purchasing, accounts payable, and other stakeholders; Coordinate customer training and support adoption of products/programs; Identify and communicate customer ownership, personnel, and location changes to company leadership; Display/demonstrate products using samples or catalogs and communicate value and differentiators; Quote pricing and credit terms within guidelines and prepare sales contracts; Prepare reports of business transactions and manage expense accounts; Conduct market research and stay current on market trends, competition, and customer expectations; Partner with branch locations to keep account activities, challenges, and needs current; Participate in trade shows/association expos as required

Requirements

Bachelor’s degree from a four-year college or university OR 3–5 years of related experience/training; equivalent combination accepted; Ability to read and interpret safety rules, operating/maintenance instructions, and procedure manuals; write routine reports and correspondence; speak effectively with customers and employees; Working math skills including arithmetic and the ability to compute rate, ratio, and percent and interpret bar graphs; Proficiency with contact management/CRM systems and Microsoft Word and Excel; Understanding and application of 80/20 business principles; Current driver’s license; Ability to travel up to 85% of the time; Regularly required to talk or hear; Frequently required to stand, walk, sit, use hands/fingers to handle or feel, and reach with hands and arms; Occasionally required to lift and/or move up to 50 lbs; Frequently required to visit job sites; may be required to climb ladders and walk on roofs or similar surfaces as applicable

Nice to have

Strong customer-facing presence with the ability to build trust and influence across customer organizations; Proven track record of new customer acquisition and profitable account growth; High execution discipline: pipeline management, follow-through, and accurate forecasting/reporting; Comfort operating independently in a large territory while partnering effectively with internal stakeholders