Territory managers can be found in a significant numbers of businesses and industries. They typically are tasked with maintaining and increasing a company’s sales performance in a specific geographic area. In general, the territory manager’s primary focus is on building and maintaining a customer base, thereby increasing sales. Retail territory managers generally oversee a geographic area as well and make regular contact with division, district, area managers, and, on rare occasions, store managers.
Non-retail territory managers’ primary duty is to maintain customer relationships. In most cases, meeting with clients is crucial so that territory managers can hear and address any concerns they may have with a company’s products or services provided. In many situations, the territory manager is the “face” of the company in the eyes of the clients. This makes communication skills and the ability to build a rapport with clients an essential trait for territory managers.
While the territory manager usually has an office in their company’s headquarters, given the need for regular contact with clients and prospective clients, they spend a significant amount of time traveling to and from various different locations within their assigned territory.
Educational requirements may vary. Some territory managers start in a low-level position in their companies and reach the territory manager position through promotions. While a degree is not required, many territory managers have an associate’s or bachelor’s degree in sales, marketing, or a related field. The territory manager is often expected to continue pursuing education through continuing classes, seminars, and training events.
Territory Manager Tasks
- Develop business opportunities, cultivating customers over the long-term.
- Meet and exceed sales goals with new and established customers, tracking all customer contact.
- Present product information to and interact ethically with customers.
- Learn product details and communicate them to diverse audiences.