A territory sales manager oversees a specific area (or territory) for an organization and acts as a liaison between company headquarters and the company’s presence in their respective territory. Often, the territory sales manager’s primary job is to increase sales volume within their assigned region. But the territory sales manager is also responsible for developing new business opportunities, ensuring customer needs are met satisfactorily, and ensuring that the company’s presence in their assigned area is meeting the company’s standards and expectations. The territory sales manager also keeps the company’s headquarters updated on their assigned area through reports and presentations. Depending on the size of the company, the territory sales manager may also be expected to hire and fire new employees, as well as make sure new hires are properly trained.
Because the territory sales manager usually oversees many employees in an assigned area, a great deal of travel is required; with travel time, territory sales managers typically work more than 40 hours a week and may be on call for emergencies. Because so much of a territory sales manager’s time is spent traveling around their area, their work environment may vary greatly.
A college degree is usually not needed to become a territory sales manager. Experience in sales and sales management typically is viewed as much more important than formal education; Three to five years of experience in sales management is usually required.
Territory Sales Manager Tasks
- Develop and maintain relationships with major or key accounts within a specific area or market.
- Plan and implement sales programs for one or more of the company's product line.
- Manage sales professional staff within a specified area.
- Train sales staff, implement sales incentive programs and goals to increase employee performance.
- Ensure activities are in accordance with the developed sales objectives and quotas.