Territory Manager Salary
Job Description for Territory Manager
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.Read More...
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
- Present product information to and interact ethically with customers.
- Learn product details and communicate them to diverse audiences.
- Develop business opportunities, cultivating customers over the long-term.
- Meet and exceed sales goals with new and established customers, tracking all customer contact.
Common Career Paths for Territory Manager
Territory Managers may progress into high-paying roles like Sales Director, where median compensation is $98K annually. A common career progression for a Territory Manager is to become a Regional Sales Manager or a Business Development Manager. Compared to Territory Managers, the first group earns $17K more on average, and the second group earns $11K more.
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Popular Employer Salaries for Territory Manager
R.J. Reynolds Tobacco Co., Valspar Corporation, Ecolab, Inc., PPG Industries, Inc., and The Princeton Review are all popular places to work. Parker Hannifin Corp offers the highest compensation with a median salary of $88K. Other leaders in compensation levels are Mohawk Industries Inc at $75K, Praxair, Inc. at $73K, and R.J. Reynolds Tobacco Co., where Territory Managers annually earn $57K.
Other low-paying employers include PPG Industries, Inc. at $47K and Valspar Corporation at $51K, though some Territory Managers there earn up to $99K.
Popular Skills for Territory Manager
Territory Managers report using a large range of skills on the job. Most notably, facility with Oral / Verbal Communication, Sales, and Technical Sales are correlated to pay that is significantly above average, leading to increases of 26 percent, 19 percent, and 13 percent, respectively. Those listing Customer Service as a skill should be prepared for drastically lower pay. People Management and Operations Management also typically command lower compensation. Most people who know Customer Relationship Management also know Sales Management.
Pay by Experience Level for Territory Manager
Median of all compensation (including tips, bonus, and overtime) by years of experience.
For many Territory Managers, extensive experience does not lead to significantly more money. Salaries for the relatively untried average out to around $58K, but survey participants with five to 10 years of experience earn a significantly higher median of $67K. Territory Managers with one to two decades of relevant experience report an average salary of approximately $74K. After two decades in the workforce, the average Territory Manager generally earns more than ever; median pay for this group is estimated at $83K.
Pay Difference by Location
San Diego is home to an above-average pay rate for Territory Managers, 37 percent higher than the national average. Territory Managers will also find cushy salaries in Detroit (+28 percent), Houston (+24 percent), Milwaukee (+22 percent), and Philadelphia (+21 percent). Baltimore ranks last in the field for pay, reporting salaries 13 percent below the national average. Employers also pay below the national average in Chicago (11 percent lower) and St. Louis (3 percent lower).
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