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Become A Regional Territory Manager

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Working As A Regional Territory Manager

  • Selling or Influencing Others
  • Establishing and Maintaining Interpersonal Relationships
  • Communicating with Supervisors, Peers, or Subordinates
  • Getting Information
  • Communicating with Persons Outside Organization
  • Mostly Sitting

  • Stressful

  • $92,366

    Average Salary

What Does A Regional Territory Manager Do

Sales managers direct organizations' sales teams. They set sales goals, analyze data, and develop training programs for organizations’ sales representatives.

Duties

Sales managers typically do the following:

  • Resolve customer complaints regarding sales and service
  • Prepare budgets and approve expenditures
  • Monitor customer preferences to determine the focus of sales efforts
  • Analyze sales statistics
  • Project sales and determine the profitability of products and services
  • Determine discount rates or special pricing plans
  • Develop plans to acquire new customers or clients through direct sales techniques, cold calling, and business-to-business marketing visits
  • Assign sales territories and set sales quotas
  • Plan and coordinate training programs for sales staff

Sales managers’ responsibilities vary with the size of their organizations. However, most sales managers direct the distribution of goods and services by assigning sales territories, setting sales goals, and establishing training programs for the organization’s sales representatives.

Some sales managers recruit, hire, and train new members of the sales staff. For more information about sales workers, see the profiles on retail sales workers and wholesale and manufacturing sales representatives.

Sales managers advise sales representatives on ways to improve their sales performance. In large multiproduct organizations, they oversee regional and local sales managers and their staffs.

Sales managers also stay in contact with dealers and distributors. They analyze sales statistics generated from their staff to determine the sales potential and inventory requirements of products and stores and to monitor customers' preferences.

Sales managers work closely with managers from other departments in the organization. For example, the marketing department identifies new customers that the sales department can target. The relationship between these two departments is critical to helping an organization expand its client base. Sales managers also work closely with research and design departments because they know customers’ preferences, and with warehousing departments because they know inventory needs.

The following are examples of types of sales managers:

Business to business (B2B) sales managers oversee sales from one business to another. These managers may work for a manufacturer selling to a wholesaler, or a wholesaler selling to a retailer. Examples of these workers include sales managers overseeing sales of software to business firms, and sales managers overseeing wholesale food sales to grocery stores.

Business to consumer (B2C) sales managers oversee direct sales between businesses and individual consumers. These managers typically work in retail settings. Examples of these workers include sales managers of automobile dealerships and department stores.

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How To Become A Regional Territory Manager

Most sales managers have a bachelor’s degree and work experience as a sales representative.

Education

Most sales managers have a bachelor’s degree, although some have a master’s degree. Educational requirements are less strict for job candidates who have significant work experience. Courses in business law, management, economics, accounting, finance, mathematics, marketing, and statistics are advantageous.

Work Experience in a Related Occupation

Work experience is typically required for someone to become a sales manager. The preferred duration varies, but employers usually seek candidates who have at least 1 to 5 years of experience in sales.

Sales managers typically enter the occupation from other sales and related occupations, such as sales representatives or purchasing agents. In small organizations, the number of sales manager positions often is limited, so advancement for sales workers usually comes slowly. In large organizations, promotion may occur more quickly.

Important Qualities

Analytical skills. Sales managers must collect and interpret complex data to target the most promising geographic areas and demographic groups, and determine the most effective sales strategies.

Communication skills. Sales managers need to work with colleagues and customers, so they must be able to communicate clearly.

Customer-service skills. When helping to make a sale, sales managers must listen and respond to the customer’s needs.

Leadership skills. Sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals.

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Regional Territory Manager Videos

ACE Bakery Territory Manager

Career Profile: Territory Manager

What Business can Learn from Dating • Rik Van Bruggen

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Regional Territory Manager Career Paths

Regional Territory Manager
National Account Manager Business Developer
Business Development Sales Manager
9 Yearsyrs
Regional Accounts Manager Regional Sales Director
Channel Sales Director
10 Yearsyrs
Senior Account Manager Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
National Sales Manager International Sales Manager
Director Of International Sales
10 Yearsyrs
Sales And Marketing Manager Regional Accounts Manager
Eastern Regional Sales Manager
10 Yearsyrs
Regional Sales Director Senior Sales Executive
Enterprise Account Manager
9 Yearsyrs
Senior Account Manager Account Director
Global Account Director
12 Yearsyrs
Senior Account Executive Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Senior Account Executive Product Manager
Product Manager/Sales
6 Yearsyrs
General Manager Territory Manager
Sales Development Manager
8 Yearsyrs
Business Development Manager Director Of Sales
Sales Vice President
12 Yearsyrs
General Manager District Manager
Senior District Manager
8 Yearsyrs
Regional Accounts Manager National Account Manager
Senior National Account Manager
9 Yearsyrs
National Account Manager Director Of Sales
Senior Sales Director
11 Yearsyrs
National Sales Manager Strategic Accounts Manager
Strategic Sales Manager
9 Yearsyrs
Regional Sales Director Regional Sales Vice President
Vice President Of National Accounts
12 Yearsyrs
Business Development Manager Operations Vice President
Vice President Of Sales & Operations
11 Yearsyrs
Sales And Marketing Manager Regional Sales And Marketing Manager
West Coast Sales Manager
8 Yearsyrs
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Do you work as a Regional Territory Manager?

Help others decide if this is a good career for them

Average Length of Employment
Regional Manager 4.1 years
Territory Manager 3.8 years
Top Careers Before Regional Territory Manager
Top Careers After Regional Territory Manager
Owner 3.6%
Consultant 3.6%
President 3.1%

Do you work as a Regional Territory Manager?

Regional Territory Manager Demographics

Gender

Male

74.2%

Female

23.8%

Unknown

2.1%
Ethnicity

White

65.2%

Hispanic or Latino

13.6%

Black or African American

11.4%

Asian

6.4%

Unknown

3.4%
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Foreign Languages Spoken

Spanish

52.9%

Portuguese

11.8%

Danish

5.9%

German

5.9%

French

5.9%

Carrier

5.9%

Russian

5.9%

Italian

5.9%
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Regional Territory Manager Education

Schools

University of Phoenix

8.4%

Wake Forest University

6.0%

Ohio State University

6.0%

Pennsylvania State University

6.0%

Texas A&M University

6.0%

West Virginia University

6.0%

Florida State University

6.0%

Washington State University

4.8%

Western Illinois University

4.8%

State University of New York College at Oswego

4.8%

East Tennessee State University

4.8%

San Diego State University

4.8%

Ball State University

4.8%

Northern Illinois University

4.8%

Eastern Michigan University

3.6%

California State University - Chico

3.6%

Montclair State University

3.6%

Louisiana Tech University

3.6%

University of Kentucky

3.6%

University of Michigan - Ann Arbor

3.6%
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Majors

Business

38.7%

Marketing

14.0%

Management

6.0%

Finance

5.7%

Communication

4.8%

Economics

3.3%

Psychology

3.3%

Biology

2.7%

Political Science

2.7%

History

2.4%

Criminal Justice

2.1%

Computer Science

1.8%

English

1.8%

Business Communications

1.8%

Computer Information Systems

1.8%

Kinesiology

1.5%

Electrical Engineering

1.5%

Education

1.5%

Public Relations

1.5%

Sociology

1.5%
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Degrees

Bachelors

61.7%

Masters

15.6%

Other

15.0%

Associate

4.8%

Certificate

1.5%

Doctorate

1.0%

License

0.2%

Diploma

0.2%
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Regional Territory Manager Videos

ACE Bakery Territory Manager

Career Profile: Territory Manager

What Business can Learn from Dating • Rik Van Bruggen

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Top Skills for A Regional Territory Manager

  1. New Product Lines
  2. Percentage Growth
  3. New Accounts
You can check out examples of real life uses of top skills on resumes here:
  • Utilized ACT database to contact customers for introduction of new product lines and order management.
  • Focused energy on the accounts that would make the most impact, creating the highest percentage growth in the company.
  • Targeted net new accounts growing existing accounts and provided consulting and ROI analysis support for interested companies and or agencies.
  • Recruited and assisted new clients with their business succession plans.
  • Drive business impact at surgical centers and hospitals through identification of key physicians and development of strategic plans.

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Top Regional Territory Manager Employers

Jobs From Top Regional Territory Manager Employers

Regional Territory Manager Videos

ACE Bakery Territory Manager

Career Profile: Territory Manager

What Business can Learn from Dating • Rik Van Bruggen

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