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Become A Senior Territory Manager

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Working As A Senior 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

  • $113,860

    Average Salary

What Does A Senior 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 Senior 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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Senior Territory Manager jobs

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Senior Territory Manager Career Paths

Senior Territory Manager
Regional Sales Director General Manager
Account Manager
5 Yearsyrs
Business Developer Business Development Manager
Director Of Sales
10 Yearsyrs
Regional Sales Director Director Of Sales
Director Of Sales & Business Development
13 Yearsyrs
Clinical Specialist Account Manager
District Sales Manager
7 Yearsyrs
Director Of Sales Director Of Sales And Marketing
General Manager
7 Yearsyrs
Sales/Marketing Sales Manager
General Sales Manager
8 Yearsyrs
Clinical Specialist Territory Sales Manager
Key Account Manager
7 Yearsyrs
Finance Advisor Account Manager
Major Account Manager
7 Yearsyrs
Senior Account Executive Regional Sales Manager
National Account Manager
8 Yearsyrs
Sales/Marketing Regional Sales Manager
National Sales Manager
10 Yearsyrs
Senior Manager Business Consultant
Regional Accounts Manager
8 Yearsyrs
Senior Account Executive Marketing Manager
Regional Marketing Manager
7 Yearsyrs
Business Developer Business Manager
Regional Sales Manager
9 Yearsyrs
Marketing Director Sales Consultant
Sales Manager
5 Yearsyrs
Senior Sales Executive Business Development Manager
Senior Sales Manager
7 Yearsyrs
Director Of Sales Vice President, Business Development
Senior Vice President, Sales
14 Yearsyrs
Team Leader Assistant Store Manager
Store Director
7 Yearsyrs
Marketing Director General Manager
Territory Manager
7 Yearsyrs
Vice President, Business Development Sales And Marketing Consultant
Territory Sales Manager
7 Yearsyrs
Senior Sales Executive Director Of Sales
Vice President Of Sales & Operations
12 Yearsyrs
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Average Length of Employment
Territory Manager 3.8 years
Sales Manager 3.6 years
Account Manager 2.9 years
Top Employers Before
Manager 1.8%
Top Employers After

Senior Territory Manager Demographics

Gender

Male

66.3%

Female

31.0%

Unknown

2.7%
Ethnicity

White

83.5%

Hispanic or Latino

8.6%

Asian

5.9%

Unknown

1.2%

Black or African American

0.8%
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Languages Spoken

Spanish

48.6%

Portuguese

5.7%

German

5.7%

Russian

5.7%

Dutch

2.9%

Nepali

2.9%

Mandarin

2.9%

Vietnamese

2.9%

Hebrew

2.9%

Cantonese

2.9%

French

2.9%

Norwegian

2.9%

Carrier

2.9%

Hindi

2.9%

Polish

2.9%

Italian

2.9%
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Senior Territory Manager Education

Schools

Western Michigan University

6.9%

Florida State University

6.4%

University of Phoenix

6.4%

University of Iowa

6.0%

University of Kansas

6.0%

University of South Florida

5.5%

Michigan State University

5.5%

West Virginia University

5.5%

Ohio State University

5.0%

University of Tennessee - Knoxville

4.6%

Webster University

4.6%

University of Utah

4.6%

University of Arizona

4.6%

Auburn University

4.1%

Pennsylvania State University

4.1%

Old Dominion University

4.1%

University of Florida

4.1%

University of Missouri - Columbia

4.1%

Iowa State University

4.1%

University of Toledo

3.7%
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Majors

Business

37.8%

Marketing

15.0%

Communication

6.8%

Management

5.3%

Biology

5.2%

Finance

3.2%

Psychology

3.0%

Political Science

2.8%

Economics

2.6%

Nursing

2.5%

English

2.0%

Sociology

1.9%

General Education, Specific Areas

1.8%

General Sales

1.7%

Education

1.7%

Health Care Administration

1.6%

Public Relations

1.3%

History

1.3%

Accounting

1.2%

Kinesiology

1.1%
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Degrees

Bachelors

68.6%

Masters

17.2%

Other

9.4%

Associate

2.4%

Doctorate

1.2%

Certificate

0.9%

Diploma

0.2%

License

0.1%
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Full Time
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Internship
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Real Senior Territory Manager Salaries

Job Title Company Location Start Date Salary
Senior Territory Manager, Latin America Kinetic Concepts, Inc. Coral Gables, FL Aug 30, 2013 $129,150
Senior Territory Manager Parnell Corporate Services Us Inc. Amarillo, TX Apr 15, 2015 $115,500
Senior Territory Manager, Latin America Kinetic Concepts, Inc. Opa-locka, FL Aug 30, 2010 $115,000
Senior Territory Manager-International Recruitme Oral Roberts University Tulsa, OK Mar 20, 2014 $36,837
Senior Territory Manager-International Recruitme Oral Roberts University Tulsa, OK Feb 01, 2014 $36,837

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Top Skills for A Senior Territory Manager

ProductKnowledgeSalesGrowthSalesQuotaMarketShareGrowthHospitalsSpecialtyPlasticSurgeonsSalesGoalsCardiologyPrimaryCareEndocrinologyDiabetesProductLinesBusinessPlanSalesTrainingSalesPerformanceAnnualSalesUrologyCustomerServiceKeyOpinionLeaders

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Top Senior Territory Manager Skills

  1. Product Knowledge
  2. Sales Growth
  3. Sales Quota
You can check out examples of real life uses of top skills on resumes here:
  • Selected to train sales representative in product knowledge, strategic relationship building, and territory management.
  • Job Responsibilities * Developed and expanded sales growth for ophthalmic, surgical products and products for external disease states.
  • Increased sales through acquisition of new accounts increased established sales quotas by 89%.
  • Earned numerous sales awards and bonuses achieving high market share growth in primary products.
  • Led up to 16 direct reports covering field and hospitals.

Top Senior Territory Manager Employers

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