Specialty sales representative vs territory sales representative

The differences between specialty sales representatives and territory sales representatives can be seen in a few details. Each job has different responsibilities and duties. While it typically takes 1-2 years to become a specialty sales representative, becoming a territory sales representative takes usually requires 2-4 years. Additionally, a specialty sales representative has an average salary of $67,605, which is higher than the $34,431 average annual salary of a territory sales representative.

The top three skills for a specialty sales representative include patients, product knowledge and territory management. The most important skills for a territory sales representative are customer service, CRM, and product knowledge.

Specialty sales representative vs territory sales representative overview

	Specialty Sales Representative	Territory Sales Representative
Yearly salary	$67,605	$34,431
Hourly rate	$32.50	$16.55
Growth rate	4%	4%
Number of jobs	174,608	219,928
Job satisfaction	-	-
Most common degree	Bachelor's Degree, 86%	Bachelor's Degree, 79%
Average age	47	47
Years of experience	2	4

What does a specialty sales representative do?

Specialty sales representatives are responsible for selling products and services using firm arguments to possible clients. Also, they perform a cost-benefit study of present and prospective clients. These representatives support positive business relationships to guarantee future sales. Their main role is to give complete and correct solutions to clients to enhance top-line revenue progress, profitability, and investment levels. Their duties include reaching out to customer leads through telemarketing as well as maximize customer satisfaction by efficiently providing resolutions to their issues and complaints.

What does a territory sales representative do?

A territory sales representative is responsible for selling goods and services, assisting customers with their inquiries and concerns, and monitoring the assigned area's sales reports. Territory sales representatives coordinate with the rest of the sales team to develop effective marketing strategies and promotional techniques to increase revenues and profitability. Territory sales representatives research current market trends to identify business opportunities to meet consumer demands and widen their services. A territory sales representative must have excellent knowledge of the sales disciplines and principles, managing the market approach to ensure customer satisfaction.

Specialty sales representative vs territory sales representative salary

Specialty sales representatives and territory sales representatives have different pay scales, as shown below.

	Specialty Sales Representative	Territory Sales Representative
Average salary	$67,605	$34,431
Salary range	Between $40,000 And $113,000	Between $15,000 And $78,000
Highest paying City	-	Boston, MA
Highest paying state	-	Massachusetts
Best paying company	-	IBM
Best paying industry	-	-

Differences between specialty sales representative and territory sales representative education

There are a few differences between a specialty sales representative and a territory sales representative in terms of educational background:

	Specialty Sales Representative	Territory Sales Representative
Most common degree	Bachelor's Degree, 86%	Bachelor's Degree, 79%
Most common major	Business	Business
Most common college	University of Pennsylvania	University of Pennsylvania

Specialty sales representative vs territory sales representative demographics

Here are the differences between specialty sales representatives' and territory sales representatives' demographics:

	Specialty Sales Representative	Territory Sales Representative
Average age	47	47
Gender ratio	Male, 50.9% Female, 49.1%	Male, 69.1% Female, 30.9%
Race ratio	Black or African American, 3.8% Unknown, 3.7% Hispanic or Latino, 13.9% Asian, 5.1% White, 73.3% American Indian and Alaska Native, 0.2%	Black or African American, 3.8% Unknown, 3.7% Hispanic or Latino, 14.2% Asian, 5.1% White, 72.9% American Indian and Alaska Native, 0.2%
LGBT Percentage	6%	6%

Differences between specialty sales representative and territory sales representative duties and responsibilities

Specialty sales representative example responsibilities.

Utilize CRM system and other applications to manage all sales within the renewal stages.
Collaborate with management, marketing, and training departments to achieve the common goals of Merck.
Manage allocated resources and accountable for pharmaceutical samples in accordance with FDA and PDMA guidelines; responsible for expense management.
Manage tough relationships with key reimbursement decision-makers in hospitals, renal and oncology clinics throughout territory.
Manage the development, productivity and utilization of local, regional and national speakers for hyperlipidemia and hypertension.
Perform several educational sales presentations to large audiences on appropriate pain management for patients.

Territory sales representative example responsibilities.

Track leads, log calls/activities, move sales cycle, and report/forecast using Salesforce.
Develop and manage a portfolio of customers seeking cost-effective, knowledgeable travel consultation and options.
Introduce CRM to corporate management to enhance customer relationships.
Provide training and direction to authorize distributors within western Washington.
Participate with dealers, distributors and clients concerning sales and advertising opportunities.
Record all customer contact utilizing company CRM (customer relationship management system).

Specialty sales representative vs territory sales representative skills

Common specialty sales representative skills

Patients, 14%
Product Knowledge, 9%
Territory Management, 7%
Neurology, 6%
Work Ethic, 6%
Medical Sales, 5%

Common territory sales representative skills

Customer Service, 18%
CRM, 7%
Product Knowledge, 5%
Excellent Time Management, 5%
Sales Growth, 5%
Business Relationships, 4%

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Specialty Sales Representative
Specialty Sales Representative vs Territory Sales Representative

Updated January 8, 2025

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