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Become A Territory Account Manager

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Working As A Territory Account 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 Territory Account 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 Territory Account 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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Territory Account Manager jobs

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Territory Account Manager Career Paths

Territory Account Manager
Regional Sales Manager General Manager
Account Manager
5 Yearsyrs
Account Executive Sales Manager
Director Of Sales
10 Yearsyrs
Director Of Sales Business Developer
Director Of Sales & Business Development
13 Yearsyrs
Sales Consultant Territory Manager
District Sales Manager
7 Yearsyrs
Key Account Manager National Account Manager
Enterprise Account Manager
9 Yearsyrs
Sales Specialist Account Manager
Key Account Manager
7 Yearsyrs
Senior Account Executive Channel Manager
Major Account Manager
7 Yearsyrs
Sales Consultant Regional Sales Manager
National Account Manager
8 Yearsyrs
Regional Sales Manager National Account Manager
National Sales Manager
10 Yearsyrs
National Account Manager Account Executive
Regional Accounts Manager
8 Yearsyrs
District Sales Manager Marketing Manager
Regional Marketing Manager
7 Yearsyrs
Territory Manager Sales Manager
Regional Sales Manager
9 Yearsyrs
Account Executive Sales Consultant
Sales Manager
5 Yearsyrs
Territory Manager Account Manager
Senior Account Manager
7 Yearsyrs
Sales Specialist District Sales Manager
Senior Sales Manager
7 Yearsyrs
Business Development Manager Director Of Sales
Senior Vice President, Sales
14 Yearsyrs
District Sales Manager Regional Sales Manager
Strategic Accounts Manager
9 Yearsyrs
Business Development Manager Operations Director
Territory Manager
7 Yearsyrs
National Account Manager Sales Consultant
Territory Sales Manager
7 Yearsyrs
Director Of Sales Director Of Sales And Operations
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
Director Of Sales 3.6 years
Account Director 3.1 years
Account Manager 2.9 years
Top Employers Before
Top Employers After
Owner 3.3%

Territory Account Manager Demographics

Gender

Male

69.1%

Female

29.3%

Unknown

1.5%
Ethnicity

White

83.0%

Hispanic or Latino

9.0%

Asian

6.0%

Unknown

1.4%

Black or African American

0.6%
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Languages Spoken

Spanish

57.1%

German

9.5%

Portuguese

4.8%

French

4.8%

Korean

4.8%

Hindi

2.4%

Chinese

2.4%

Cherokee

2.4%

Carrier

2.4%

Bengali

2.4%

Mandarin

2.4%

Urdu

2.4%

Russian

2.4%
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Territory Account Manager Education

Schools

University of Phoenix

21.9%

San Jose State University

5.8%

Northern Illinois University

5.8%

Pennsylvania State University

5.0%

Indiana University Bloomington

5.0%

Weber State University

4.5%

University of Oregon

4.5%

Ohio State University

4.1%

University of Iowa

4.1%

Iowa State University

4.1%

Michigan State University

3.7%

University of Minnesota - Twin Cities

3.7%

University of Mississippi

3.7%

University of Texas at Austin

3.7%

University of Houston

3.7%

Appalachian State University

3.3%

Arizona State University

3.3%

University of Colorado at Boulder

3.3%

Texas A&M University

3.3%

University of Kentucky

3.3%
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Majors

Business

41.4%

Marketing

12.6%

Communication

7.0%

Management

5.2%

General Sales

3.5%

Psychology

3.4%

Biology

2.8%

Economics

2.8%

Political Science

2.7%

Finance

2.6%

Education

2.0%

Criminal Justice

1.7%

Liberal Arts

1.7%

Specialized Sales And Merchandising

1.6%

Accounting

1.6%

Nursing

1.5%

History

1.5%

Computer Science

1.5%

Public Relations

1.5%

Electrical Engineering

1.4%
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Degrees

Bachelors

62.4%

Other

17.5%

Masters

11.6%

Associate

5.5%

Certificate

1.7%

Doctorate

0.7%

Diploma

0.4%

License

0.2%
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Job type you want
Full Time
Part Time
Internship
Temporary

Real Territory Account Manager Salaries

Job Title Company Location Start Date Salary
Territory Account Manager Cisco Systems, Inc. New York, NY Jan 09, 2016 $125,694
Territory Account Manager Illumina, Inc. San Diego, CA Jul 12, 2013 $107,723 -
$151,200
Territory Account Manager-Gridautomation Eaton Corporation Tampa, FL Sep 16, 2015 $103,724
Territory Account Manager Informatica Corporation Irvine, CA Feb 21, 2011 $100,000
Territory Account Manager Cisco Systems, Inc. New York, NY Aug 23, 2016 $79,934 -
$100,800
Territory Account Manager, Offices Nespresso USA, Inc. Los Angeles, CA Dec 01, 2016 $79,000 -
$89,000
Territory Account Manager Cisco Systems, Inc. New York, NY Oct 10, 2014 $76,190 -
$97,900
Territory Account Manager (Management Analyst) Accuvant, Inc. Houston, TX Nov 28, 2009 $57,429
Territory Account Manager Cisco Systems, Inc. New York, NY Jan 09, 2016 $57,054
Territory Account Manager Ultradent Products, Inc. South Jordan, UT Dec 01, 2015 $55,000
Southeast Territory Account Manager (Sales Manager Julabo USA, Inc. Wilmington, NC Mar 03, 2014 $55,000

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Top Skills for A Territory Account Manager

ProductLinesAnnualQuotaRevenueGrowthTerritoryAccountNewAccountsMarketShareCustomerServiceCustomerBaseSalesGoalsHospitalsBusinessDevelopmentTradeShowsSalesQuotaKeyDecisionMakersDistributorsHealthcareAccountManagementAnnualSalesHardwareCustomerRelationships

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Top Territory Account Manager Skills

  1. Product Lines
  2. Annual Quota
  3. Revenue Growth
You can check out examples of real life uses of top skills on resumes here:
  • Presented Custom Prepared and Modular Reseller Training's to announce new product offerings and develop partner knowledge on product lines
  • Developed and maintained business accounts as an internal sales representative Generated approximately 15 million dollars in annual quota
  • Ranked #1 out of 82 sales rep in 2010 for top revenue growth.
  • Promoted to Territory Account Manager over Huntsville, AL after 9 months.
  • Maintained a 92% close ratio on new accounts within the financial banking, retail and manufacturing vertical markets.

Top Territory Account Manager Employers

Territory Account Manager Videos

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A Career with Coca Cola Amatil - Key Account Manager (JTJS62011)

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