What does a territory account manager do?
Territory account managers are sales professionals who take responsibility for the maintenance of customer relationships. These managers learn how clients do business and establish a better understanding of customer interaction. They generate sales with client accounts using techniques such as cross-selling and upselling. It is their job to ensure that their clients receive the requested services and products on time. They also maintain long-term account relationships. The core skills for this job include strong communication skills, leadership skills, and attention to detail.
Territory account manager responsibilities
Here are examples of responsibilities from real territory account manager resumes:
- Manage a sales territory for an OEM distributor of power transmission, motion control and automation devices.
- Manage three CRM systems for notes/payments/renewals/tracking/proposals and quotes.
- Generate leads, prepare RFP responses, build relationships, identify business/functional requirements, present technical solutions and negotiate contracts.
- Map strategies to meet establish performance standards and to boost resource return on investment (ROI).
- Develop pricing proposal and ROI for customers
- Work within three CRM systems for notes/payments/renewals/tracking/proposals and quotes.
- Advertise and endorse allergy, pulmonary and respiratory medications to various physicians and healthcare professionals across Philadelphia region.
- Conduct regular account appraisals to accelerate customer adoption by working closely with the customer to educate and assess cloud technology needs.
- Consult clients on establishing content appropriate for their audience that is both readable on the web and has sound SEO principles.
- Evaluate website, SEO and digital advertising performance metrics and identify areas requiring optimization.
- Develop new accounts while maintaining and upselling existing accounts.
Territory account manager skills and personality traits
We calculated that 10% of Territory Account Managers are proficient in Customer Service, CRM, and Product Knowledge. They’re also known for soft skills such as Analytical skills, Communication skills, and Customer-service skills.
We break down the percentage of Territory Account Managers that have these skills listed on their resume here:
- Customer Service, 10%
Delivered consistently excellent customer service, characterized by immediate, thorough resolution of problems with orders and equipment and friendly service.
- CRM, 9%
Managed corporate communication with individual Co-op owners and created call reports using internal CRM software.
- Product Knowledge, 7%
Conducted customer Product Knowledge training and provided competitive pricing analysis to regional sales and supply chain management.
- Healthcare, 6%
Generated business with retail, healthcare and medical professionals through cold calls and effective business to business presentations.
- Salesforce, 6%
Skilled in SalesForce, Tact, AX, Quick Quote Tool, and BlueLine App.
- Business Development, 5%
Prepared, delivered and remained accountable to monthly sales forecasts and bi-monthly sales/business development presentations to key Microsoft stakeholders.
Most territory account managers use their skills in "customer service," "crm," and "product knowledge" to do their jobs. You can find more detail on essential territory account manager responsibilities here:
Analytical skills. The most essential soft skill for a territory account manager to carry out their responsibilities is analytical skills. This skill is important for the role because "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." Additionally, a territory account manager resume shows how their duties depend on analytical skills: "track, monitor and evaluate sales data to ensure satisfaction of sales objectives. "
Communication skills. Another soft skill that's essential for fulfilling territory account manager duties is communication skills. The role rewards competence in this skill because "sales managers need to work with colleagues and customers, so they must be able to communicate clearly." According to a territory account manager resume, here's how territory account managers can utilize communication skills in their job responsibilities: "developed small sales staff in bay area that targeted strategic accounts and carriers the product line of telecommunications and data services. "
Customer-service skills. Another skill that relates to the job responsibilities of territory account managers is customer-service skills. This skill is critical to many everyday territory account manager duties, as "when helping to make a sale, sales managers must listen and respond to the customer’s needs." This example from a resume shows how this skill is used: "collaborate with and involves relevant internal customers, such as finance, accounts receivable, marketing, and direct sales teams. "
Leadership skills. For certain territory account manager responsibilities to be completed, the job requires competence in "leadership skills." The day-to-day duties of a territory account manager rely on this skill, as "sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals." For example, this snippet was taken directly from a resume about how this skill applies to what territory account managers do: "demonstrated leadership abilities by being solely responsible for assigned territories while achieving sales growth.increased company market share during tenure. "
The three companies that hire the most territory account managers are:
- EquipmentShare50 territory account managers jobs
- Colony Hardware29 territory account managers jobs
- United Site Services29 territory account managers jobs
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Compare different territory account managers
Territory account manager vs. Manager, account executive
An account executive manager is responsible for handling client accounts and leading the account management procedures to promote the client's brand image in the market and maintain the highest satisfaction. Account executive managers work with the marketing and sales team to identify sales and promotional strategies that would increase revenues and product profits. They also review the current market trends to develop business opportunities according to client needs and public demands. An account executive manager coordinates with the clients for regular updates and informs them of business plan adjustments as needed.
These skill sets are where the common ground ends though. The responsibilities of a territory account manager are more likely to require skills like "crm," "salesforce," "customer satisfaction," and "work ethic." On the other hand, a job as a manager, account executive requires skills like "virtualization," "post sales," "sales territory," and "account executives." As you can see, what employees do in each career varies considerably.
Managers, account executive really shine in the technology industry with an average salary of $87,422. Comparatively, territory account managers tend to make the most money in the technology industry with an average salary of $79,428.managers, account executive tend to reach similar levels of education than territory account managers. In fact, managers, account executive are 2.3% more likely to graduate with a Master's Degree and 0.1% more likely to have a Doctoral Degree.Territory account manager vs. Sales manager
Sales managers are responsible for leading the organization's sales team. They oversee the progress and performance of the whole team, set area assignments to team members, and set weekly or monthly quotas. Sales managers oversee training team members during onboarding and providing further coaching to help them achieve their goals. They manage the challenges that team members may meet and help mitigate any problems that come along the way. Sales managers also set the strategic direction of the sales team and follow through by ensuring that the team's activities are in line with the goals.
While some skills are similar in these professions, other skills aren't so similar. For example, resumes show us that territory account manager responsibilities requires skills like "customer service," "healthcare," "salesforce," and "territory account." But a sales manager might use other skills in their typical duties, such as, "sales performance," "multitasking," "sales associates," and "sales floor."
In general, sales managers achieve similar levels of education than territory account managers. They're 0.9% more likely to obtain a Master's Degree while being 0.1% more likely to earn a Doctoral Degree.What technology do you think will become more important and prevalent for territory account managers in the next 3-5 years?
Bill Thorne
Executive Director of the NRF Foundation and Senior Vice President of Communication and Public Affairs of NRF, National Retail Federation
Territory account manager vs. Account executive/sales manager
An Account Executive/Sales Manager manages client accounts, building positive client relationships in the process. Part of their job is to secure sales, which requires them to conduct research and analysis to find new business and client opportunities, generate leads, offer products and services to clients through calls and correspondence, arrange appointments, and process payments. There are instances where they must assist clients by resolving issues and concerns, ensuring client satisfaction. Moreover, they are also responsible for developing sales plans and strategies while implementing the company's policies and regulations among staff.
Some important key differences between the two careers include a few of the skills necessary to fulfill the responsibilities of each. Some examples from territory account manager resumes include skills like "crm," "salesforce," "customer satisfaction," and "work ethic," whereas an account executive/sales manager is more likely to list skills in "account executives," "sales professionals," "real estate," and "business sales. "
Account executive/sales managers make a very good living in the media industry with an average annual salary of $51,472. On the other hand, territory account managers are paid the highest salary in the technology industry, with average annual pay of $79,428.When it comes to education, account executive/sales managers tend to earn similar degree levels compared to territory account managers. In fact, they're 1.7% more likely to earn a Master's Degree, and 0.1% more likely to graduate with a Doctoral Degree.Territory account manager vs. Senior sales manager
Senior sales managers take the lead in handling sales operations in the organization. They supervise the activities performed by the junior sales management team. It is their responsibility to maximize the potential of the sales team, establish sales plans, and justify these plans to superior management. They aim to expand the customer base of the company and its strong presence in the market. The skills these managers should have include leadership, organization, communication, and the ability to recruit talented sales agents.
Types of territory account manager
Updated January 8, 2025
