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Become A Territory Manager

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Working As A 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

  • $72,800

    Average Salary

What Does A 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 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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Territory Manager jobs

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Average Length of Employment
Regional Manager 4.1 years
Territory Manager 4.0 years
OEM Sales Manager 3.7 years
Director Of Sales 3.6 years
Sales Manager 3.6 years
Product Manager 3.4 years
Market Manager 3.3 years
Head Of Sales 3.0 years
Account Manager 2.9 years
Top Employers Before
Manager 3.4%
Owner 2.5%
Top Employers After
Owner 3.4%
Manager 2.6%

Territory Manager Demographics

Gender

Male

68.6%

Female

29.6%

Unknown

1.8%
Ethnicity

White

83.0%

Hispanic or Latino

8.9%

Asian

6.1%

Unknown

1.5%

Black or African American

0.6%
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Languages Spoken

Spanish

60.9%

French

7.1%

German

6.2%

Portuguese

3.9%

Russian

2.8%

Chinese

2.8%

Mandarin

2.4%

Italian

2.4%

Carrier

2.2%

Arabic

1.5%

Dakota

1.3%

Japanese

1.1%

Hindi

0.9%

Korean

0.9%

Tagalog

0.7%

Czech

0.7%

Swedish

0.6%

Dutch

0.6%

Vietnamese

0.4%

Gujarati

0.4%
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Territory Manager Education

Schools

University of Phoenix

15.8%

Michigan State University

6.6%

University of Alabama

5.8%

Ball State University

5.2%

Auburn University

5.2%

Ohio State University

4.9%

Pennsylvania State University

4.8%

Arizona State University

4.7%

University of Georgia

4.5%

Florida State University

4.4%

Iowa State University

4.4%

West Virginia University

4.2%

Western Michigan University

4.0%

University of Kentucky

4.0%

University of Iowa

3.8%

University of Central Florida

3.7%

Indiana University Bloomington

3.6%

University of Houston

3.5%

Texas Tech University

3.5%

University of Missouri - Columbia

3.5%
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Majors

Business

38.1%

Marketing

14.8%

Communication

6.7%

Management

5.5%

Psychology

4.0%

Finance

3.2%

Political Science

2.7%

Biology

2.7%

General Sales

2.6%

Education

2.4%

Criminal Justice

2.0%

Kinesiology

1.9%

Economics

1.9%

Nursing

1.8%

Accounting

1.8%

Liberal Arts

1.7%

Sociology

1.6%

Public Relations

1.6%

History

1.5%

General Studies

1.5%
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Degrees

Bachelors

59.6%

Other

18.3%

Masters

12.9%

Associate

5.9%

Certificate

2.0%

Doctorate

0.6%

Diploma

0.4%

License

0.3%
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Job type you want
Full Time
Part Time
Internship
Temporary

Real Territory Manager Salaries

Job Title Company Location Start Date Salary
Territory Manager Socrata, Inc. New York, NY Apr 17, 2015 $181,000 -
$220,000
Territory Manager Epicor Software Corporation Irvine, CA Apr 13, 2010 $150,000
Territory Manager Philips Electronics North America Corporation Pleasant Hill, CA Oct 10, 2014 $126,000
Territory Manager-Caribbean Brown-Forman Corporation Coral Gables, FL Sep 01, 2015 $121,500
Territory Manager--Caribbean Brown-Forman Corporation Coral Gables, FL Jun 03, 2015 $118,500
Territory Manager Concentric Medical, Inc. MA Mar 02, 2011 $113,277 -
$123,600
Territory Manager Socrata Inc. Walnut Creek, CA Jul 15, 2015 $110,000
Territory Manager Socrata Inc. New York, NY Feb 10, 2015 $110,000
Territory Manager Socrata Inc. Seattle, WA Jul 01, 2015 $110,000
Territory Manager East Millicom International Services LLC Coral Gables, FL Nov 22, 2016 $108,576 -
$112,000
Midwest Territory Manager Neoris USA, Inc. Miami, FL Sep 20, 2014 $105,000
Territory Manager-Caribbean Brown-Forman Corporation Coral Gables, FL Sep 02, 2012 $103,000
Africa Mining Territory Manager Cummins Inc. Columbus, IN Jun 07, 2012 $99,200 -
$121,800
Cell Separation Territory Manager Stemcell Technologies Inc. Tukwila, WA Aug 17, 2013 $91,000
Territory Manager-Associate Director Southern New Hampshire University Manchester, NH Oct 08, 2012 $89,765
Territory Manager (Market Research Analyst) Cummins Inc. Shoreview, MN Oct 01, 2013 $85,800 -
$105,100
Territory Manager Tate and Lyle Custom Ingredients LLC Cary, NC Sep 18, 2016 $85,000 -
$100,000
Territory Manager East Millicom International Services LLC Coral Gables, FL Sep 15, 2014 $85,000
Northeast Territory Manager Negociants USA, Incorporated Napa, CA Mar 24, 2014 $82,500
Technical Territory Manager Cummins Inc. Columbus, IN Sep 18, 2015 $82,100 -
$99,800
Northeast Territory Manager Negociants U.S.A., Incorporated Napa, CA May 01, 2012 $73,000
Territory Manager Otis Elevator Company Anaheim, CA Aug 30, 2010 $71,594 -
$85,000
Territory Manager-Seafood Neogen Corporation Lansing, MI Dec 04, 2016 $70,214
Territory Manager Lee Kum Kee (USA), Inc. Chicago, IL Jul 18, 2016 $68,521
Territory Manager Biosense Webster, Inc. Diamond Bar, CA Sep 15, 2013 $67,993
Technical Territory Manager American Chromatography Supplies, LLC San Clemente, CA Sep 23, 2015 $66,000

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Top Skills for A Territory Manager

ProductKnowledgeSalesGrowthSalesQuotaNewAccountsHospitalsMarketShareCustomerServiceProductLinesOrthopedicSurgeonsSalesGoalsCustomerBaseTradeShowsSalesTerritoryBusinessPlansAnnualSalesBusinessDevelopmentHealthcareCustomerRelationsCardiologySalesVolume

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Top 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:
  • Developed an understanding of customer needs by expanding basic product knowledge to enhance services and assist clinics in growing their business.
  • Marketed and built a sales territory representing 3.8 million in sales growth while attaining a gross profit percentage of 17.1%.
  • Increase sales 25% over sales quota by building relationships with customers, builders and clients.
  • Optimized territory routing resulting in cultivation of new accounts and increased sales revenue.
  • Manage an account base of 110 veterinary hospitals.

Top Territory Manager Employers

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Territory Manager Videos

TargetMap.com - Territory Manager - (v.2 final 2011)

Career Profile: Territory Manager

Career Advice on becoming a Merchandiser by Joanna H (Full Version)

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