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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

  • $69,000

    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 Career Paths

Territory Manager
Regional Sales Manager Sales Vice President
Executive Vice President Of Sales
13 Yearsyrs
Regional Sales Manager Director Of Sales
Regional Sales Vice President
11 Yearsyrs
Account Manager District Sales Manager
Division Sales Manager
8 Yearsyrs
Account Manager National Account Manager
Senior National Account Manager
9 Yearsyrs
Account Manager Regional Sales Manager
Central Region Sales Manager
11 Yearsyrs
District Sales Manager
Eastern Regional Sales Manager
10 Yearsyrs
Territory Sales Manager District Sales Manager
Regional Sales And Marketing Manager
8 Yearsyrs
Sales Manager Director Of Sales
Director Of Sales & Service
10 Yearsyrs
Sales Manager Sales Account Manager
Senior Account Sales Manager
7 Yearsyrs
Owner Director Of Sales
Vice President Director Of Sales
10 Yearsyrs
Sales Manager National Sales Manager
International Sales Manager
6 Yearsyrs
Sales Account Manager
Regional Account Sales Manager
8 Yearsyrs
District Manager Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
National Account Manager Channel Manager/Sales Manager
Channel Account Manager
7 Yearsyrs
District Manager Market Manager
Market Sales Manager
6 Yearsyrs
Territory Business Manager
District Business Manager
10 Yearsyrs
Regional Manager Regional Sales Director
Channel Sales Director
10 Yearsyrs
Major Account Manager
Government Account Manager
8 Yearsyrs
National Sales Manager Senior Sales Manager
Executive Sales Manager
6 Yearsyrs
Sales Development Manager Inside Sales Manager
Regional Sales Manager, Mid Atlantic Region
9 Yearsyrs
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Average Length of Employment
Territory Manager 4.0 years
Top Careers Before Territory Manager
Manager 3.4%
Owner 2.8%
Top Careers After Territory Manager
Owner 4.1%
Manager 2.5%
Consultant 2.3%

Do you work as a Territory Manager?

Average Yearly Salary
$69,000
Show Salaries
$40,000
Min 10%
$69,000
Median 50%
$69,000
Median 50%
$69,000
Median 50%
$69,000
Median 50%
$69,000
Median 50%
$69,000
Median 50%
$69,000
Median 50%
$119,000
Max 90%
Best Paying Company
VMware
Highest Paying City
New York, NY
Highest Paying State
New York
Avg Experience Level
3.9 years
How much does a Territory Manager make at top companies?
The national average salary for a Territory Manager in the United States is $69,564 per year or $33 per hour. Those in the bottom 10 percent make under $40,000 a year, and the top 10 percent make over $119,000.

The largest raises come from changing jobs.

See what's out there.

Real Territory Manager Salaries

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

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Top Skills for A Territory Manager

  1. Product Knowledge
  2. Sales Territory
  3. Sales Goals
You can check out examples of real life uses of top skills on resumes here:
  • Maintained product knowledge and consistently achieved sales goals and planned objectives, while delivering customer satisfaction that ensures consistent repeat business.
  • Managed a national sales territory, calling on and visiting prospective and established clients to sell athletic and physical education equipment.
  • Develop and execute territory sales goals and business plans for all cardiovascular pharmaceutical brands while achieving sales growth within assigned territory.
  • Display strong organizational skills while strategically scheduling and traveling throughout the state to manage current relationship and develop new accounts.
  • Identify and cultivate new business development opportunities by cold calling, developing relationships with employer accounts and delivering excellent customer service.

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Average Salary:

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Top 10 Best States for Territory Managers

  1. New York
  2. Colorado
  3. Idaho
  4. Washington
  5. Pennsylvania
  6. Virginia
  7. Oregon
  8. North Carolina
  9. Illinois
  10. West Virginia
  • (1,990 jobs)
  • (935 jobs)
  • (152 jobs)
  • (933 jobs)
  • (1,262 jobs)
  • (1,075 jobs)
  • (455 jobs)
  • (1,014 jobs)
  • (1,909 jobs)
  • (70 jobs)

Territory Manager Resume Examples And Tips

The average resume reviewer spends between 5 to 7 seconds looking at a single resume, which leaves the average job applier with roughly six seconds to make a killer first impression. Thanks to this, a single typo or error on your resume can disqualify you right out of the gate. At Zippia, we went through over 37,725 Territory Manager resumes and compiled some information about how best to optimize them. Here are some suggestions based on what we found, divided by the individual sections of the resume itself.

Learn How To Create A Top Notch Territory Manager Resume

View Resume Examples

Territory Manager Demographics

Gender

Male

68.1%

Female

28.4%

Unknown

3.5%
Ethnicity

White

65.3%

Hispanic or Latino

13.6%

Black or African American

11.4%

Asian

6.1%

Unknown

3.6%
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Foreign Languages Spoken

Spanish

63.8%

French

6.2%

German

5.1%

Portuguese

4.3%

Russian

2.9%

Italian

2.8%

Mandarin

2.2%

Chinese

2.2%

Carrier

1.9%

Arabic

1.7%

Korean

1.4%

Japanese

1.1%

Dakota

0.9%

Hindi

0.8%

Swedish

0.5%

Ukrainian

0.5%

Cantonese

0.5%

Tagalog

0.5%

Czech

0.5%

Polish

0.5%
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Territory Manager Education

Schools

Ohio State University

7.9%

Michigan State University

6.9%

Arizona State University

6.8%

Texas A&M University

5.9%

University of Alabama

5.5%

Pennsylvania State University

5.5%

University of Texas at Austin

4.8%

Florida State University

4.7%

University of Georgia

4.7%

University of Kentucky

4.6%

Texas Tech University

4.6%

University of Houston

4.5%

Purdue University

4.5%

University of South Carolina - Columbia

4.3%

Indiana University Bloomington

4.3%

Bowling Green State University

4.3%

Western Michigan University

4.2%

University of South Florida

4.1%

University of Arizona

4.0%

Auburn University

3.9%
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Majors

Business

37.7%

Marketing

13.5%

Communication

6.8%

Management

6.3%

Psychology

3.9%

Finance

3.2%

Political Science

2.8%

Criminal Justice

2.6%

Kinesiology

2.4%

Nursing

2.3%

General Sales

2.3%

Biology

2.3%

Education

2.0%

Economics

2.0%

Public Relations

1.7%

Accounting

1.7%

Liberal Arts

1.7%

General Studies

1.7%

Hospitality Management

1.6%

History

1.5%
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Degrees

Bachelors

66.2%

Masters

12.3%

Associate

9.6%

High School Diploma

6.1%

Certificate

3.3%

Diploma

1.2%

Doctorate

0.7%

License

0.6%
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Top Territory Manager Employers

Jobs From Top Territory Manager Employers

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Updated May 18, 2020