Territory manager vs territory representative

The differences between territory managers and territory representatives can be seen in a few details. Each job has different responsibilities and duties. While it typically takes 6-8 years to become a territory manager, becoming a territory representative takes usually requires 2-4 years. Additionally, a territory manager has an average salary of $73,728, which is higher than the $39,761 average annual salary of a territory representative.

The top three skills for a territory manager include customer service, patients and product knowledge. The most important skills for a territory representative are customer service, patients, and customer relationships.

Territory manager vs territory representative overview

	Territory Manager	Territory Representative
Yearly salary	$73,728	$39,761
Hourly rate	$35.45	$19.12
Growth rate	5%	4%
Number of jobs	106,325	155,926
Job satisfaction	4	-
Most common degree	Bachelor's Degree, 78%	Bachelor's Degree, 83%
Average age	46	47
Years of experience	8	4

What does a territory manager do?

A territory manager is responsible for monitoring the sales operations of the different sales team of an organization. One of the most crucial duties of a territory manager is to encourage the sales team to provide the best results for increasing the company's profitability. Territory managers are conducting sales training, improving marketing strategies and approach, reviewing sales pitches, analyzing current market trends, and reaching sales goals. Territory managers must display exceptional leadership and customer service skills to manage customers' needs and identify more business opportunities.

What does a territory representative do?

A territory representative is responsible for selling the company's goods and services within a designated area, negotiating offers with potential clients, and identifying business opportunities according to market trends and customer demands. Territory representatives analyze the sales performance and strategize techniques to reach sales targets by coordinating with the whole sales team. They must be highly knowledgeable of the products offered by the company to demonstrate features and functionalities and respond to the inquiries and concerns the customers may have.

Territory manager vs territory representative salary

Territory managers and territory representatives have different pay scales, as shown below.

	Territory Manager	Territory Representative
Average salary	$73,728	$39,761
Salary range	Between $46,000 And $117,000	Between $31,000 And $50,000
Highest paying City	Seattle, WA	-
Highest paying state	Alaska	-
Best paying company	FUJIFILM Diosynth Biotechnologies	-
Best paying industry	Pharmaceutical	-

Differences between territory manager and territory representative education

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

	Territory Manager	Territory Representative
Most common degree	Bachelor's Degree, 78%	Bachelor's Degree, 83%
Most common major	Business	Business
Most common college	University of Southern California	SUNY College of Technology at Alfred

Territory manager vs territory representative demographics

Here are the differences between territory managers' and territory representatives' demographics:

	Territory Manager	Territory Representative
Average age	46	47
Gender ratio	Male, 71.3% Female, 28.7%	Male, 62.6% Female, 37.4%
Race ratio	Black or African American, 3.2% Unknown, 4.4% Hispanic or Latino, 9.8% Asian, 4.1% White, 78.2% American Indian and Alaska Native, 0.2%	Black or African American, 3.8% Unknown, 3.7% Hispanic or Latino, 14.1% Asian, 5.1% White, 73.0% American Indian and Alaska Native, 0.2%
LGBT Percentage	7%	6%

Differences between territory manager and territory representative duties and responsibilities

Territory manager example responsibilities.

Achieve MVP in Q3 2003 and Q1 through Q4 2004.
Manage promotional budgets focusing on high ROI events, thus increasing sales at lower promotional cost.
Manage all aspects of TM specification, sales, order management and delivery of customer's orders.
Generate leads through internet research, marketing, trade show participation, internal department cross-selling, and referrals.
Manage all aspects of SalesForce CRM integration and administration throughout the entire sales department
Achieve profitable relationships with current and prospective customers by providing exceptional customer support through attentiveness and extensive product knowledge.

Territory representative example responsibilities.

Manage and develop an extensive sales pipeline using SalesForce CRM products and phone-orient lead development techniques.
Accomplish this by actively prospecting new business, maintaining accountability on all sales efforts, and actualizing attentiveness to detail.
Design and facilitate educational and informative sales presentations and workshops for patients, family members, physicians and nurses.
Promote portfolio of products from multiple therapeutic classes to internal medicine, cardiology, allergy and pulmonology and family practice.
Develop product advocates in the cardiology space to influence usage at the primary care level.
Use computer systems (CRM) to track opportunities, update customer records, and record sales activity.

Territory manager vs territory representative skills

Common territory manager skills

Customer Service, 13%
Patients, 8%
Product Knowledge, 7%
Work Ethic, 7%
CRM, 5%
Excellent Interpersonal, 4%

Common territory representative skills

Customer Service, 12%
Patients, 10%
Customer Relationships, 9%
CRM, 9%
Territory Development, 6%
Food Handling, 5%

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Territory Manager
Territory Manager vs Territory Representative

Updated January 8, 2025

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