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Become A Territory Representative

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Working As A Territory Representative

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • $55,730

    Average Salary

What Does A Territory Representative Do At Sysco Corp

* Answer customers' questions about products, prices, availability, and product uses.
* Provide product information and practical training to customer personnel.
* Drive personal vehicle to customer accounts, conventions, company meetings, etc.
* Communicate and collect accounts receivable as necessary, working with the credit department and client; collect all balances due based on approved credit terms.
* Manage deliveries to the routing schedule published by the transportation department; troubleshoot any problems that occur during the order process (for example, out of stock items, special order items, low inventory, etc.).
* Participate in company functions, promotions, customer visits, and customer events.
* Attend and participate in general sales and district meetings.
* Participate in ongoing training sessions.
* Assist with the training of new employees as requested.
* Review and analyze daily and weekly reports such as special order requests, customer bid files, and sales/gross profit margin data.
* Perform administrative duties, such as preparing sales budgets and reports, maintaining sales records, processing credits and pick-up requests, preparing sales quotes and menu suggestions, and filing reports.
* Other duties may be assigned

What Does A Territory Representative Do At Danaher Corporation

* Maintain a comprehensive knowledge of all company policies and procedures and demonstrate the ability to effectively implement them at the territory level.
* Establish and maintain a travel schedule that will allow consistent contact with existing and potential customers.
* Schedule must follow sales plan and logical routing plan.
* Manage assigned geographical territory within allocated expense budget.
* Complete all administrative paperwork in a timely manner.
* Participate in (inter-)national and local trade shows and company meetings as appropriate.
* Support Yorba Linda established educational programs when territory customers are attending.
* Yorba Linda education managers will communicate with representatives when they are needed

What Does A Territory Representative Do At MacAllister

* Establish, develop and maintain relationships daily with current and potential customers within the assigned territory through phone calls, cold-calls, in-person visits and presentations.
* Generate revenue and market share through product sales within assigned territory according to pre-established sales goals and gross profit objectives.
* Achievement of monthly/quarterly/yearly sales and gross profit budget goals
* Educate customers on our products and services through product specifications, demonstrations and presentations.
* Achieve monthly/quarterly/yearly sales, market share, and gross profit goals
* Maintain a team based approach to all activities to ensure sales, service, and support staff goals are obtained
* Ensure Customer Relationship Management (CRM) software is updated daily
* Participate in trade shows and various associations pertinent to the market
* Supervisory Responsibilities:
* No formal responsibility for supervising others

What Does A Territory Representative Do At Abbott

* Responsible for exceeding revenue goals and objectives.
* Learns how to autonomously program patients intraoperatively and post operatively and appropriately represent the full chronic pain product line in procedural cases.
* Develops and maintains relationships with new and existing territory customers.
* Develops and maintains an understanding of Chronic Pain Therapies in a competitive environment.
* Maintains positive and cooperative communications and collaboration with all levels of employees, customers, contractors, and vendors.
* Interacts with customers and assigned institutions, physicians and technicians, customer purchasing and administration.
* Interacts with all levels of sales and sales management staff.
* Ability to interface and interact with patients

What Does A Territory Representative Do At Caldera Medical

* Build and run a sales territory in partnership with a Territory Representative or Territory Manager
* Achieve desired territory sales goals by increasing sales with existing customers and identifying new customers to grow the territory
* Actively engage and call upon Gynecologists, Urologists, and Urogynecologists in both the hospital and office setting
* Develop relationships and become an asset of a surgeon’s team
* Conduct product trails
* Provide after-sales service and support
* Manage budgets and keep detailed records within CRM platform
* Maintain knowledge of the competition
* Travel as needed – may be up to 80% in assigned territory

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How To Become A Territory Representative

Educational requirements vary, depending on the type of product sold. If the products are not scientific or technical, a high school diploma is generally enough for entry into the occupation. If the products are scientific or technical, sales representatives typically need at least a bachelor's degree.


A high school diploma is sufficient for many positions, primarily for selling nontechnical or scientific products. However, those selling scientific and technical products typically must have a bachelor's degree. Scientific and technical products include pharmaceuticals, medical instruments, and industrial equipment. A degree in a field related to the product sold, such as chemistry, biology, or engineering, is often required.

Many sales representatives attend seminars in sales techniques or take courses in marketing, economics, communication, or even a foreign language to improve their ability to make sales.


Many companies have formal training programs for beginning wholesale and manufacturing sales representatives that last up to 1 year. In some programs, trainees rotate among jobs in plants and offices to learn all phases of producing, installing, and distributing the product. In others, trainees receive formal technical instruction at the plant, followed by on-the-job training under the supervision of a field sales manager.

New employees may be trained by going along with experienced workers on their sales calls. As they gain familiarity with the firm's products and clients, the new workers gain more responsibility until they eventually get their own territory.

Licenses, Certifications, and Registrations

Many in this occupation have either the Certified Professional Manufacturers' Representative (CPMR) certification or the Certified Sales Professional (CSP) certification, both offered by the Manufacturers' Representatives Educational Research Foundation (MRERF). Certification typically involves completing formal technical training and passing an exam. In addition, the CPMR requires 10 hours of continuing education every year in order to maintain certification.

Other Experience

Although not required, sales experience can be helpful, particularly for nontechnical positions.


Frequently, promotion takes the form of an assignment to a larger account or territory, where commissions are likely to be greater. Those who have good sales records and leadership ability may advance to higher level positions, such as sales supervisor, district manager, or vice president of sales. For more information on these positions, see the profile on sales managers.

Important Qualities

Customer-service skills. Sales representatives must be able to listen to the customer’s needs and concerns before and after the sale.

Interpersonal skills. Sales representatives must be able to work well with many types of people. They must be able to build good relationships with clients and with other members of the sales team.

Self-confidence. Sales representatives must be confident and persuasive when making sales presentations. In addition, making a call to a potential customer who is not expecting to be contacted, or “cold calling,” requires confidence and composure.

Stamina. Sales representatives are often on their feet for long periods of time and may carry heavy sample products.

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Territory Representative jobs

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Territory Representative Career Paths

Territory Representative
Sales Manager Operations Manager General Manager
Account Manager
5 Yearsyrs
Territory Manager Sales Manager
Director Of Sales
10 Yearsyrs
Senior Sales Representative Account Manager Regional Sales Manager
Eastern Regional Sales Manager
10 Yearsyrs
Specialty Representative Territory Manager Account Manager
National Account Manager
8 Yearsyrs
Territory Sales Manager Regional Sales Manager
National Accounts Sales Manager
9 Yearsyrs
Senior Sales Representative Account Executive Regional Sales Manager
National Sales Director
10 Yearsyrs
Account Manager Sales Manager Regional Sales Manager
National Sales Manager
10 Yearsyrs
District Manager Operations Manager Account Executive
Regional Accounts Manager
8 Yearsyrs
Territory Sales Manager District Sales Manager
Regional Business Manager
10 Yearsyrs
Sales Specialist Territory Sales Manager District Sales Manager
Regional Sales And Marketing Manager
8 Yearsyrs
District Sales Manager Regional Sales Manager
Regional Sales Director
10 Yearsyrs
Account Manager Account Executive Sales Manager
Regional Sales Manager
9 Yearsyrs
Territory Manager Account Manager Account Executive
Sales Manager
5 Yearsyrs
Specialty Representative Senior Sales Representative Account Executive
Senior Sales Executive
9 Yearsyrs
District Manager District Sales Manager Sales Manager
Senior Sales Manager
7 Yearsyrs
Sales Consultant Territory Manager
Senior Territory Manager
9 Yearsyrs
Sales Consultant Senior Sales Representative Account Manager
Territory Account Manager
8 Yearsyrs
Sales Specialist Merchandiser Territory Manager
Territory Business Manager
7 Yearsyrs
Sales Manager General Manager Account Executive
Territory Manager
7 Yearsyrs
District Sales Manager General Manager Account Executive
Territory Sales Manager
7 Yearsyrs
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Territory Representative Demographics


  • Male

  • Female

  • Unknown



  • White

  • Hispanic or Latino

  • Asian

  • Unknown

  • Black or African American

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Languages Spoken

  • Spanish

  • French

  • Portuguese

  • Chinese

  • Carrier

  • Filipino

  • Mandarin

  • Russian

  • Italian

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Territory Representative

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Territory Representative Education

Territory Representative

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Top Skills for A Territory Representative


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Top Territory Representative Skills

  1. Product Knowledge
  2. Sales Growth
  3. Market Share Growth
You can check out examples of real life uses of top skills on resumes here:
  • Created sales presentation kits for sales force and wholesalers to increase product knowledge and generate additional sales of new products.
  • Analyzed sales trend data to identify areas of sales growth opportunity, and developed a strategic targeting plan.
  • Earned National Market Share Growth Award.
  • Achieved a sales increase of 135% over annual sales quota leading to promotion.
  • Educated and competitively sold primary care physicians as well as certain specialists.

Top Territory Representative Employers

Territory Representative Videos

Career Profile: Territory Manager