How to hire a territory representative

How to hire a territory representative, step by step

Here's a step-by-step territory representative hiring guide:

• Step 1: Identify your hiring needs
• Step 2: Create an ideal candidate profile
• Step 3: Make a budget
• Step 4: Write a territory representative job description
• Step 5: Post your job
• Step 6: Interview candidates
• Step 7: Send a job offer and onboard your new territory representative
• Step 8: Go through the hiring process checklist

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1. Identify your hiring needs

   Before you post your territory representative job, you should take the time to determine what type of worker your business needs. While certain jobs definitely require a full-time employee, it's sometimes better to find a territory representative for hire on a part-time basis or as a contractor.

   Determine employee vs contractor status

   Is the person you're thinking of hiring a US citizen or green card holder?

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   Hiring the perfect territory representative also involves considering the ideal background you'd like them to have. Depending on what industry or field they have experience in, they'll bring different skills to the job. It's also important to consider what levels of seniority and education the job requires and what kind of salary such a candidate would likely demand.

   The following list breaks down different types of territory representatives and their corresponding salaries.

   Type of Territory Representative	Description	Hourly rate
   Territory Representative	Wholesale and manufacturing sales representatives sell goods for wholesalers or manufacturers to businesses, government agencies, and other organizations. They contact customers, explain product features, answer any questions that their customers may have, and negotiate prices.	$14-24
   Consultant And Sales Representative	A consultant and sales representative's role is to perform research and analysis to devise strategies for reaching sales targets and optimal services. Aside from providing consultations and business plans, they may also represent the company by reaching out to clients through calls and correspondence... Show more	$68-171
   Pharmaceutical Sales Representative	The job of pharmaceutical sales representatives is to inform and educate doctors about a company's medical and pharmaceutical products. They serve as the link between a company and healthcare professionals to hit sales targets... Show more	$20-52

   Show more

2. Create an ideal candidate profile

   Common skills:

   • Customer Service
   • Patients
   • Customer Relationships
   • CRM
   • Territory Development
   • Food Handling
   • Product Knowledge
   • Food Safety
   • Sales Territory
   • Working Independently
   • Customer Satisfaction
   • Trade Shows
   • Plumbing
   • Territory Management

   Check all skills

   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.

3. Make a budget

   Including a salary range in your territory representative job description is one of the best ways to attract top talent. A territory representative can vary based on:

   • Location. For example, territory representatives' average salary in west virginia is 47% less than in maine.
   • Seniority. Entry-level territory representatives 38% less than senior-level territory representatives.
   • Certifications. A territory representative with certifications usually earns a higher salary.
   • Company. Working for an established firm or a new start-up company can make a big difference in a territory representative's salary.

   Average territory representative salary

   $39,761yearly

   $19.12 hourly rate

   ---

   Entry-level territory representative salary

   $31,000 yearly salary

   Updated December 16, 2025

4. Writing a territory representative job description

   A territory representative job description should include a summary of the role, required skills, and a list of responsibilities. It's also good to include a salary range and the first name of the hiring manager. To help get you started, here's an example of a territory representative job description:

   Territory representative job description example

   Virtual Office, Any City, New York 12202
   
   Job Summary
   
   Benjamin Moore & Co is currently looking for an ambitious and self-motivated individual to join our sales team. You will be accountable for delivering sustainable and profitable sales and market share growth in your territory and will also lead the implementation of product placement, programs, and services within your assigned stores. The territory covers Queens, NY.
   
   We Are Looking For:
   
   * Energetic salespeople. Confident, results-oriented salespeople to represent our brand with an unparalleled work ethic and drive to support our retailers and customers in a customer-centric way.
   * Relationship focused partners. People who understand market positioning and can use their relationship skills and depth of knowledge to secure buy-in, cooperation, and loyalty.
   * Team players. Partners who listen to ideas, share thoughts and work together to move the business forward.
   
   This is a great opportunity to develop your sales experience with a high-energy team and become part of an iconic and growing Berkshire Hathaway family brand. Benjamin Moore offers a company car, as well as a competitive compensation & benefits package designed to attract the very best sales professionals.
   
   Key Responsibilities
   
   * Focus on customer satisfaction by demonstrating teamwork and empowerment, solving problems through a consultative approach, operating with honesty and integrity and providing a highly responsive and unsurpassed level of customer service.
   * Establish yourself as your customers "go-to" expert by bringing a dynamic mix of technical knowledge, business acumen and a thoughtful customer approach to the table.
   * Develop and cultivate relationships for new business, existing accounts, in order to increase profitability and sales growth for both Benjamin Moore and our partners.
   * Drive, orchestrate and close opportunities with key partners, producing transformative business outcomes.
   * Leverage professional solution based selling skills to meet customer needs while utilizing selling tools provided.
   * Seek and qualify new business in accordance with Company account stratification goals.
   * Research customer business needs and develop a mix of products and service to meet demands.
   
   Required Skills and Desired Knowledge
   
   * Excellent communication, listening and public speaking skills with the ability to listen, negotiate and effectively persuade others.
   * A real people-person. You live for building relationships and thrive in interpersonal settings while demonstrating an ability to forge strong, positive business relationships.
   * High degree of self-discipline, organization, and effective at time management; ability to meet deadlines is imperative.
   * An innate sense of accountability, self-motivator that is comfortable with autonomy.
   * Demonstrate teamwork ability and persistence when dealing with customers as well as company departments related to the selling function.
   * Ability to drive outcomes and meet expectations, not afraid to follow-up and give/take feedback.
   * Exceptional Interpersonal skills; confident, enthusiastic and a friendly demeanor.
   * Ability to analyze situations and identify opportunities for success.
   * Effective decision making and problem-solving skills.
   * Working knowledge of Microsoft Office, CRM experience a plus.
   * 1+ years field sales experience and college degree preferred (previous paint experience not required).
   * Valid driver's license and a good driving record a must.
   * Willingness & ability to travel within region & work evenings/weekends when necessary.
   * Ability to travel daily within territory and do up to 25% overnight trips.
   * Ideal candidate will reside within the territory outlined above.
   * Bilingual in Mandarin is preferred
   
   Diversity, Equity & Inclusion
   
   At Benjamin Moore, we believe diversity of culture, talent, and varying perspectives is key to a collaborative, innovative, and successful business. We are committed to driving change within our organization through purposeful Diversity, Equity & Inclusion (DE&I) efforts, while also focusing on our customers and communities in which we serve. Our DE&I efforts allow each of us to authentically live our corporate values of Openness, Integrity, Community, Excellence and Safety. Our Social Impact programming of strategic local and national partnerships, in-kind donations, volunteerism, and more expands our ability to make a difference in the lives of all of our stakeholders. We hope you will join us and become an advocate for diversity and inclusion here at Benjamin Moore.
   
   Student Loan Repayment Assistance Program
   
   Benjamin Moore provides Student Loan Repayment Assistance Program to support eligible active employees who graduated from an accredited post-secondary educational institution. The Repayment Program is intended to contribute to reducing employee's student loans. The Company follows all rules and regulations concerning the taxability of student loan repayments provided under applicable law.
   
   Company Profile
   
   Click here to see how you can paint your future!
   
   The color of pride: Benjamin Moore is proud to be a part of Berkshire Hathaway, which was recognized by Fortune magazine as the world's fourth most admired company. And for more than 130 years we've been a respected leader in the architectural coatings and home décor landscape; creating the products and tools that enrich and beautify thousands of communities each day. We recognize that our associates are the driving force behind our success, and we strive to provide a work environment where hard work, creativity and purposeful collaboration are fostered and encouraged.
   
   Join a company where innovation is constantly recognized as we look for individuals who produce world-class products, best-in-class services and customer experiences, design pioneering paints using the latest technologies and deliver unparalleled value and brand experiences for our customers and retail network.
   
   Safety
   
   At Benjamin Moore, our people are the heart of the company and our number one asset. We are committed to providing safe working conditions at all of our locations and have invested heavily in measures aimed at keeping employees healthy during the COVID-19 pandemic. With safety as one of our core company values, we've modified facilities and work schedules to support social distancing, established enhanced cleaning and sanitization protocols, and regularly provide personal protective equipment to all employees-including masks, gloves and hand sanitizer. Ensuring the well-being of our team members is a top priority.
   
   EEO
   
   $62,500 - $98,000 + Bonus

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5. Post your job

   To find territory representatives for your business, try out a few different recruiting strategies:

   • Consider internal talent. One of the most important talent pools for any company is its current employees.
   • Ask for referrals. Reach out to friends, family members, and your current work to ask if they know any territory representatives they would recommend.
   • Recruit at local colleges. Attend job fairs at local colleges to recruit entry-level territory representatives with the right educational background.
   • Social media platforms. LinkedIn, Facebook, and Twitter have more than 3.5 billion users, and they're a great place for company branding and reaching potential job candidates.

   Post your job online:

   • Post your territory representative job on Zippia to find and recruit territory representative candidates who meet your exact specifications.
   • Use field-specific websites.
   • Post a job on free websites.

6. Interview candidates

   Your first interview with territory representative candidates should focus on their interest in the role and background experience. As the hiring process goes on, you can learn more about how they'd fit into the company culture in later rounds of interviews.

   Remember to include a few questions that allow candidates to expand on their strengths in their own words. Asking about their unique skills might reveal things you'd miss otherwise. At this point, good candidates can move on to the technical interview.

   The right interview questions can help you assess a candidate's hard skills, behavioral intelligence, and soft skills.

7. Send a job offer and onboard your new territory representative

   Once you have selected a candidate for the territory representative position, it is time to create an offer letter. In addition to salary, the offer letter should include details about benefits and perks that are available to the employee. Ensuring your offer is competitive is vital, as qualified candidates may be considering other job opportunities. The candidate may wish to negotiate the terms of the offer, and it is important to be open to discussion and reach a mutually beneficial agreement. After the offer has been accepted, it is a good idea to formalize the agreement with a contract.

   It's equally important to follow up with applicants who don't get the job with an email letting them know that the position has been filled.

   To prepare for the new employee's start date, you can create an onboarding schedule and complete any necessary paperwork, such as employee action forms and onboarding documents like I-9 forms, benefits enrollment, and federal and state tax forms. Human Resources should also ensure that a new employee file is created.

8. Go through the hiring process checklist

   • Determine employee type (full-time, part-time, contractor, etc.)
   • Submit a job requisition form to the HR department
   • Define job responsibilities and requirements
   • Establish budget and timeline
   • Determine hiring decision makers for the role
   • Write job description
   • Post job on job boards, company website, etc.
   • Promote the job internally
   • Process applications through applicant tracking system
   • Review resumes and cover letters
   • Shortlist candidates for screening
   • Hold phone/virtual interview screening with first round of candidates
   • Conduct in-person interviews with top candidates from first round
   • Score candidates based on weighted criteria (e.g., experience, education, background, cultural fit, skill set, etc.)
   • Conduct background checks on top candidates
   • Check references of top candidates
   • Consult with HR and hiring decision makers on job offer specifics
   • Extend offer to top candidate(s)
   • Receive formal job offer acceptance and signed employment contract
   • Inform other candidates that the position has been filled
   • Set and communicate onboarding schedule to new hire(s)
   • Complete new hire paperwork (i9, benefits enrollment, tax forms, etc.)

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