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Job outlook for territory representatives in the United States
Territory representative job growth summary. After extensive research, interviews, and analysis, Zippia's data science team found that:
The projected territory representative job growth rate is 4% from 2018-2028.
About 63,300 new jobs for territory representatives are projected over the next decade.
Territory representative salaries have increased 9% for territory representatives in the last 5 years.
There are over 50,430 territory representatives currently employed in the United States.
There are 155,926 active territory representative job openings in the US.
The average territory representative salary is $39,761.
Are territory representative jobs in demand?
Territory representative job and salary trends over time
Territory representative jobs over time
Territory representative job growth rate over time
| Year | # of jobs | % of population |
|---|---|---|
| 2021 | 50,430 | 0.01% |
| 2020 | 51,899 | 0.02% |
| 2019 | 54,572 | 0.02% |
| 2018 | 54,801 | 0.02% |
| 2017 | 56,475 | 0.02% |
Average territory representative salary over time
Territory representative salary by year
| Year | Avg. salary | Hourly rate | % Change |
|---|---|---|---|
| 2026 | $39,761 | $19.12 | +3.6% |
| 2025 | $38,390 | $18.46 | +2.4% |
| 2024 | $37,480 | $18.02 | +2.7% |
| 2023 | $36,494 | $17.55 | --0.3% |
| 2022 | $36,603 | $17.60 | +2.5% |
Territory representative jobs by state
Most common states for territory representatives
| Rank | State | Population | # of jobs | Employment/ 1000ppl |
|---|---|---|---|---|
| 1 | District of Columbia | 693,972 | 321 | 46% |
| 2 | Rhode Island | 1,059,639 | 311 | 29% |
| 3 | Massachusetts | 6,859,819 | 1,948 | 28% |
| 4 | Pennsylvania | 12,805,537 | 3,412 | 27% |
| 5 | Vermont | 623,657 | 170 | 27% |
| 6 | New Jersey | 9,005,644 | 2,331 | 26% |
| 7 | Utah | 3,101,833 | 792 | 26% |
| 8 | Connecticut | 3,588,184 | 905 | 25% |
| 9 | Delaware | 961,939 | 243 | 25% |
| 10 | Montana | 1,050,493 | 251 | 24% |
| 11 | Oregon | 4,142,776 | 964 | 23% |
| 12 | Florida | 20,984,400 | 4,522 | 22% |
| 13 | Ohio | 11,658,609 | 2,586 | 22% |
| 14 | Arizona | 7,016,270 | 1,530 | 22% |
| 15 | Minnesota | 5,576,606 | 1,224 | 22% |
| 16 | Iowa | 3,145,711 | 681 | 22% |
| 17 | Nebraska | 1,920,076 | 426 | 22% |
| 18 | New Hampshire | 1,342,795 | 302 | 22% |
| 19 | Wyoming | 579,315 | 125 | 22% |
| 20 | Maine | 1,335,907 | 282 | 21% |
Most common cities for territory representatives
| Rank | City | # of jobs | Employment/ 1000ppl | Avg. salary |
|---|---|---|---|---|
| 1 | Deer Park | 1 | 3% | $40,167 |
| 2 | Ocala | 1 | 2% | $37,031 |
| 3 | Asheville | 1 | 1% | $37,320 |
| 4 | Fort Lauderdale | 1 | 1% | $37,586 |
| 5 | Fort Myers | 1 | 1% | $37,684 |
| 6 | Mountain View | 1 | 1% | $47,420 |
| 7 | Santa Monica | 1 | 1% | $47,094 |
| 8 | Toms River | 1 | 1% | $40,362 |
| 9 | West Palm Beach | 1 | 1% | $37,419 |
| 10 | Chicago | 3 | 0% | $40,068 |
| 11 | New York | 3 | 0% | $48,259 |
| 12 | Los Angeles | 1 | 0% | $47,079 |
| 13 | Orlando | 1 | 0% | $37,098 |
| 14 | San Antonio | 1 | 0% | $40,520 |
Territory Representative job outlook: Expert opinions
Our panel of territory representative experts
University of Maryland - College Park
Southern Illinois University Edwardsville
University of Maryland - College Park
University of Akron
Florida International University
Florida International University
Oklahoma Baptist University
Aurora University
University of Central Missouri
The University of Findlay
Fordham University Gabelli School of Business
University of Nebraska at Omaha
Kent State University
Virginia Polytechnic Institute and State University
University of Dallas
Eastern Kentucky University
Central Connecticut State University
University of Wisconsin - Green Bay
What Territory Representative skills would you recommend for someone trying to advance their career?
Dr. Kathleen Kelly: Maximizing your salary potential requires research, flexibility, and being your best advocate.
What will help Territory Representatives increase their earning potential?
Dr. Kathleen Kelly: The world is changing rapidly and the Sales field is no exception.
E. Duff Wrobbel Ph.D.
ChairSouthern Illinois University Edwardsville
Communication And Media Studies
What Territory Representative skills would you recommend for someone trying to advance their career?
E. Duff Wrobbel Ph.D.: All things social media are important, and so writing skills still matter.
What will help Territory Representatives increase their earning potential?
E. Duff Wrobbel Ph.D.: With this major, probably the best salaries are from sales jobs, which many people shy away from because they think only of hustling used cars, but sales can be very good work.
What general advice would you give to a Territory Representative?
Hank Boyd: Demonstrated proficiency in sales represents a feather in your cap. For many
CEOs, they started their illustrious career in sales. Nowadays, it is a common
launchpad for scores of successful business executives in consumer package goods.
Why is this so? Savvy companies know that it is paramount that new hires
quickly learn who the real target consumers are. Spending time on the front lines will
enhance your later contributions to the firm. For example, after obtaining my MBA from
Berkeley, I had the good fortune to land a sales position at Merck. I served as a Hospital
Representative specializing in broad spectrum antibiotics. My territory consisted of
Stanford University Medical Center, Palo Alto VA Medical Center, and the Santa Clara
Valley Medical Center.
After 18 months of working diligently in territory, I was offered a promotion to
work inside at Merck's headquarters in Rahway, New Jersey. Once I truly knew the
needs and concerns of my clients - general surgeons, urologists, gastroenterologists,
urologists, and infectious disease specialists - Merck was confident I could craft
relevant literature pieces and design compelling ad campaigns to reach target
physicians.
Mastery of general sales is a highly coveted asset. Once you conquer a given
product domain, the artform of sales is entirely transferrable. Case in point, it is not
unusual for you to begin in pharmaceuticals and then effortlessly segue into medical
equipment sales after a couple of years.
What Territory Representative skills would you recommend for someone trying to advance their career?
Hank Boyd: With the looming prospects of AI, soft skills will reign supreme in sales. While at
first blush it might seem counterintuitive in that product knowledge used to be cardinal
skill, today's salesforce relies heavily on networking. Numerous academic papers lend
credence to this idea. Great people skills often trump wonkish knowledge about the
product line.
As we wade further into the 21st Century, environmental scanning (or better yet
the innate ability to read prospects) will remain pivotal. Exceptional salespeople
instinctively scan a prospective client's office noticing all the trappings. They are trying to find something they can comment upon, by doing so they can establish common
ground. Once a connection is forged, salespeople move out of the box of being pesky
interlopers into becoming valued associates.
Lastly, if you decide to embark on a career in sales never forget the tried-and-
true axiom of ABC - always be closing. This phrase means having the gumption to ask
for the business. While sales recruits might have congenial and bubbly personalities, if
they cannot look the prospect in the eye and ask for the business, they ought to find
another profession.
Director Dave Payne M.S.
Associate Professor of Practice / SalesUniversity of Akron
Specialized Sales, Merchandising And Marketing Operations
What will help Territory Representatives increase their earning potential?
Director Dave Payne M.S.: As Director of the Fisher Institute, sales education professor and sales coach for the UA sales competition team, I look for three basic characteristics in our sales students. I look for "likability", "coachability" and "hunger for success". Here at U Akron, we are on the cutting edge of pioneering sales research and next level sales education utilizing AI, infrared technology, and biometrics/ physiological responses to sales stress. Skills are king... creating a new system for sales practice, AI feedback and repetition will be the game changer. Advancing skills to make a 21-year-old sales graduate to exhibit the skills and talent to appear ten years more experienced will be very attractive to hiring companies. This is happening at Akron next semester.
Richard Olson Ph.D.
Director, Extreme Events Institute (EEI), an FIU Preeminent Program, Director and WWR Chairholder, International Hurricane Research Center (IHRC), Distinguished University Professor, Department of Politics and International Relations, Board of Directors, North American Alliance of Hazard and Disaster Research Institutes (NAAHDRI)Florida International University
Department of Politics & International Relations
What skills stand out on Territory Representative resumes?
Richard Olson Ph.D.: 1. Writing skills appropriate to different audiences and venues.
2. Speaking skills appropriate to different audiences and venues.
3. Demonstrated capacity to lead a team.
4. Demonstrated capacity to work within a team while not leading.
5. Self-awareness to know when to lead and when to follow and contribute.
6. Ability to deal with masses of information and determine credible sources.
What's a day at work look like for a Territory Representative?
John Tobon: In the near term the work day will look a lot like online learning. Everything, starting with onboarding of employees has transitioned online. Newly hired employees may not meet their supervisors and co-workers in person for several months, if ever. There will be more real time online collaboration and greater need for proficiency in the use of communication software. Graduates may not necessarily live in the city where their employer is located, this will provide greater freedom to employees but it will also increase the level of competition for some positions. In the long term, workplace will look different. As a cost savings measure, companies will maximize the amount of offsite work that can be performed by implementing hybrid models that incorporate maximum telework arrangements.
Dr. Daryl Green
Associate Professor of BusinessOklahoma Baptist University
College of Business
How have salaries changed over time for Territory Representatives?
Dr. Daryl Green: Based on my research, I predict that the current salaries for marketing majors will be unchanged from 2020. There are 'riches in niches.' Certain areas, like marketing analytics, may see a surge. For example, market research analysts are projected to grow 18 percent from 2019 to 2029, according to US BLS. However, Covid-19 is the X-factor for the economy.
Jacqueline Babb
Assistant Professor of Digital Marketing, Director of Graduate StudiesAurora University
Marketing Department
What technical skills for a Territory Representative stand out to employers?
Jacqueline Babb: Technical skills paired with strong communication, flexibility in thought, diversity, and creative problem solving are a winning combination for job candidates. Candidates with a strong acumen in data analysis and storytelling are marketable right now.
What are the biggest trends we'll see in the Territory Representative job market given the pandemic?
Jacqueline Babb: The pandemic has been a tipping point for innovation in technology. I anticipate that we may see a more of an emphasis on technology in business that will bring teams together virtually, but also automate tasks that are simple and repetitive.
Stephen (Tyler) Hirlinger
Assistant Professor of MarketingUniversity of Central Missouri
Division of Business Strategy, Marketing Program
Will there be an enduring impact of the coronavirus pandemic on Territory Representatives?
Stephen (Tyler) Hirlinger: The pandemic will certainly have a lasting impact on graduates, both positively and negatively. To start with the positives, I think the transition to online learning the past two semesters has forced students to gain many valuable skills that will be necessary for success in the post-pandemic work environment. The work dynamic in many industries may remain radically different for the foreseeable future and I think graduates will be more resourceful, organized, more productive in remote settings, and work better in groups due to the recent circumstances. I also think students will learn to be more entrepreneurial and improve their ability to "sell themselves" due to fewer career opportunities and higher competition in the workforce. Time will tell, but I think the lack of job availability may stunt the career growth for many recent graduates, while those that learn to grow when faced with adversity will thrive.
Are there any particularly good places in the United States for Territory Representatives to find work opportunities?
Christopher Sippel Ed.D.: A silver lining to the pandemic may be that the location of an individual in many industries no longer dictates which company or organization someone can work for. When travel restrictions begin to ease, successful candidates will be willing to go wherever they are asked to go. In these challenging times, organizations will need people that are open to working where they are needed.
What experience really stands out on Territory Representative resumes?
Anthony DeFrancesco: Knowledge and experience with sales technology tools and effectively navigating Omnichannel hybrid sales environments. Social selling and analytical skills are also highly important. Product and industry knowledge for the targeted verticals also stands out. Experience with specific industry vertical prospecting tools can be a major differentiator. Finally, important to complement the aforementioned ATS keywords are leadership and team collaboration.
Will there be an enduring impact of the coronavirus pandemic on Territory Representatives?
Anthony DeFrancesco: Yes, there will. Many businesses are changing their headquarters, operational infrastructure and buying communications protocols. Effective vertical prospecting, networking and selling skills will still be as important as ever as sales engagements will continue to become more complex. According to McKinsey sales engagements of course have moved mostly to digital and remote which is a trend that started before the pandemic. A McKinsey survey of B2B companies finds that, "Almost 90 percent of sales have moved to a videoconferencing(VC)/phone/web sales model, and while some skepticism remains, more than half believe this is equally or more effective than sales models used before COVID-19." (The B2B digital inflection point: How sales have changed during COVID-19) April 30, 2020 McKinsey Article)
What experience really stands out on Territory Representative resumes?
Anthony DeFrancesco: Knowledge and experience with sales technology tools and effectively navigating Omnichannel hybrid sales environments. Social selling and analytical skills are also highly important. Product and industry knowledge for the targeted verticals also stands out. Experience with specific industry vertical prospecting tools can be a major differentiator. Finally, important to complement the aforementioned ATS keywords are leadership and team collaboration.
What Territory Representative skills would you recommend for someone trying to advance their career?
Laura Sansoni: I think taking a year between high school and college or between a bachelor's and master's degree can be incredibly beneficial if the individual approaches this time with intentional purpose. If they want to gain work experience and/or save up money for school, seeking a position with ties to a career that interests them is going to help them narrow down their academic path once they begin their higher education.
If they want to use this time to travel, they should consider documenting their experiences to reflect on their personal growth and any new skills they gain such as learning a new language. If they simply wish to take a break from their studies, take the year to explore their personal interests and hobbies by trying new things and meeting with people doing work that interests them. Lifelong, fulfilling careers stem from your passions and interests. Discovering both early will help guide them in educational pursuits as well as fulfilling work throughout their life.
John Rose
Associate Lecturer, Internship Coordinator and MSA CoordinatorKent State University
Department of Accounting
What are the biggest trends we'll see in the Territory Representative job market given the pandemic?
John Rose: For accounting students, the job market is good. There was a dip at the beginning of the pandemic, but CPA firms are still hiring. The number of interns for the winter season is comparable to the previous year.
Jonathan Byers
Assistant DirectorVirginia Polytechnic Institute and State University
Career and Professional Development
What skills stand out on Territory Representative resumes?
Jonathan Byers:
- Professional skills related to career development competencies such as strong oral & written communication, teamwork & collaboration, leadership, problem-solving ability & creativity, and professional integrity, but we recommend that applicants do not just list these skills. They should provide evidence of how they have used them in their work experience, volunteer experience, academic experience, etc.
-The ability to use technology effectively to solve problems or improve collaboration; this could relate to social media management, computer hardware or software skills, proficiency with general programs like Microsoft Office Suite (also being able to demonstrate the use of these skills in various experiences).
-With diversity, equity, and inclusion becoming more important in 2020, the ability to appreciate different points of view, accept and appreciate different cultural backgrounds & types of identities, and increased awareness of one's own cultural biases and assumptions can also be important to market on a resume.
Are there any particularly good places in the United States for Territory Representatives to find work opportunities?
Jonathan Byers: Like most Liberal Arts graduates, people with History degrees will most likely develop a number of the professional skills mentioned above that can be applicable in many different industry areas. In today's job market, college graduates are not bound to one type of job opportunity. History majors from Virginia Tech have found employment in Higher Education, Law, Politics, Public Policy, Business, Marketing, Information Technology, Information Management, International Affairs, Local & State Government, and the Federal Government. They have found opportunities in many different locations across the United Students. A person who finds a job depends on how much they are willing to network with other professionals and be strategic and intentional with their job search strategies.
Dr. Tammy Leonard
Chair & Associate Professor, Co-Director Community Assistance ResearchUniversity of Dallas
Economics Department
What experience really stands out on Territory Representative resumes?
Dr. Tammy Leonard: I always tell my students that the experience that stands out is the one they own. It's been tough for students to get the same "traditional" internship experience during the pandemic. However, there are still plenty of opportunities to contribute to those willing to own those responsibilities. At UD, my Community Assistance Research (CARE) group leads an academic-community partnership with local nonprofits. We have had students creating internships out of volunteer opportunities with these organizations serving the many households adversely affected by the pandemic. Even if it's a tiny part of a project or an unpaid role, students who take ownership of something ultimately exemplify leadership, responsibility, and impact. When students go off for internships, I often encourage them to check in a month or so into the engagement, and we talk about what they can own and what they are going to do with it.
Will there be an enduring impact of the coronavirus pandemic on Territory Representatives?
Dr. Tammy Leonard: "Some students have flourished in the online learning environment, and others have not. I fear employers may interpret these differences as indicators of something more than they are. Indeed, some students are more capable of managing their time than others, which is one factor that employers care about. Still, students also really learn in many different ways -and the sudden change in learning formats affected some learners more than others.
Also, Covid impacted the external situation of some students much more than others. The pandemic could further amplify disparities between different types of learners and students from diverse socio-economic backgrounds. One way to remedy this is for employers to be very forthright in asking students how they adjusted to the changing learning environment. It's unlikely the learning environment will ever go 100% back to what it used to be, so this change (and asking about this change) is here for the next several years. Employers need to be aware of the vast heterogeneity in pandemic impacts; those differences are large and likely will endure for some time.
Employers that care about equal opportunity and diversity need to be even more aware that the landscape has changed and disparities are potentially more extensive than ever before. For example, I have one student who has moved from a solid A student to an A/B student during the pandemic. That same student is managing more than one job and relying on an old computer. Another student has moved from an A/B student to more of an A student. That student is still good, but they benefit from the fact that many exams are an open book because of the online format, and there are fewer social distractions. Employers need to seek out this information when making comparisons-now more than ever."
What Territory Representative skills would you recommend for someone trying to advance their career?
Dr. LIsa Gardner Ph.D.: Interviewing skills - if you don't interview well, it's hard to find a job. Coaching about these skills can be gained through university career placement offices, friends who work in HR, and role-playing with someone who will give you feedback. Be clear about your strengths and how they relate to any position you may apply for. Self-knowledge, input from those who know you best, and a tool like Clifton Strengthfinders can be helpful here. Expand your network of contacts by reaching out to friends and family members, as well as classmates. Use LinkedIn. Attend virtual job fairs and professional conferences, if possible, and network there. Ask people for their perspectives about job skills and how your match-up. Let people know that you are looking for work.
If it suits your interests, developing additional computer programming skills in Python, SQL, and R will help you open opportunities.
What Territory Representative skills would you recommend for someone trying to advance their career?
Kaustav Misra Ph.D.: This pandemic taught us many things and one important thing that we have an efficiency gap.
The way of doing business will be much more technology orientated. Hence graduates should be ready to unskill and upskill their credentials. This time it is necessary to forget the old way of doing business and learn new skills to get a job or stay in a current job. Soft skills have become much more important than before, but a different soft skill set would be essential to interact with future market participants. Thus, a gap year should be utilized to unskill-upskill and enhance relevant credentials by getting into short-long term programs, training, and workshops would be highly recommended.
Dr. Vallari Chandna
Chair and Associate ProfessorUniversity of Wisconsin - Green Bay
Marketing and Management Department
What type of skills will young Territory Representatives need?
Dr. Vallari Chandna: Critically, for all graduates, expertise or interests, in sustainability will be important. The reason behind this is the shift in looking at sustainability holistically and not just as something one-person does. This would also give an edge to those with degrees, specifically in sustainability. Graduates with degrees related to sustainability will often be asked to oversee or manage these across-the-board sustainability endeavors. Also, soft skills are highly desired. The ability to be better at time management, work in teams, and have a strong work ethic, will be more desirable. These are all interconnected with remote work as well. Employees who "thrived" in the pandemic were those able to manage their work-life balance, work remotely in teams, all the while performing well. The skills are thus "transferable" to both modalities of work in this way.