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Become A Territory Sales Executive

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Working As A Territory Sales Executive

  • 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

  • $91,617

    Average Salary

What Does A Territory Sales Executive 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 Sales Executive

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 Sales Executive Career Paths

Territory Sales Executive
Product Manager Regional Sales Manager Regional Sales Director
Channel Sales Director
10 Yearsyrs
Director Of Sales And Marketing Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
Business Development Manager Director Of Sales
Director Of Global Sales
13 Yearsyrs
Senior Account Manager Sales Consultant District Sales Manager
Eastern Regional Sales Manager
10 Yearsyrs
Product Manager Marketing Manager Account Director
Global Account Director
12 Yearsyrs
Account Representative Service Representative Inside Sales Representative
Inside Account Manager
5 Yearsyrs
Senior Sales Executive Territory Manager Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Regional Manager Regional Sales Manager
Northeast Regional Sales Manager
11 Yearsyrs
Regional Manager Operations Manager Outside Sales Representative
Outside Sales Manager
6 Yearsyrs
Account Representative Business Office Manager Business Director
Regional Business Director
12 Yearsyrs
Branch Manager Account Executive Regional Sales Manager
Regional Sales And Marketing Manager
8 Yearsyrs
Director Of Sales And Marketing General Manager Territory Manager
Sales Development Manager
8 Yearsyrs
Account Manager Sales Manager Director Of Sales
Sales Vice President
12 Yearsyrs
Branch Manager Account Manager National Account Manager
Senior National Account Manager
9 Yearsyrs
Account Manager Account Executive Director Of Sales
Senior Sales Director
11 Yearsyrs
Manager Account Manager Strategic Accounts Manager
Strategic Sales Manager
9 Yearsyrs
Senior Sales Executive General Manager Account Manager
Territory Account Manager
8 Yearsyrs
Business Development Manager Marketing Director Sales Vice President
Vice President & Sales Manager
9 Yearsyrs
Senior Account Manager Sales Specialist National Account Manager
Vice President Of National Accounts
12 Yearsyrs
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Do you work as a Territory Sales Executive?

Help others decide if this is a good career for them

Average Length of Employment
Territory Manager 3.8 years
Sales/Marketing 3.1 years
Top Careers Before Territory Sales Executive
Owner 2.7%
Manager 2.7%
Top Careers After Territory Sales Executive
Owner 3.9%

Do you work as a Territory Sales Executive?

Territory Sales Executive Demographics

Gender

Male

73.6%

Female

24.1%

Unknown

2.2%
Ethnicity

White

65.6%

Hispanic or Latino

13.0%

Black or African American

10.9%

Asian

6.7%

Unknown

3.7%
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Foreign Languages Spoken

Spanish

57.1%

Portuguese

4.8%

Chinese

4.8%

German

4.8%

French

4.8%

Russian

4.8%

Carrier

4.8%

Armenian

4.8%

Mandarin

4.8%

Korean

4.8%
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Territory Sales Executive Education

Schools

University of Alabama

10.5%

University of Phoenix

8.1%

University of Kansas

8.1%

University of Iowa

5.8%

Iowa State University

5.8%

Auburn University

4.7%

San Francisco State University

4.7%

Western Michigan University

4.7%

Wichita State University

4.7%

University of Massachusetts Amherst

4.7%

University of Oregon

4.7%

University of Georgia

4.7%

University of Memphis

4.7%

University of Southern Indiana

3.5%

New York University

3.5%

Brigham Young University

3.5%

University of North Texas

3.5%

Michigan State University

3.5%

University of Central Arkansas

3.5%

Ashford University

3.5%
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Majors

Business

34.8%

Marketing

12.7%

Management

6.1%

Communication

6.1%

Economics

3.9%

General Sales

3.9%

Psychology

3.2%

Finance

3.2%

Education

2.7%

Liberal Arts

2.7%

Political Science

2.7%

Criminal Justice

2.5%

History

2.5%

General Education, Specific Areas

2.2%

Specialized Sales And Merchandising

2.0%

Accounting

2.0%

Computer Science

1.7%

Biology

1.7%

English

1.7%

Law

1.7%
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Degrees

Bachelors

57.8%

Other

20.8%

Masters

9.8%

Associate

7.5%

Certificate

2.2%

Doctorate

1.0%

License

0.5%

Diploma

0.3%
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Top Skills for A Territory Sales Executive

  1. Product Line
  2. Revenue Growth
  3. New Accounts
You can check out examples of real life uses of top skills on resumes here:
  • Employed by this dealer increase sewer cleaning, environmental, composting and street sweeping product line sales in Eastern Washington.
  • Achieved triple digit revenue growth in 7 consecutive quarters.
  • Developed approximately 100 new accounts, establishing and maintaining working relationships with key decision-makers at companies and organizations.
  • Prospect for new clients, build upon existing relationships, selling new technology to existing and newly added client base.
  • Promoted as top preforming commercial territory sales representative to cover government customers.

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Top Territory Sales Executive Employers

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