How to hire a territory sales executive

How to hire a territory sales executive, step by step

Here's a step-by-step territory sales executive 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 sales executive job description
• Step 5: Post your job
• Step 6: Interview candidates
• Step 7: Send a job offer and onboard your new territory sales executive
• Step 8: Go through the hiring process checklist

What does a territory sales executive do?

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1. Identify your hiring needs

   Before you start hiring a territory sales executive, identify what type of worker you actually need. Certain positions might call for a full-time employee, while others can be done by a part-time worker or contractor.

   Determine employee vs contractor status

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

   Yes

   No

   You should also consider the ideal background you'd like them a territory sales executive to have before you start to hire. For example, what industry or field would you like them to have experience in, what level of seniority or education does the job require, and how much it'll cost to hire a territory sales executive that fits the bill.

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

   Type of Territory Sales Executive	Description	Hourly rate
   Territory Sales Executive	Sales managers direct organizations' sales teams. They set sales goals, analyze data, and develop training programs for organizations’ sales representatives.	$25-80
   Sales Account Manager	The account sales manager is in charge of the retention of their customer relationship. They have to supervise the portfolio of existing clients, develop new business with them, and seek new sales opportunities... Show more	$15-48
   Business Development Sales Manager	A business development sales manager is in charge of securing sales by reaching out to clients through calls, correspondence, or appointments. Their responsibilities often revolve around performing research and analysis to identify new leads and sales opportunities, offering different products and services, and creating proposals and price quotes for potential clients... Show more	$32-86

   Show more

2. Create an ideal candidate profile

   Common skills:

   • CRM
   • Customer Service
   • Salesforce
   • Territory Sales
   • Product Knowledge
   • Sales Cycle
   • Trade Shows
   • Sales Process
   • Territory Management
   • Account Management
   • Pricing Strategy
   • Cross-Selling
   • Direct Sales
   • Business Development

   Check all skills

   Responsibilities:

   • Manage a team of sales executives to establish and maintain professional relationships with healthcare professionals in their prospective territories.
   • Manage a team of sales executives to establish and maintain professional relationships with healthcare professionals in their prospective territories.
   • Expand MRO and OEM account sales through end user product presentations.
   • Implement a strategic plan to develop a sustainable territory with a healthy balance of residual OEM accounts and factory MRO accounts.
   • Provide comprehensive ROI analysis to demonstrate value of solution.
   • Consult with clients and provide justification and ROI analysis supporting implementation of both platform messaging.

   More territory sales executive duties

3. Make a budget

   Including a salary range in the territory sales executive job description is a good way to get more applicants. A territory sales executive salary can be affected by several factors, such as the location of the job, the level of experience, education, certifications, and the employer's prestige.

   For example, the average salary for a territory sales executive in Mississippi may be lower than in Connecticut, and an entry-level engineer typically earns less than a senior-level territory sales executive. Additionally, a territory sales executive with lots of experience in the field may command a higher salary as a result.

   Average territory sales executive salary

   $94,220yearly

   $45.30 hourly rate

   ---

   Entry-level territory sales executive salary

   $52,000 yearly salary

   Updated December 17, 2025

   Average territory sales executive salary by state

   Rank	State	Avg. salary	Hourly rate
   1	New York	$153,746	$74
   2	Pennsylvania	$152,586	$73
   3	District of Columbia	$134,198	$65
   4	Illinois	$132,582	$64
   5	Virginia	$126,305	$61
   6	California	$124,465	$60
   7	New Hampshire	$114,941	$55
   8	Massachusetts	$112,772	$54
   9	Ohio	$109,193	$53
   10	Kentucky	$98,487	$47
   11	Utah	$88,597	$43
   12	Texas	$86,074	$41
   13	Florida	$67,092	$32

   Average territory sales executive salary by company

   Company

   Rank	Company	Average salary	Hourly rate	Job openings
   1	Allscripts	$152,121	$73.14
   2	Solenis	$151,050	$72.62	22
   3	Republic Services	$146,302	$70.34	110
   4	Pitney Bowes	$140,781	$67.68	13
   5	Finastra	$135,175	$64.99	4
   6	Toshiba America Business Solutions	$131,718	$63.33	42
   7	CVS Health	$127,327	$61.21	370
   8	Spectrum	$125,263	$60.22	4
   9	Paychex	$120,496	$57.93
   10	AT&T	$107,105	$51.49	825
   11	Heartland Payment Systems	$104,500	$50.24	1
   12	Comcast	$99,833	$48.00	530
   13	PDi Communication Systems	$79,341	$38.14
   14	DuraServ	$76,204	$36.64	20
   15	Tempus	$72,312	$34.77	14
   16	Crawford Thomas Recruiting	$69,122	$33.23
   17	Endurance International Group	$64,775	$31.14	5
   18	Screenvision Media	$63,914	$30.73	4
   19	Helget Gas Products	$61,902	$29.76
   20	CoStar Group	$59,982	$28.84	242

4. Writing a territory sales executive job description

   A good territory sales executive job description should include a few things:

   • Summary of the role
   • List of responsibilities
   • Required skills and experience

   Including a salary range and the first name of the hiring manager is also appreciated by candidates. Here's an example of a territory sales executive job description:

   Territory sales executive job description example

   We are hiring for a Territory Sales Executive (TSE) in the North Carolina territory. As a Territory Sales Executive, you are responsible for selling CVS/specialty pharmacy services to key targeted physicians, medical clinics, hospitals, and academic institutions. In this role, you will get to support the Pulmonary Hypertension and Autoimmune disease states and be the primary contact for respective providers within the assigned territory. Specialty Pharmacy is our fastest growing business segment making this an excellent opportunity to get on board with CVS Health. You will work independently to formulate and execute effective marketing plans in the designated territory. Your work will also provide patients who have chronic illnesses with a competitive and supportive pharmacy team. Your success is measured through percent to sales goal metrics, internal and external client satisfaction and success of aligned Inside Sales Representative(s). As a seasoned healthcare sales professional, you have the opportunity to use your personal influence with providers to grow the business. This is a highly visible role where you can own your success and play a key role in driving CVS/specialty's business forward into the future! Candidates should be flexible for travel up to 75% as this is a road warrior position with extensive windshield time. The territory covers North Carolina. The candidate must reside within the territory, and must be willing to travel overnight as needed.
   Required Qualifications
   
   * A minimum of 5 years of experience in pharmaceutical or specialty pharmacy sales.* Must possess a valid and current driver's license. * Must possess personal vehicle sufficiently reliable to meet the requirements of the job and is appropriately insured.*Flexibility for travel up to 75% as this is a road warrior position with extensive windshield time
   
   Preferred Qualifications
   
   * If your experience is in pharmaceutical sales, it is preferred that you have hospital and or experience in a specialty division. * Previous experience working in a complex disease state optimal.
   
   Education
   
   Bachelor's degree or equivalent experience
   
   Business Overview
   
   At CVS Health, we are joined in a common purpose: helping people on their path to better health. We are working to transform health care through innovations that make quality care more accessible, easier to use, less expensive and patient-focused. Working together and organizing around the individual, we are pioneering a new approach to total health that puts people at the heart.
   
   We strive to promote and sustain a culture of diversity, inclusion and belonging every day. CVS Health is an equal opportunity and affirmative action employer. We do not discriminate in recruiting, hiring or promotion based on race, ethnicity, sex/gender, sexual orientation, gender identity or expression, age, disability or protected veteran status or on any other basis or characteristic prohibited by applicable federal, state, or local law. We proudly support and encourage people with military experience (active, veterans, reservists and National Guard) as well as military spouses to apply for CVS Health job opportunities.

   Copy this example

   

5. Post your job

   To find territory sales executives 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 sales executives they would recommend.
   • Recruit at local colleges. Attend job fairs at local colleges to recruit entry-level territory sales executives 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 sales executive job on Zippia to find and recruit territory sales executive candidates who meet your exact specifications.
   • Use field-specific websites.
   • Post a job on free websites.

6. Interview candidates

   Recruiting territory sales executives requires you to bring your A-game to the interview process. The first interview should introduce the company and the role to the candidate as much as they present their background experience and reasons for applying for the job. During later interviews, you can go into more detail about the technical details of the job and ask behavioral questions to gauge how they'd fit into your current company culture.

   It's also good to ask about candidates' unique skills and talents. You can move on to the technical interview if a candidate is good enough for the next step.

   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 sales executive

   Once you've found the territory sales executive candidate you'd like to hire, it's time to write an offer letter. This should include an explicit job offer that includes the salary and the details of any other perks. Qualified candidates might be looking at multiple positions, so your offer must be competitive if you like the candidate. Also, be prepared for a negotiation stage, as candidates may way want to tweak the details of your initial offer. Once you've settled on these details, you can draft a contract to formalize your agreement.

   You should also follow up with applicants who don't get the job with an email letting them know that you've filled the position.

   To prepare for the new territory sales executive first day, you should share an onboarding schedule with them that covers their first period on the job. You should also quickly complete any necessary paperwork, such as employee action forms and onboarding documents like I-9, benefits enrollment, and federal and state tax forms. Finally, Human Resources must ensure a new employee file is created for internal record keeping.

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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How much does it cost to hire a territory sales executive?