Become A Territory Sales Manager
Where do you want to work?
Working As A Territory Sales Manager
- 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
$70,000
Average Salary
What Does A Territory Sales Manager Do
Sales managers direct organizations' sales teams. They set sales goals, analyze data, and develop training programs for organizations’ sales representatives.
DutiesSales 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 Manager
Most sales managers have a bachelor’s degree and work experience as a sales representative.
EducationMost 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 OccupationWork 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 QualitiesAnalytical 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 Manager jobs
Territory Sales Manager Career Paths
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Senior Territory Sales Manager 4.9 years
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Industry Sales Manager 4.7 years
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Executive Sales Manager 4.3 years
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International Sales Manager 4.1 years
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Territory Sales Manager 4.0 years
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Sales Representative And Account Manager 3.9 years
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National Account Manager 3.9 years
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Territory Manager 3.8 years
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Eastern Regional Sales Manager 3.8 years
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Technical Sales Manager 3.8 years
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Distribution Sales Manager 3.8 years
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Inside Sales Manager 3.7 years
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District Sales Representative 3.7 years
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Sales Manager 3.6 years
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Regional Territory Manager 3.5 years
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Sales Account Manager 3.5 years
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Territory Sales Executive 3.4 years
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Southeast Regional Sales Manager 3.4 years
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Territory Sales Representative 3.4 years
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Outside Sales/Account Manager 3.3 years
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Territory Account Manager 3.3 years
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Regional Sales Representative 3.3 years
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West Coast Sales Manager 3.2 years
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Area Sales Representative 3.2 years
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Field Sales Representative 3.1 years
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Account Manager 2.9 years
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Sales Representative 17.3%
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Sales Manager 11.3%
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Account Executive 8.1%
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Account Manager 6.9%
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Territory Manager 6.6%
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-
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Store Manager 4.7%
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General Manager 3.7%
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-
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Sales Consultant 2.9%
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Sales Associate 2.7%
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Manager 2.7%
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Owner 2.5%
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Branch Manager 2.5%
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Assistant Manager 2.3%
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District Manager 2.3%
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Operations Manager 2.3%
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Sales Specialist 2.1%
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Sales Manager 11.1%
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Sales Representative 10.7%
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Regional Sales Manager 10.6%
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Account Executive 8.2%
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Account Manager 6.9%
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Territory Manager 6.3%
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Director Of Sales 3.9%
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Sales Consultant 3.7%
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General Manager 3.5%
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Owner 3.0%
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Business Developer 2.7%
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Key Account Manager 2.7%
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-
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Vice President 2.5%
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Sales Specialist 2.4%
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District Manager 2.3%
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Average Length of Employment
Top Careers Before Territory Sales Manager
Top Careers After Territory Sales Manager
Territory Sales Manager Demographics
Gender
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Male
72.9% -
Female
25.3% -
Unknown
1.8%
Ethnicity
-
White
83.2% -
Hispanic or Latino
9.0% -
Asian
5.9% -
Unknown
1.4% -
Black or African American
0.5%
Languages Spoken
-
Spanish
57.8% -
French
8.2% -
Portuguese
5.2% -
Italian
3.7% -
Chinese
3.7% -
German
3.4% -
Russian
2.6% -
Japanese
2.2% -
Mandarin
1.9% -
Carrier
1.9% -
Korean
1.5% -
Vietnamese
1.1% -
Cantonese
1.1% -
Greek
1.1% -
Polish
1.1% -
Ukrainian
0.7% -
Czech
0.7% -
Dakota
0.7% -
Arabic
0.7% -
Romanian
0.4%
Territory Sales Manager
Unfortunately we don’t have enough data for this section.
Territory Sales Manager Education
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University of Phoenix
15.7% -
Michigan State University
7.4% -
University of Alabama
6.8% -
University of Georgia
5.6% -
West Virginia University
5.4% -
Ohio State University
5.0% -
Iowa State University
4.4% -
University of Kentucky
4.2% -
University of Kansas
4.2% -
Auburn University
4.1% -
Arizona State University
4.1% -
Pennsylvania State University
4.0% -
Northern Illinois University
3.9% -
Indiana University Bloomington
3.7% -
Florida State University
3.7% -
University of Arizona
3.6% -
University of Iowa
3.5% -
Washington State University
3.5% -
University of Tennessee - Knoxville
3.5% -
Texas State University
3.5% -
Business 39.7%
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Marketing 14.5%
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Management 6.2%
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Communication 6.2%
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Psychology 3.5%
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General Sales 3.0%
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Finance 3.0%
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Political Science 2.7%
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Education 2.4%
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Criminal Justice 2.3%
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Economics 2.2%
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Public Relations 1.9%
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Biology 1.8%
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General Studies 1.6%
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Liberal Arts 1.6%
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Nursing 1.6%
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Accounting 1.5%
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Kinesiology 1.5%
-
-
History 1.4%
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Bachelors
56.4% -
Other
20.0% -
Masters
13.7% -
Associate
6.3% -
Certificate
2.3% -
Doctorate
0.5% -
License
0.5% -
Diploma
0.3%
Schools
Majors
Degrees
Territory Sales Manager
Unfortunately we don’t have enough data for this section.
Real Territory Sales Manager Salaries
Job Title
|
Company
|
Location
|
Start Date
|
Salary
|
|---|---|---|---|---|
| Territory Sales Manager-US South | Panaya Inc. | Hackensack, NJ | Aug 07, 2016 | $110,000 - $150,000 |
| Territory Sales Manager | Cummins Inc. | Merrimack, NH | Feb 15, 2014 | $107,744 - $109,700 |
| Territory Sales Manager | Research In Motion Corporation | Sunrise, FL | Apr 15, 2013 | $101,500 |
| Territory Sales Manager | Misys International Banking Systems Inc. | New York, NY | Apr 12, 2011 | $95,945 |
| Territory Sales Manager | Misys International Banking Systems Inc. | New York, NY | Apr 12, 2010 | $95,945 |
| Manager, Territory Sales | Research In Motion Corporation | Sunrise, FL | Jun 15, 2012 | $94,723 |
| Territory Sales Manager | Cummins Inc. | Merrimack, NH | Dec 08, 2013 | $88,900 - $109,700 |
| Territory Sales Manager | Cummins Inc. | Merrimack, NH | Sep 18, 2013 | $86,819 - $110,800 |
| Associate Territory Sales Manager | Covidien LP | Plymouth, MN | Sep 01, 2015 | $80,000 |
| Associate Territory Sales Manager | Covidien LP | Plymouth, MN | Jul 21, 2014 | $80,000 |
| Territory Sales Manager Managed Services | Cladirect, Inc. | Miami, FL | Mar 29, 2010 | $80,000 |
| Commercial Vehicle Tire Truck Territory Sales Repr | Continental Tire The Americas, LLC | Miami, FL | May 17, 2013 | $75,848 - $97,000 |
| Territory Sales Manager | Ceratizit USA, Inc. | Warren, MI | Sep 24, 2014 | $73,250 |
| Corporate Territory Sales Manager | Riverbed Technology, Inc. | San Francisco, CA | Dec 12, 2013 | $71,032 |
| Corporate Territory Sales Manager | Riverbed Technology, Inc. | San Francisco, CA | Dec 12, 2013 | $70,000 |
| International Territory Sales Manager | Orgill, Inc. | Miami, FL | Nov 01, 2014 | $69,293 |
| Territory Sales Manager | Quadco USA, Inc. | Longview, WA | Jun 06, 2016 | $68,806 |
| Commercial Vehicle Tire Truck Territory Sales Repr | Continental Tire The Americas, LLC | Davie, FL | Sep 30, 2012 | $67,558 - $70,125 |
| International Territory Sales Manager | Orgill, Inc. | Miami, FL | Jun 07, 2012 | $66,082 |
| International Territory Sales Manager | Orgill, Inc. | Miami, FL | Apr 08, 2014 | $65,000 |
| International Territory Sales Manager | Orgill, Inc. | Chicago, IL | Nov 01, 2011 | $65,000 |
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Top Skills for A Territory Sales Manager
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Top Territory Sales Manager Skills
- Product Knowledge
- Territory Growth
- Market Share
- Demonstrate a deep and rich product knowledge and develop/mentor key regional and national speakers.
- Researched market competition and trends in order to develop effective market analysis to forecast territory growth.
- Increased market share through rapport building, territory planning, and consistent customer and field interaction.
- Provide customer service to dealers and individual customers in specific Aviation Flight Products.
- Established new accounts exceeding $1.5 million in 18 months.
Top Territory Sales Manager Employers
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Territory Sales Manager Videos
Sales Training Video - The Role of the Sales Manager
Territory Sales Manager Position
Career Advice on becoming a Merchandiser by Joanna H (Full Version)