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Become A Territory Sales Manager

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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.

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 Manager

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 Manager jobs

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Territory Sales Manager Career Paths

Territory Sales Manager
Regional Sales Manager General Manager
Account Manager
5 Yearsyrs
Regional Sales Manager National Sales Manager
Director Of Sales
10 Yearsyrs
Business Development Manager Director Of Sales
Director Of Sales & Business Development
13 Yearsyrs
Regional Manager Sales Consultant
District Sales Manager
7 Yearsyrs
Sales And Marketing Manager National Account Manager
Enterprise Account Manager
9 Yearsyrs
District Sales Manager Sales Manager
General Manager
7 Yearsyrs
Product Manager Sales Consultant
General Sales Manager
8 Yearsyrs
Sales And Marketing Manager Account Manager
Key Account Manager
7 Yearsyrs
Area Manager District Sales Manager
Major Account Manager
7 Yearsyrs
Key Account Manager Regional Sales Manager
National Account Manager
8 Yearsyrs
District Sales Manager Regional Sales Manager
National Sales Manager
10 Yearsyrs
Product Manager District Sales Manager
Regional Accounts Manager
8 Yearsyrs
Project Manager Marketing Manager
Regional Marketing Manager
7 Yearsyrs
Key Account Manager Sales Manager
Regional Sales Manager
9 Yearsyrs
National Account Manager Account Executive
Sales Manager
5 Yearsyrs
Regional Manager National Sales Manager
Senior Sales Manager
7 Yearsyrs
Training Manager Store Manager
Store Director
7 Yearsyrs
Marketing Manager National Account Manager
Strategic Accounts Manager
9 Yearsyrs
National Account Manager Senior Account Executive
Territory Manager
7 Yearsyrs
National Sales Manager Director Of Sales
Vice President Of Sales & Operations
12 Yearsyrs
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Territory Sales Manager Demographics

Gender

  • 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%
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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%
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Territory Sales Manager

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Territory Sales Manager Education

Territory Sales Manager

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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

ProductKnowledgeTerritoryGrowthMarketShareCustomerServiceNewAccountsSalesQuotaSalesGoalsNewProductLinesSalesRepsCustomerBaseAnnualSalesTradeShowsKeyAccountsTerritorySalesHospitalsSalesGrowthBusinessDevelopmentCustomerRelationsSalesVolumeNewSales

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Top Territory Sales Manager Skills

  1. Product Knowledge
  2. Territory Growth
  3. Market Share
You can check out examples of real life uses of top skills on resumes here:
  • 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

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)

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