What Does a Territory Sales Representative Do?

A territory sales representative is responsible for selling goods and services, assisting customers with their inquiries and concerns, and monitoring the assigned area's sales reports. Territory sales representatives coordinate with the rest of the sales team to develop effective marketing strategies and promotional techniques to increase revenues and profitability. Territory sales representatives research current market trends to identify business opportunities to meet consumer demands and widen their services. A territory sales representative must have excellent knowledge of the sales disciplines and principles, managing the market approach to ensure customer satisfaction.

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Territory Sales Representative Responsibilities

Here are examples of responsibilities from real territory sales representative resumes representing typical tasks they are likely to perform in their roles.

Track leads, log calls/activities, move sales cycle, and report/forecast using Salesforce.
Develop and manage a portfolio of customers seeking cost-effective, knowledgeable travel consultation and options.
Introduce CRM to corporate management to enhance customer relationships.
Provide training and direction to authorize distributors within western Washington.
Participate with dealers, distributors and clients concerning sales and advertising opportunities.
Record all customer contact utilizing company CRM (customer relationship management system).
Distribute product samples in accordance with approve sampling guidelines and marketing literature to physicians and other healthcare providers.
Detail focus on providing a high level of ROI to clients and prospects through optimum planning and implementation.
Launch second drug for Alzheimer disease second year.
Create company incentive compensation proposal for complex Alzheimer's drug.
Call on medical specialists marketing a variety of therapeutic products in the diabetes, cardiovascular and anti-viral category.
Coordinate community outreach events to increase demand by building relationships with diabetes educators, school nurses and local associations.

Territory Sales Representative Job Description

When it comes to understanding what a territory sales representative does, you may be wondering, "should I become a territory sales representative?" The data included in this section may help you decide. Compared to other jobs, territory sales representatives have a growth rate described as "slower than average" at 2% between the years 2018 - 2028, according to the Bureau of Labor Statistics. In fact, the number of territory sales representative opportunities that are predicted to open up by 2028 is 35,400.

Territory sales representatives average about $16.55 an hour, which makes the territory sales representative annual salary $34,431. Additionally, territory sales representatives are known to earn anywhere from $15,000 to $78,000 a year. This means that the top-earning territory sales representatives make $55,000 more than the lowest earning ones.

As is the case with most jobs, it takes work to become a territory sales representative. Sometimes people change their minds about their career after working in the profession. That's why we looked into some other professions that might help you find your next opportunity. These professions include a sales development representative, consultant and sales representative, sales/account representative, and senior accounts representative.

Learn More About Territory Sales Representative Job Descriptions

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12 Territory Sales Representative Resume Examples

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Scott Hudson Territory Sales Representative Contact Information Atlanta, GA (450) 555-1322 shudson@example.com Skills Sales Contracts Sales Goals Account Management Local Businesses Product Knowledge Customer Base REP Potential Customers Sales Consultants Communication Employment History Territory Sales Representative 2019 - Present G&K Services Atlanta, GA Worked with CRM(SalesForce) Update sales business plans on a monthly basis to optimize sales results. Worked closely with service team with organic sales, renewals & new business development. Helped drive sales goals and achieve monthly quotas. Territory Sales Representative 2015 - 2019 Comcast Norcross, GA Review and provide explanations regarding customer accounts. Top sales leader with solid product knowledge and customer service. Hunt for New Customers and maintain a full pipeline of prospects. Interact with a variety of partners and resellers of HP products in response to RFP or special pricing requests,. Installed cable modems software to establish communication. Advertising Sales Representative 2013 - 2015 Terminix Norcross, GA Worked with sales manager to create and reach monthly sales goals Related School Marketing Experience/Class Projects Improved communication efficiency as primary liaison between departments, clients and vendors. Education Bachelor's Degree Marketing 2010 - 2013 Pennsylvania State University Main, PA


Sara Shaw Territory Sales Representative Contact Info North Chicago, IL (710) 555-6337 sshaw@example.com Skills OnlineProject ManagementCompany WebsiteCustomer RelationsAccount ManagementRevenue GrowthLayoutCustomer ServiceCRMReal Estate Employment History Territory Sales Representative 2020 - Present Abbott North Chicago, IL Selected to present and lead discussions on business planning, territory analysis and performance results. Marketed pharmaceutical products to targeted physicians, increasing market share. Sell diagnostic analyzers and clinical assays, leveraging scientific and technical knowledge to educate doctors and other healthcare providers. Ensured strategy development using annual territory business plan and call activity reports. Advertising Sales Executive 2019 - 2020 Sunbelt Rentals Miami, FL Use CRM tools to track and follow up with customers. Obtain and maintain customer accounts, solicit Sunbelt Rentals to potential customers to meet rental service needs.Equipment operation and safety training. Exceeded targeted sales goals by 20%+ on a regular basis by creating time-saving tools and time management strategies. Sales/Marketing 2018 - 2019 Canon USA Miami, FL Trained, supervised and motivated colleagues on daily tasks including sales goals set by sales director. Collaborated extensively with product development and leadership teams at US Headquarters in New York and International Headquarters in Tokyo. Trained account staff on product knowledge and product tasting in order to increase sales and awareness. Develop and maintain lasting relationships with prompt communication. Handle weekly reporting: Sales Activity Plan, Expense Report, Sales Plan and Opportunities Plan. Processed Account Executives new/renewal/buyout opportunities in the SLX program. Education Bachelor's Degree Business 2010 - 2013 Miami Dade College Miami, FL


Katherine Lewis Territory Sales Representative East Hanover, NJ (510) 555-2601 klewis@example.com Experience Territory Sales Representative2013 - Present Novartis•East Hanover, NJ Moved regional ranking from #22 to #1 over 6 month period for lead product in assigned portfolio line. Utilized CRM, Microsoft Office and Outlook for various territory and client management functions. Achieved 150% and 175% of sales goals for two cardiovascular drugs. Advertising Sales Representative2011 - 2013 TruGreen•Rocky Hill, CT Called prospective customers utilizing automated dialing system to explain different types of service or products offered. Worked with customers to rectify service issues -Consistently met sales goals agreed upon by marketing manager Created and distributed Daily/Weekly/Monthly department sales reports to management for review. Balanced accounts for travel, trade shows and all marketing and public relations related items. Medical Sales Representative (Part-Time)1998 - 2000 Glaxosmithkline USA•Orlando, FL Achieve and exceed sales goals while managing a budget. Planned and implemented lectures and seminars for physicians as an educational update Developed numerous business plans emphasizing strategy implementation. Marketed and sold pharmaceutical products to medical specialists and primary care physicians on the east side of Cleveland. Created and implemented effective sales action plans based on assessment of reps' sales process. Skills Revenue GrowthInternetCRMMedical RecordsBusiness DevelopmentCustomer ServiceProduct DevelopmentSEMSales ConsultantsSales Goals Education Master's Degree Marketing2005 - 2006 Johnson & Wales University•Providence, RI Bachelor's Degree Business1997 - 2000 University of Central Florida•Orlando, FL

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Territory Sales Representative Skills and Personality Traits

We calculated that 18% of Territory Sales Representatives are proficient in Customer Service, CRM, and Product Knowledge. They’re also known for soft skills such as Interpersonal skills, Physical stamina, and Self-confidence.

We break down the percentage of Territory Sales Representatives that have these skills listed on their resume here:

Customer Service, 18%
Enhanced images for companies across Iowa by consistently providing superior customer service for high-quality work apparel, facility products and services.
CRM, 7%
Recorded all customer contact utilizing company CRM (customer relationship management system).
Product Knowledge, 5%
Utilized comprehensive product knowledge, and enthusiastic personality to quickly map out customer needs and recommend appropriate solutions.
Excellent Time Management, 5%
Demonstrate excellent communication skills and excellent time management skills.
Sales Growth, 5%
Established an environment and foundation for future sales growth, prioritizing effectively and in accordance with corporate objectives.
Business Relationships, 4%
Develop business relationships at assigned accounts and provide these accounts with information about selling, profitability and placement of our products.

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Some of the skills we found on territory sales representative resumes included "customer service," "crm," and "product knowledge." We have detailed the most important territory sales representative responsibilities below.

The most important skills for a territory sales representative to have in this position are interpersonal skills. In this excerpt that we gathered from a territory sales representative resume, you'll understand why: "wholesale and manufacturing sales representatives must be able to work well with many types of people" According to resumes we found, interpersonal skills can be used by a territory sales representative in order to "utilized my superior interpersonal skills and work ethic to personally farm leads and secure sales. "

While it may not be the most important skill, we found that many territory sales representative duties rely on physical stamina. This example from a territory sales representative explains why: "wholesale and manufacturing sales representatives are often on their feet for a long time and may carry heavy sample products." This resume example is just one of many ways territory sales representatives are able to utilize physical stamina: "executed periodic physical inventories and returns of various product lines. "

Self-confidence is also an important skill for territory sales representatives to have. This example of how territory sales representatives use this skill comes from a territory sales representative resume, "wholesale and manufacturing sales representatives must be confident and persuasive when making sales presentations" Read this excerpt from a resume to understand how vital it is to their everyday roles and responsibilities, "improved distribution sales teams skills and confidence by providing sales and product training. "

A territory sales representative responsibilities sometimes require "customer-service skills." The responsibilities that rely on this skills are shown by this resume excerpt: "wholesale and manufacturing sales representatives must be able to listen to the customer’s needs and concerns before and after the sale." This resume example shows how this skill is used by territory sales representatives: "cultivate a network of influential contacts at all levels of internal and external customers to achieve sales objectives within assigned territory. "

See the full list of territory sales representative skills.

Before becoming a territory sales representative, 79.4% earned their bachelor's degree. When it comes down to graduating with a master's degree, 4.6% territory sales representatives went for the extra education. If you're wanting to pursue this career, it may be possible to be successful with a high school degree. In fact, most territory sales representatives have a college degree. But about one out of every eight territory sales representatives didn't attend college at all.

The territory sales representatives who went onto college to earn a more in-depth education generally studied business and marketing, while a small population of territory sales representatives studied communication and management.

When you're ready to become a territory sales representative, you might wonder which companies hire territory sales representatives. According to our research through territory sales representative resumes, territory sales representatives are mostly hired by Ecolab, Patterson Companies, and Staples. Now is a good time to apply as Ecolab has 213 territory sales representatives job openings, and there are 69 at Patterson Companies and 58 at Staples.

Since salary is important to some territory sales representatives, it's good to note that they are figured to earn the highest salaries at IBM, HP, and Kinetico Corporate. If you were to take a closer look at IBM, you'd find that the average territory sales representative salary is $106,741. Then at HP, territory sales representatives receive an average salary of $92,106, while the salary at Kinetico Corporate is $81,089.

View more details on territory sales representative salaries across the United States.

We also looked into companies who hire territory sales representatives from the top 100 educational institutions in the U.S. The top three companies that hire the most from these institutions include Novartis, Eli Lilly and Company, and Altria.

The three companies that hire the most prestigious territory sales representatives are:

Ecolab213 Territory Sales Representatives Jobs
Patterson Companies69 Territory Sales Representatives Jobs
Staples58 Territory Sales Representatives Jobs

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What Sales Development Representatives Do

A sales development representative qualifies leads at the sales funnel's initial stages. Sales development representatives need to conduct research for prospective clients and qualify the leads before handing them to the sales team. They develop sales strategies to attract buyers or solicit potential customers. They need to build relationships with their customers to determine their needs and qualify the viability of interests to drive sales. Also, they collaborate with the sales executives making certain that corporate targets and goals are met.

In this section, we compare the average territory sales representative annual salary with that of a sales development representative. Typically, sales development representatives earn a $17,073 higher salary than territory sales representatives earn annually.

Even though territory sales representatives and sales development representatives have vast differences in their careers, a few of the skills required to do both jobs are similar. For example, both careers require customer service, product knowledge, and excellent time management in the day-to-day roles.

As far as similarities go, this is where it ends because a territory sales representative responsibility requires skills such as "crm," "patients," "business sales," and "account management." Whereas a sales development representative is skilled in "sdr," "lead generation," "account executives," and "linkedin." So if you're looking for what truly separates the two careers, you've found it.

On average, sales development representatives reach similar levels of education than territory sales representatives. Sales development representatives are 0.5% less likely to earn a Master's Degree and 0.0% more likely to graduate with a Doctoral Degree.

What Are The Duties Of a Consultant And Sales Representative?

A consultant and sales representative's role is to perform research and analysis to devise strategies for reaching sales targets and optimal services. Aside from providing consultations and business plans, they may also represent the company by reaching out to clients through calls and correspondence. They may offer products and services to secure sales, answer inquiries, and even arrange appointments to discuss and negotiate deals. Furthermore, as a consultant and sales representative, it is essential to build positive relationships with clients in adherence to the company's policies and regulations.

The next role we're going to look at is the consultant and sales representative profession. Typically, this position earns a higher pay. In fact, they earn a $191,401 higher salary than territory sales representatives per year.

Not everything about these jobs is different. Take their skills, for example. Territory sales representatives and consultants and sales representative both include similar skills like "customer service," "crm," and "product knowledge" on their resumes.

In addition to the difference in salary, there are some other key differences that are worth noting. For example, territory sales representative responsibilities are more likely to require skills like "excellent time management," "sales growth," "wine," and "patients." Meanwhile, a consultant and sales representative might be skilled in areas such as "strong presentation," "lead generation," "energy efficiency," and "sales revenue." These differences highlight just how different the day-to-day in each role looks.

In general, consultants and sales representative study at similar levels of education than territory sales representatives. They're 2.7% more likely to obtain a Master's Degree while being 0.0% more likely to earn a Doctoral Degree.

How a Sales/Account Representative Compares

A sales account representative is responsible for managing and responding promptly to customer complaints and queries of clients. They focus on customer concerns and contact prospects. They work on upselling or cross-selling products and services, collaborating with account executives, and prepare reports to upper management. This job requires you to be a goal-driven person, energetic, and have excellent communication skills. Moreover, this is a challenging job; at times, it requires being extra polite and calm in handling customer complaints and other related situations.

Let's now take a look at the sales/account representative profession. On average, these workers make higher salaries than territory sales representatives with a $22,523 difference per year.

Using territory sales representatives and sales/account representatives resumes, we found that both professions have similar skills such as "customer service," "crm," and "product knowledge," but the other skills required are very different.

As mentioned, these two careers differ between other skills that are required for performing the work exceedingly well. For example, gathering from territory sales representatives resumes, they are more likely to have skills like "wine," "patients," "territory management," and "sales training." But a sales/account representative might have skills like "sales techniques," "sales support," "enterprise resource planning," and "sales revenue."

Sales/account representatives typically study at similar levels compared with territory sales representatives. For example, they're 0.4% more likely to graduate with a Master's Degree, and 0.1% more likely to earn a Doctoral Degree.

Description Of a Senior Accounts Representative

Typically, a senior accounts representative familiarizes all the accounts of the company. Senior accounts representatives communicate with customers and resolve client-associated complaints or issues. They monitor business and company messages, email, and other communication systems. It is part of their job to respond to their clients. The skills needed for this position include customer service, sales or marketing, and account management. They are also expected to be knowledgeable in PowerPoint, trade, and product development.

The fourth career we look at typically earns higher pay than territory sales representatives. On average, senior accounts representatives earn a difference of $35,706 higher per year.

According to resumes from both territory sales representatives and senior accounts representatives, some of the skills necessary to complete the responsibilities of each role are similar. These skills include "customer service," "business relationships," and "trade shows. "

Even though a few skill sets overlap, there are some differences that are important to note. For one, a territory sales representative might have more use for skills like "crm," "product knowledge," "excellent time management," and "sales growth." Meanwhile, some senior accounts representatives might include skills like "powerpoint," "payment arrangements," "medicaid," and "sales territory" on their resume.

The average resume of senior accounts representatives showed that they earn similar levels of education to territory sales representatives. So much so that the likelihood of them earning a Master's Degree is 0.6% more. Additionally, they're more likely to earn a Doctoral Degree by 0.0%.

Updated October 2, 2020