A territory sales manager oversees the day-to-day operations of a sales team in a geographical area. Someone in this position may have to develop training programs designed to help the sales representatives improve their techniques. Managers often have to analyze the sales statistics of individual team members and the territory as a whole in order to understand where improvements can be made.
Strong communication skills are an important characteristic for your applicants to have because managers need to work with colleagues, customers and direct reports. Including the most sought-after skills in the skills section of your territory sales manager job description may help you attract high-quality candidates. Other important abilities for this role include leadership, analysis and customer service.
It is important you incorporate the right elements into your posting. Use the territory sales manager job description template below to get insight into what makes a great job description.
Territory Sales Manager Job Summary
Do you enjoy inspiring others to reach their goals through workplace incentives and guiding words? As a territory sales manager at our company, you get the opportunity to oversee the sales representatives in the northeast region. You can develop training programs to encourage the sales associates to incorporate new techniques into their communications with customers. Not only do you help the company increase its sales through your leadership, but there is also the opportunity for you to take on more responsibilities through the corporate leadership track, which can lead to opportunities for you to be involved in unique and exciting projects. If you want to work in a fast-paced, diverse environment, taking on the role as territory sales manager may be the perfect fit for you.
- Direct the territory sales team, teaching them important elements of the company products and services in order to give them the tools needed to be successful team members
- Project potential sales for future quarters and years by reviewing operational reports and records
- Prepare budgets at the beginning of each fiscal year to ensure the corporate money is spent in the best ways possible
- Set promotional discount rates for special seasonal sales or new customers in order to entice both new and repeat customers
- Analyze the sales records of individual team members and the entire staff in order to understand what areas the associates need more guidance in
- Plan advertising services for the territory that is in keeping with the brand of the company and can increase name recognition
- Monitor customer preferences to better understand what type of sales efforts would be most effective for particular clients
- Attend trade associate meetings as a representative of the company in order to promote products and increase sales numbers for the territory
Job Skills & Qualifications
- Bachelor’s degree in business or related field
- Five years of experience as a manager
- Strong communication skills
- Ability to diffuse workplace conflicts
- Quick decision-making and problem-solving skills
- Master’s degree in business or related field
- Familiar with computer programs, such as IBM Cognos Impromptu, FileMaker Pro and Microsoft Project
Territory Sales Manager Job Responsibilities
The job responsibilities section is one of the most essential components in a territory sales manager job description. Approach this part as an opportunity to encourage jobseekers to envision themselves filling this position. Try to capture a sense of the daily to-do list of a sales manager focusing on a particular territory in addition to sales targets and long-term priorities.
Start by listing about 6-8 of the most relevant responsibilities for a territory sales manager. Break these items up with bullet points to form a list of distinct tasks, and address one duty or goal per point. It may be easier for applicants to consider their ability to perform these tasks if you start each line with a distinctive action verb. Your territory sales manager job description will be more likely to attract competitive applicants if you keep this list straightforward and easy to read.
Take a look at the following examples of territory sales manager job responsibilities as you prepare to write this section:
- Use sales techniques to increase company presence and stimulate sales in an assigned area
- Set quotas and goals for regional sales teams
- Contact companies and customers to secure sales or establish leads
- Monitor the market within a territory to find ways to outperform competition
Territory Sales Manager Job Specifications
The job qualifications and skills section in a territory sales manager job description can also be decisive when it comes to improving the pool of potential talent. You might want to require certain degrees, amounts or types of past experience and skills that can line candidates up for success in a managerial-level sales position.
Prioritize the most vital qualifications and follow up with any desirable abilities, credentials or skills that could seal the deal for an exceptional candidate. Preferred qualifications for this type of position might include language abilities or knowledge of regional markets. You should also use bullets to organize this part of the description.
Ask other managers or sales leaders if you are not sure about which requirements to set. Establishing firm minimum specifications in a territory sales manager job description can limit the number of applications you receive from underqualified candidates and drive up the overall quality.
Here are a few general territory sales manager job specifications to bear in mind:
- High school diploma or equivalent required; bachelor’s degree preferred
- 2-3 years of sales experience with a track record of success
- Outstanding verbal and written communication skills transferable to telephone calls and emails
- Proven leadership abilities and capacity to form client relationships