What does a Territory Manager do?
Territory managers guide an organization’s sales force by reviewing previous sales results and pursuing more effective training while setting the sales team’s goals. To properly fulfill their roles, territory managers interpret sales and marketing data and deduce the most significant representatives and marketing techniques. They draw on their extensive experience to develop, schedule, and promote new marketing activities.
Territory managers often travel throughout their assigned region to train members of a sales force and work with customers, and coordinate marketing efforts with local companies. They measure the success of new marketing and sales techniques by testing them out firsthand. They keep a watchful eye on shifting consumer needs and sales team progress, which requires them to maintain positive relationships with local companies and organizations that cater to target customers and keep a motivated sales force trained to meet consumer needs. Territory managers need a bachelor's degree in business, marketing, or related fields.
- Identify sales targets to maximize revenue potential and drive market acceptance and growth.
- Provide a superior level of service to existing accounts.
- Contribute to business plan to increase revenue within territory.
- Generate additional sales by selling new products and programs.
- Manage expense budget and promotional budget within the guideline.
- Expand company portfolio breadth within all assigned accounts, where possible.
- Recruit, hire and develop shift managers and assistant general managers by leveraging the tools available.
- Document and manage performance with manager feedback and input.
- Communicate with physicians and health care professionals in support of approved product indications.
- Most travel is day travel due to site visits.
- Accountable for accurate preparation and review of all financial reports.
- Lead or participate in major installations when business exceptions require additional support.
- Reliable transportation to report to assigned locations as scheduled.
- Meet or exceed sales and budget goals on a monthly basis.
- Associate's or Bachelor's Degree in business, computer science, engineering or management, or equivalent experience.
- Experience with R language.
- Demonstrated business acumen and leadership skills.
- A negotiator and problem solver with sound time management and critical thinking capabilities.
- Demonstrated mastery of product knowledge.
- Interacts with a positive attitude and pays strict attention to details.
- A natural collaborator and utilizes professionalism at all times.
- Skill with expense reports.
How much does a Territory Manager make?
Base Pay
Additional Pay
$98,852
/ yrTerritory Manager Career Path
Learn how to become a Territory Manager, what skills and education you need to succeed, and what level of pay to expect at each step on your career path.
Years of Experience Distribution
Territory Manager Insights
ACV Auctions“Base compensation is quite fair but obtaining sales goals which increase by 20 sold units each month is unrealistic.”
Lennox International“The job can be fun if you have a great manager and having a good year.”
Ziegler Inc“Awesome products that customers want and the best service in the industry to keep them working.”
The Getz Group“No career opportunity in Getz pharma I see that's why I am in searching for career job”
GSK“Not hard to create inroads to customers because the DTC advertisements help pave the way for brand recognition.”
Techtronic Industries“Everyone is pretty competitive to drive you to be the best you can be but really friendly.”
“1. working in field job is great experience for me as we get many opportunities”
Esperion Therapeutics“Recent changes in top leadership will bring about change which isn't a bad thing.”
Frequently asked questions about the roles and responsibilities of a Territory Manager
When working as a Territory Manager, the most common skills you will need to perform your job and for career success are Self Motivated, Microsoft Outlook, CRM, Negotiation, and Decision Making.
- Manager
- Regional Manager
- General Manager
- Branch Manager
The most common qualifications to become a Territory Manager include a minimum of a Bachelor's Degree and an average of 0 - 1 years of experience not including years spent in education and/or training.