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.

What responsibilities are common for Territory Manager jobs?
  • 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.
What are the typical qualifications for Territory Manager jobs?
  • 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.
EducationBachelor's Degree
Work/Life Balance
3.5 ★
Total Pay--
Career Opportunity
3.4 ★
Avg. Experience2-4 years

How much does a Territory Manager make?

$98,852 /yr
Total Pay

Base Pay


Additional Pay


 / yr
Most Likely Range
Possible Range
See More Insights

Territory 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.

Territory Manager
Senior Territory Manager
Territory Manager

Years of Experience Distribution

0 - 1
2 - 4
5 - 7
Not including years spent in education and/or training

Territory Manager Insights

Read what Territory Manager professionals have to say about their job experiences and view top companies for this career.
ACV AuctionsACV Auctions
Territory Manager
Oct 13, 2022

“Base compensation is quite fair but obtaining sales goals which increase by 20 sold units each month is unrealistic.”

Lennox InternationalLennox International
Territory Manager
Apr 5, 2023

“The job can be fun if you have a great manager and having a good year.”

Ziegler IncZiegler Inc
Territory Manager
Jan 20, 2023

“Awesome products that customers want and the best service in the industry to keep them working.”

The Getz GroupThe Getz Group
Executive Territory Manager
Aug 20, 2021

“No career opportunity in Getz pharma I see that's why I am in searching for career job”

Territory Business Manager
Nov 1, 2021

“Not hard to create inroads to customers because the DTC advertisements help pave the way for brand recognition.”

Techtronic IndustriesTechtronic Industries
Territory Manager
Nov 29, 2021

“Everyone is pretty competitive to drive you to be the best you can be but really friendly.”

Territory Manager
May 24, 2021

“1. working in field job is great experience for me as we get many opportunities”

Esperion TherapeuticsEsperion Therapeutics
Territory Manager
Feb 1, 2021

“Recent changes in top leadership will bring about change which isn't a bad thing.”

See More

Territory Manager Interviews

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.

The most similar professions to Territory Manager are:
  • 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.

Related Careers

13% skills overlap
Regional Manager
13% skills overlap
General Manager
No skills overlap
Branch Manager
No skills overlap

Territory Manager Jobs