Territory Sales Representative

Position: Territory Sales Representative

Location: West Massachusetts or Connecticut

Reports to: Regional Sales Manager - North

Date: 09.14.2026

The Territory Sales Representative is responsible for delivering sales growth, profitability, customer development, and market penetration within an assigned geographic territory. This position manages existing distributor and end-user relationships while identifying and developing new business opportunities across Wiha's target channels.

• Develop and execute an annual territory sales plan that supports company revenue, profitability, market- share, and customer-development objectives.
• Manage and grow existing accounts at both the field and local corporate levels while prospecting for new distributors, end users, and channel opportunities.
• Understand customer needs and recommend product, merchandising, promotional, and service solutions that add value and expand the business.
• Identify opportunities to promote key products, new product introductions, and strategic sales initiatives throughout the territory.
• Achieve or exceed assigned sales and profitability targets while managing travel, promotional, and territory-development expenses within budget.
• Plan and conduct distributor visits, end-user calls, product demonstrations, counter days, trade shows, sales meetings, and field training events.
• Build and maintain strong relationships with distributor branches, purchasing teams, sales representatives, contractors, technicians, and other professional end users.
• Support product line reviews, competitive shop analyses, market surveys, and SWOT assessments to identify growth opportunities and competitive threats.
• Monitor local market conditions, competitor activity, customer trends, pricing, and channel developments and communicate relevant insights internally.

• Work effectively with manufacturer representative agencies and indirect sales resources assigned to the territory, establishing priorities, expectations, and follow‑up actions.
• Coordinate with Marketing, Product Management, Customer Service, Operations, eCommerce, and other internal teams to support customer growth and resolve issues.
• Maintain accurate customer, opportunity, activity, and forecast information in the company's CRM and other sales‑management systems.

• Strong field‑sales, customer‑development, prospecting, presentation, negotiation, and relationship‑management skills.
• Ability to understand customer needs and translate technical product capabilities into clear business value.
• Strong organizational and time‑management skills with the ability to prioritize multiple accounts, opportunities, and field activities.
• Strong technical aptitude and willingness to develop detailed knowledge of professional hand tools and customer applications.
• Proficiency with Microsoft Office, CRM systems, and sales reporting tools.

• 1-3 years of field sales, account development, or merchandising experience preferred, ideally within electrical distribution, industrial distribution, STAFDA, construction, professional tools, home centers, or a related market.
• Candidates with strong merchandising experience and a demonstrated ability to build customer relationships are encouraged to apply.
• Demonstrated record of achieving sales and profitability goals and developing new business.
• Experience working with distributors, manufacturer representatives, trade shows, counter days, product demonstrations, and end‑user calls preferred.
• Bachelor's degree in Business, Marketing, or a related discipline preferred; equivalent relevant experience may be considered.

• This position is…