Territory Sales Manager

Job Summary

The Territory Sales Manager is responsible for owning and growing revenue within the assigned geographic territory. This role serves as the primary business leader for the territory, driving sales growth, market share, and profitable expansion through disciplined planning, strong customer relationships, and consistent field execution. The Territory Sales Manager operates with a “CEO of the Territory” mindset, balancing strategic planning with day-to-day customer engagement across distributor partners, end users, and key accounts.

Success in this role is measured by sustainable growth, execution consistency, and strong relationship development across the territory.

To perform this job successfully, an individual must be able to perform each essential duty to satisfactory standards. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• Deliver annual revenue, market share, and profitability targets within the assigned territory.
• Execute company initiatives, promotions, and product launches with measurable in-market follow-through.
• Maintain a strong opportunity pipeline and actively manage accounts through the full sales cycle.
• Ensure consistent call frequency aligned with territory segmentation and growth priorities.
• Monitor competitive activity and respond with effective positioning.
• Provide accurate forecasting and maintain CRM integrity.

• Develop and execute an annual territory business plan aligned to district and regional objectives.
• Analyze sales data, market trends, and competitive activity to identify growth opportunities.
• Prioritize accounts and allocate time based on revenue potential and strategic value.
• Maintain accurate forecasting and pipeline visibility.

• Grow existing accounts through relationship expansion, product penetration, and end-user pull-through.
• Identify, prospect, and convert new distribution and end-user opportunities.
• Conduct joint business planning sessions with key accounts.
• Execute promotional programs with disciplined in-store and field follow-through.

• Drive demand creation through jobsite visits, product demonstrations, and training events.
• Partner with distributor sales teams to build advocacy and product knowledge.
• Support large project opportunities through specification selling and application expertise.

• Partner with DSM on territory alignment and execution coaching.
• Coordinate with service, marketing, and operations to deliver exceptional customer experience.
• Support regional initiatives, contests, and product launches.

• Strong communication and presentation skills
• Ability to influence across customer types
• Territory planning and organizational discipline
• Analytical thinking and business acumen
• Ability to conduct product demonstrations and training
• Relationship-building across distributors and end users
• Initiative and self‑motivation in a field-based role
• Comfort navigating industrial and construction environments

This position does not have supervisory responsibility.

This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities. Duties, responsibilities, and activities may change at any time with or without notice.

This position operates in a highly mobile, field-based sales environment, working primarily from a home office. The TM spends most of their time traveling within their assigned geographic territory. Daily activities regularly include in-person meetings, jobsite visits, product demonstrations, and ride-alongs with distributor partners. This role requires conducting business in a wide variety of settings, including distributor branches, industrial facilities, commercial and residential jobsites, retail environments, and customer offices.

Work environments may vary significantly from day to day and can include active construction sites, outdoor conditions, and physically demanding settings where appropriate safety protocols and personal protective…