Territory Sales Manager

Reporting to the General Manager, the Territory Sales Manager is a pivotal role within our organization by providing sales leadership to a team of local sales representatives across a multi‑state region. Serving as a vital link between operational leadership and our customer base of collision repair shops, the primary responsibility of the Territory Sales Manager is to drive profitable revenue growth across two dimensions—maximizing revenue from Empire’s existing customers by ensuring they receive timely and appropriate products and services, and identifying viable prospects and converting them to customers by professionally presenting our unique value proposition.

• Territory Sales Representatives

• Formulate and implement a comprehensive sales strategy across the region, incorporating direct communication channels (phone, e‑mail, face‑to‑face), mass‑marketing channels (trade shows, direct mail, e‑mail campaigns, open houses), and engagement with trade organizations.
• Create and implement comprehensive sales plans and strategies for the assigned territory to achieve revenue and growth objectives.
• Collaborate with local management and executive sales leadership to leverage existing sales assets, expertise, and relationships.
• Incorporate and share local market expertise, including competitive research, pricing trends, purchase‑channel initiatives, and M&A activity.
• Work cross‑functionally within the region to ensure that the sales strategy aligns with other departments’ goals, objectives, and capabilities.
• Monitor market trends, competitor activities, and customer preferences within the territory and use insights to adjust strategies and identify new opportunities.

• Work directly with territory sales representatives on revenue shortfalls, identifying causes and prescribing actions.
• Identify revenue‑growth opportunities within specific accounts and collaboratively develop strategies to capture incremental business.
• Assist in closing new business.

• Train and mentor Territory Sales team members, including weekly meetings, coaching, and ride‑along.
• Assist Territory Sales Representatives in closing business and managing their territory.
• Share best practices, sales techniques, and product knowledge to improve overall team performance.
• Create a culture of excellence and accountability across the sales team.

• Provide accurate sales forecasts to company leadership.
• Provide goal‑progress reporting to Territory Sales Reps on a regular basis.
• Monitor sales activities, lead generation, lead progress, and general progress toward goals.

• Drive business opportunities with regional MSO organizations, including deal structure.
• Build and maintain strong, long‑lasting customer relationships, understanding their needs, addressing concerns, and providing value‑added solutions.
• Work with executive sales leadership to build customized sales presentations and reporting packages for regional organizations.
• Work with local operations to ensure all customer commitments are met.
• Collaborate closely with the Empire customer‑care team to address and resolve service issues.
• Lead negotiation processes, overcome objections, and close deals in alignment with the General Manager and executive team, ensuring that terms and conditions align with company policies and profitability goals.

• Stay up‑to‑date with Empire’s corporate information, including locations, products, and delivery schedules, and ensure the sales team is fully trained to incorporate this information into daily sales activities.

• Ensure that all corporate sales initiatives are supported and executed within the region.
• Collaborate with sales managers in other regions to share best practices and contribute to a cohesive sales approach.
• Develop and conduct engaging business reviews with large to mid‑size customers, highlighting our value proposition and unique services.
• Work collaboratively with marketing, operations,…