Territory Manager

Territory Manager – responsible for business development within the assigned territory, utilizing technical expertise to sell deeper into current accounts (organic growth) and acquire new business accounts with filtration product and services needs. Reports call activity using CRM and other required tools.

• Work within all established safety guidelines, ensuring that safety policies and procedures are adhered to at all times, and work deemed unsafe is not performed.
• Ensure world‑class customer service is provided to both internal and external customers.
• Establish rapport and develop solid relationships with key customer contacts and vendors.
• Meet and exceed sales and margin targets, including monthly forecasts and annual budget.
• Prospect for and acquire new business at all volume levels by promoting the total filtration management concept, focusing on those accounts with annual volume greater than $5,000.
• Maintain and grow sales to existing customer base by understanding each customer’s unique product needs and offering solutions across all disciplines of filtration.
• Organize and prioritize responsibilities to ensure effective and efficient territory coverage.
• Evaluate filter applications for value optimization and solution presentation.
• Complete the required weekly sales call activity, including:
• A minimum of 15 face‑to‑face sales calls during the prime selling hours of 7 am–3 pm.
• Additional cold calls around the face‑to‑face “anchor” calls.
• Prospect phone calls.
• Regularly utilize CRM software to maintain customer contacts and document sales call activities, value‑added services/cost savings, and opportunities through the sales lifecycle.
• Develop solid technical skills by participating in all company and vendor‑sponsored product training and by self‑study.
• Generate timely and accurate quotes using the company’s business system.
• Utilize the TFS catalog and media library for presentations to key purchasing personnel.
• Support company initiatives in the areas of marketing, sales, and training.
• Manage and ensure compliance regarding the implementation of new accounts, including new strategic account launches by corporate.
• Maintain monthly expense and mileage reports.
• Utilize auto‑generated reports to understand, manage, and develop business to ensure compliance with pricing, margin, CRM, and other expectations.
• Understand and utilize TFS business systems.

• Excellent oral and written communication skills using the English language.
• Good attention to detail with timely follow‑up skills.
• Professional appearance and behavior.
• Solid organizational skills with the ability to prioritize effectively.
• Strong computer skills, including Microsoft Office with proficiency in Outlook, Word and Excel.
• Ability to work effectively under pressure and manage multiple assignments simultaneously.
• Effective time‑management skills.
• Be responsive and accessible, meeting appropriate deadlines.
• Accurate and results‑oriented.
• Commitment to providing exceptional customer service to both internal and external customers.
• High mechanical aptitude with the ability to quickly grasp technical information.

• Proven and progressive sales success.
• Ability to negotiate effectively.
• Ability to build solid professional relationships.
• Proficient in Microsoft Office Suite including Word, Excel, PowerPoint, and Outlook.

• “Hunter” mentality with solid closing skills.
• Demonstrates a sense of urgency.
• Solid presentation skills with the keen ability to read the audience and tailor presentation to meet its needs.
• Solid individual contributor who functions equally well as a member of a team.
• Ability to adapt to a variety of personalities, situations and requirements.

• Minimum three years outside sales experience required.
• Four‑year college degree preferred.
• High school diploma or equivalent required.
• Filtration, B2B or industrial sales experience preferred.

Must possess and maintain a valid driver’s license in good standing.

The physical demands described here are representative of those that…