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0-5 years of experience
Successfully built 3 sales territories on North American West Team thru direct sales and marketing campaigns.
- Achieved 130% Annual Quota Attainment in 2008.
- Increased volume business within existing accounts by 200%
- Interviewed, trained and mentored all West Area new hires.
- Closed top 2 largest new logo accounts in the West 2008.
- Stack ranked #1 in West Area in 2008 and 2009.
6-10 years of experience
Oversee and supervise the daily operations of six retail stores (combined sales totaling over $4.1 million annually) located within California and Nevada.
- Provide leadership to six Store Managers and thirty-six employees.
- Between 2007 and 2012 (prior to current reorganized territory), increased territory retail sales by $1,008,361.00 and increased territory retail profits by $394,416.00.
- Coached the River City Scout Shop resulting in annual retail sales exceeding $1 million for consecutive years from 2009 to 2014.
- Converted three franchise stores into company owned stores.
- Successfully implemented the Going for the Gold sales program in all stores, resulting in a 26% increase in Average Sales Per Transaction (from $45.54 in 2011 to $57.30 in 2014).
0-5 years of experience
Urological device sales specializing in impotence and incontinence. Responsible for multifaceted sales through Physicians, DME Vendors, and Patients. Provided patient education and clinical based service. Maintained compassion and discretion while working with patients.
- Increased prescribing habits in current territory by 50% over 6 months
- Created 540% growth over 9 months in previous territory
- Successfully integrated new product lines. Met, if not exceeded quota monthly
- Awarded growth bonuses, sales bonuses, and new product bonuses
- Only Territory Manager in company history to score 100% on product knowledge testing
0-5 years of experience
Represented and successfully sold 3 different brands of aesthetic products, including SkinMedica, Vivite, and Latisse.
- Trending to finish in top 20 out of 102 Territory Managers for 2014.
- Finished number 1 in Mid-Atlantic region for 2013.
- Achieved 21% overall growth in territory from 2012 to 2013 by opening and growing high profile Allergan aesthetic accounts in territory.
- Sold and educated office staff on over 50 skews of Allergan products and produced immediate impact in territory by selling over $2.6M in sales.
- Helped launch and grow new SkinMedica division for Allergan, including Vivite and SkinMedica skincare lines and Latisse prescription brand.
- Established successful account relationships with dermatologists, plastic surgeons, nurses, physician assistants, and aestheticians by building rapport and maintaining consistent communication.
- Created product pull-through and sales with accounts via patient events, customer programs, APC programs, and speaker dinner programs.
6-10 years of experience
Outside field sales of customized software products, hardware, and tech services.
- Sales Rep of the Year 2009 out of 11 sales reps.
- Won the single largest sale in the global history of my division totaling $200k.
- #1 gross revenue in the history of all North America sales territories exceeding $1M. #1 incremental percentage growth of all sales territories, out of 11 [company name] national sales reps and territories.
- Developed a strategic business development plan that turned around a failing region by increasing total sales by an average of 58% year-over-year despite no database of previous customers.
- Managed key accounts for new product Beta Tests. Lead the launch of new product lines and advised sales strategy.
0-5 years of experience
Conduct data integrity, account maintenance and superior relationship management daily. Utilized market analysis to provide a value sale to retailers and consumers for Camel, Grizzly, Pall Mall, VUSE E-Cig and Camel Snus brands. Promoted from Territory Manager I to III in less than 2 years.
- Exceeds Rating 2014 (Top Company Rating), High Achieves Rating 2013
- Increased territory revenue from $9.5 million to $10.9 million in a single year.
- Ranked number 2 of 56 in peer ranking for the Denver Region for 2014.
- Achieved the highest sales volume for VUSE E-Cig in the United States.
- Led the SLC division and helped increased coupon placements by over 2,000 coupons through 2013 and 4,300 by August 2014.
- Earned a Leadership award from the Region Director and a high achieves ranking in 2013.
10+ years of experience
Increased territory sales from $1.5 million in 2004 to $3.5 million in 2013 in the Washington DC and Baltimore markets.
- Ranked #2 in sales and profit margins in 2007 out of 48 U.S. territory managers; exceeded the company average for sales-to-plan by 4% and average profit margin by 16%. Ranked 5 out of 19 territory managers regionally in 2010, 4 out of 17 in 2011.
- Presented and trained various hospitality professionals on all product lines, consisting of over 50,000 skus.
- Awarded the Virginia M. Leahy Award (Million Dollar Club) 2005 through 2012, as a result of contributing over 1 million dollars in profit.
- Earned the Significant Gross Profit Award in 2005 through 2012 for ranking in the top 15% of the entire company; earned Goal Attainment Award from 2006 to 2011 for reaching over 100% of profit goal.
0-5 years of experience
Built relationships with customers and within the community to establish long-term business growth
- Maintained knowledge of current sales and promotions, policies regarding payment and exchanges, and security practices
- Trained all incoming sales team members
- Supported the sales team in writing proposals and closing contracts
- Supervised a sales force of two associates and exceeded company quota by 150%
- Consistently exceeded company quota by 150% and helped team members do the same
0-5 years of experience
A $30 million leader in the dairy industry.
- Created new sales office to service the Wisconsin territory, hiring twelve (12) sales representatives in Milwaukee.
- Increased sales by 50% in the first six (6) months.
- Trained and coached sales team for success by motivating through weekly sales meetings.
- Established processes for monitoring and recording sales activities with a protocol for detailed follow-up to maximize close rate.
6-10 years of experience
Built territory to reflect greater than 30% growth by expanding customer base through regular sales calls and aggressive prospecting.
- Researched and investigated new or improved business and management
- Established territory with over 300k per year sales volume
- Knowledge of advanced sales techniques to identify, mediate and resolve
- Ranked in top 10% of territory managers during tenure with company.
0-5 years of experience
Marketed hardware including plumbing and electrical supplies, power tools, hand tools, paints, varnishes, and builder’s hardware.
- Managed an $800,000 territory and exceeded the sales goal by $60,000 in the last year.
- Executed the daily operations of managing the sales territory.
- Maintained budget and managed 15-20 accounts yearly.
- Provided projected dates of delivery to customers based upon knowledge of own firm’s production and delivery schedules.
0-5 years of experience
Achieved yearly sales goals and was awarded annual sales ring multiple years
- Maintained a 90% to 97% retention rate in a $1.2 million territory – one of the highest in the country
- Anticipated potential opportunities through research of relevant markets and implemented sales
- Conducted presentations to school district administrators
- Involved with overseeing a team of 15-20 photographers and clerks insisting upon efficiency and attention to detail
- Organized and scheduled photo shoots along with equipment, logistics, and accommodations when needed
- Assisted in hiring and training of all seasonal photographers and clerks
0-5 years of experience
Responsible for new sales and account growth in the oil and gas industry. Excellent floor
presence from regular trade show and exhibition involvement. Organize and facilitate numerous
safety trainings and product presentations.
- Quickly promoted to manage larger territory with existing critical customer relationships.
- Increased revenue by 26% within 2 months of working in new area.
- Finalized and secured profitable service contract through persistent follow up.
- Demonstrated commitment to success with relocation and desired improvement.
- SafeLand certified and CPR trained.
- Secured first large PO of new product line within company.
0-5 years of experience
- Responsible for Miami Beach’s territory, addressing products and service needs for the foodservice, hospitality and health care clients with innovative customized programs.
- Combined sales skills with mechanical aptitude to learn customers’ operations and cleaning challenges. Devise and sell cleaning solutions, troubleshoot machines / dispensing systems.
- Measured 100% Customer satisfaction and 103% goals achievement (average).
- Awarded with sales achievement excellence in 2008 (112% budged achievement) and recognized top 1 Territory Manager on that year.
Territory Manager Duties and Responsibilities
In order to guide, teach and inspire their sales forces, Territory Managers must fulfill a wide variety of tasks. After analyzing several job postings, we’ve identified a number of main duties and responsibilities this position requires.
Analyze and Interpret Financial and Sales Records As the leaders of their sales teams, Territory Managers must be able to interpret sales and marketing data to determine which sales representatives and marketing techniques are most effective and why.
Research and Develop Marketing Activities Territory Managers must draw on their extensive sales experience to develop, schedule and pre-promote new marketing activities. This could include conducting surveys or working with focus groups to understand consumer needs and what marketing tactics to use in order to meet those needs.
Meet Weekly Sales Goals As leaders in the sales force, Territory Managers must lead by example. This means constantly developing their salesmanship skills in order achieve personal sales goals, and practicing new sales techniques to pass on to the rest of the sales team. This includes educating both consumers and colleagues about the qualities of the desired product and how the product meets the customer’s needs.
Manage Interpersonal Relationships Territory Managers must keep a careful watch on shifting consumer needs and the progress of their sales teams. This means maintaining positive relationships with local companies and organizations where target consumers are likely to gather, as well as keeping the sales force motivated and trained to meet consumer needs. This could require developing sales leads through cold calling, strategic marketing, collateral distribution and local events.
Train the Sales Force Territory Managers often travel throughout their assigned regions to train their sales forces, work with customers and coordinate marketing efforts with local companies. This will include measuring the success of new marketing and sales techniques by testing them out first hand.
Territory Manager Skills
People who work as Territory Managers are goal oriented, likeable and inspiring leaders. They use effective social and communication skills to convince customers to purchase their products, as well as inspire their sales force to continue pursuing their goals, one of their most important tasks. Potential employers are also looking for the skills and traits listed below. Core skills: Based on job listings we looked at, employers want Territory Manger with these core skills. If you want to work as a Territory Manger, focus on the following.
- Experience with business to business and business to consumer sales techniques
- Strong management skills
- Proficiency with Microsoft Office programs, including PowerPoint,, Word and Excel
- Ability to work in a high-intensity, fast-paced environment
- Ability to meet physical demands of jobs, including lifting, standing and walking
Advanced skills: While most employers did not require the following skills, multiple job listings included them as preferred. Add these to your Territory Manger toolbox and broaden your career options.
- Niche experience
- Experience organizing seminars and trade shows
- Ability to analyze and interpret sales data to inform sales strategies
Territory Manager Resources
After sifting through the web, we’ve created this list, with high quality industry resources to help both the professional and aspiring salesman. Examine the links below because this list is full of opportunities to connect with and learn from experienced professionals in the field. On the Web Mac McIntosh – This website offers a wide range of support and instruction for anyone looking to develop a career in sales. These include a free newsletter, articles, consulting, training and a learning center with links to a free webinar.
The Riley Guide – This business oriented website is designed to empower students who are considering a career in business. This site focuses on educating students about potential jobs and careers in business related fields, to make sure aspiring salesman can find the best position to fit their needs and interests. This includes an extensive list of additional websites and schools where anyone interested in business can continue learning. On LinkedIn
Sales/Marketing Executives – This is the 2015 awarded group for Best LinkedIn Group for Chief Sales/Marketing Executives. This groups specifically focuses on profession centered conversations (no articles, blogs or promotion), to succinctly address questions and concerns of other professionals.
Innovative Marketing, PR, Sales, Social Media Innovators – This massive network is full of professionals spanning every aspect of corporate and sales jobs. Connect with professional salesman and marketers to find the best methods for closing sales and building a career in sales.
Medical Device Development, Marketing and Sales – This group focuses on sales need within the medical community. They focus on marketing, developing and selling the latest in medical devices. Shares a wealth of related information to fellow professionals, as well as job openings in related positions. Industry Groups
NASP – The National Association of Sales Professionals is a powerful resource to empower todays salesmen for the challenges of the modern world. They offer assessments, certifications, job postings and a wide array of tips to help the aspiring salesman get his footing.
AA-ISP – The American Association of Inside Sales Professions focuses on the needs of salesman who wish to specialize in inside sales positions. This site includes various resources, including accreditation as an inside sales professional, a mentor program, career center and extensive tools and training to empower today’s inside salesman.
The Sales Management Association – This global organization is dedicated to providing relevant, up-to-date content for sales leaders across every industry. They offer a variety of services to empower salesmen round the world, many of which are free, but some require a paid subscription. Territory Manager Books
Be Your Own Sales Manager – This book contains tactics and strategies for managing your territory, accounts and personal wellbeing. Find the latest management techniques and clever strategies to give you a competitive edge in today’s world of sales and business.
Coaching Agile Teams – This book focuses on a Territory Manager’s need to inspire, educate and empower his sales team. Here, you can bring your sales team into the next level of sales, from mere cooperation into complete collaboration. This includes how to maintain the balance between maintaining contact with your team, without dominating their efforts and limiting their growth.
How to Win Friends and Influence People – A vital resource for anyone with an interest in sales or better managing their personal relationships. This book will prepare anyone in the business or sales fields with additional interpersonal skills for closing additional sales or better inspire your sales team.
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Territory Manager
Last edited by: Gabriela Barcenas, CONTENT STRATEGIST -
Gabriela Barcenas
CONTENT STRATEGISTGabriela is a Certified Professional Resume Writer (CPRW) and career adviser. With 10 years of digital media experience and five years of resume writing expertise, her publication history includes fashion, education, travel, social justice, equitable design and career advice.
