What does a Territory Manager do?

A territory manager is a seasoned salesperson who focuses on increasing sales in a specific geographic region. These executives work in a wide range of industries, including telecommunications, consumer products, and food services. In order to meet sales goals, this manager’s sales tactics usually include maintaining customer relationships.

One of the most important aspects of the territory manager’s job is to develop relationships with key customers. Meeting with clients to learn about their concerns about the company’s product is critical to this professional’s success as a liaison. The majority of businesses that hire these managers are small and medium-sized local businesses. As a result, their client base responds positively to regular, face-to-face contact. Sales strategies that include tenacious customer management and the development of genuine client relationships are highly valued.

A territory manager must have excellent communication skills because he or she will be in contact with clients on a regular basis. It is critical to have a good command of the local language as well as the ability to use conversation to achieve key company objectives. One of the requirements for a territory manager is the ability to serve as a consultant to clients, providing clear guidance on how to better use the company’s products or services to grow their businesses.

Any territorial sales manager, of course, must be able to consistently meet quarterly sales goals set the company’s vice president of sales or other members of upper-level management. These metrics are usually based on the company’s performance in previous quarters. Nonetheless, the manager must set a high standard for the rest of his or her team achieving maximum sales volume every quarter. Because sales are fast-paced and rely on regular, measurable successes, a territory manager who fails to meet quarterly goals is in grave danger of losing his or her job.

Obtaining a high salary as a territory manager is entirely dependent on the capabilities and determination of the individual professional, more so than in most other positions. Most sales positions pay a base salary with the possibility of earning more money through commissions or monetary bonuses for each sale the salesperson makes. These bonus levels are usually pre-determined figures that managers must meet on a monthly or quarterly basis.