Job Description
Job Title: Territory Sales Manager (TSM) Position Summary The TSM is responsible for managing and growing an assigned book of business while actively acquiring new customers. This role balances in-field selling with outbound prospecting, requiring strong relationship management, consultative selling skills, and disciplined sales execution. The representative will spend approximately 50 percent of their time in the field meeting customers and prospects, and 50 percent of their time conducting outbound calls and follow-ups. A core responsibility of this role is driving attachment and penetration of warranty products alongside core product sales, while expanding share of wallet and generating new business within the assigned territory.
Key Responsibilities Account Management (Book of Business) - Own and manage an assigned book of business with full accountability for revenue growth, retention, and customer satisfaction
- Build strong, long-term relationships with existing customers through regular field visits, outbound calls, and proactive account planning
- Identify opportunities to increase share of wallet, expand product penetration, and upsell warranty offerings
- Serve as the primary point of contact for customer needs, escalations, and commercial discussions
Warranty Sales - Consistently promote and sell warranty products as part of the overall value proposition
- Educate customers on warranty coverage, benefits, and claims processes
- Achieve defined warranty attachment and revenue targets
New Business Development - Prospect, qualify, and close new customers within the assigned territory
- Execute outbound calling campaigns to generate new leads and appointments
- Develop and maintain a healthy sales pipeline aligned with new business targets
- Convert prospects into long-term customers through consultative selling and follow-through
Sales Execution and Reporting - Meet or exceed revenue, gross margin, warranty, and new business targets
- Maintain accurate and timely CRM activity, pipeline updates, and account notes
- Participate in regular sales meetings, training sessions, and performance reviews
- Follow all company pricing, discounting, and sales process guidelines
Qualifications - Proven experience in B2B sales, field sales, or territory management
- Demonstrated success managing a book of business while acquiring new customers
- Strong outbound prospecting and closing skills
- Experience selling value-added products such as warranties or service contracts preferred
- Excellent communication, negotiation, and relationship-building skills
- Strong time management and organizational discipline
- Proficiency with CRM systems and sales reporting tools
- Valid driver's license and ability to travel within assigned territory
Key Success Metrics - Revenue growth within assigned book of business
- New customer acquisition and pipeline conversion
- Warranty attachment rate and warranty revenue
- Field activity and outbound call productivity
- Customer retention and satisfaction
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