Territory Manager

Position Overview

The Territory Manager is the primary owner of existing accounts within their assigned territory. This role is responsible for maintaining deep customer relationships, driving revenue growth through education and upselling, and ensuring every customer is active, trained, and engaged. The Territory Manager serves as a strategic bridge between customers and BMI’s internal teams — surfacing feedback, routing issues early, and championing the customer experience.

Key Responsibilities

1. Account Ownership & Customer Relationship Management

• Serve as the primary point of contact for all existing accounts within the territory
• Ensure all assigned customers are active, trained, and engaged
• Touch 100% of assigned accounts at minimum every 90 days
• Build and maintain strong, trusted relationships with decision-makers at each account
• Address customer inquiries and resolve issues promptly, including returns and escalations through proper BMI departments
• Identify staffing or contact information changes at customer locations and update records accordingly

2. Sales Generation & Revenue Growth

• Identify and pursue new sales opportunities within the territory, including:

• New kits and seasonal merchandise
• Proven assortments from similar locations
• AMRS and RFID program upsells

• Upsell non-AMRS customers to the AMRS program and/or RFID program through education
• Meet or exceed all assigned sales targets, quotas, and revenue growth goals
• Grow existing customer base annualized revenue by 10% (excluding new customer base)

3. Reactivation & Churn Management

• Proactively contact lost accounts, dormant accounts, and significantly declining accounts
• Reopen conversations, identify blockers, and reintroduce BMI’s value proposition
• Manage an active reactivation pipeline with quarterly targets
• Route potential churn risks to appropriate internal teams early to prevent account loss
• Maintain annual churn below 5%

4. Market Research & Customer Feedback

• Gather structured customer feedback during every meaningful interaction, including:

• What’s working well for the customer
• What is frustrating or creating friction
• Where the customer is losing time or money

• Analyze market trends and competitor activity within the territory
• Provide customer insights and feedback to cross-functional teams including Operations, AMRS, Marketing, and Merchandising

5. CRM & Reporting

• Log all customer interactions in HubSpot accurately and in a timely manner — if it’s not in HubSpot, it didn’t happen
• All notes must include a clear REASON and OUTCOME
• Maintain accurate records of sales activities, customer information (GP, HubSpot, etc.), and territory performance
• Prepare regular reports on sales performance and market conditions

6. Cross-Functional Collaboration

• Act as a ‘bridge’ between customers and internal BMI teams — not a bottleneck
• Flag training gaps and internal process issues that impact customer experience
• Coordinate with other Territory Managers to share best practices and market insights
• Work closely with product, operations, and marketing teams to align go-to-market strategies

7. Territory Planning & Management

1. Develop and execute a territory business plan aligned to company goals
2. Plan and prioritize daily activities to maximize productivity and territory coverage
3. Participate in ongoing training programs to enhance sales skills and product knowledge            

 Skills & Qualifications   

Required

• Proven track record in sales, account management, or customer service
• Strong communication and interpersonal skills with the ability to build rapport quickly
• Self-motivated, organized, and disciplined with excellent time management
• Proficiency with CRM software, particularly HubSpot
• Ability to analyze market data, identify trends, and translate insights into action
• Comfortable with high-volume outreach and structured follow-up cadences

Preferred

• Experience in B2B field sales or territory management
• Familiarity with AMRS, RFID, or inventory management solutions
• Demonstrated ability to reactivate dormant or lapsed accounts
• Experience working cross-functionally with operations, marketing, and product teams