Territory Sales Manager

Job Title: Territory Sales Manager

Position Overview

As a Territory Sales Manager at Irwin, you will be responsible for leading sales activities within an assigned geographic territory. This role serves as the primary contact for the marketing and sale of Irwin products primarily in the Learning market (auditoriums and related learning environments within K-12 and higher education), while supporting smaller scale projects in other markets as required. The TSM manages all phases of the sales cycle, including prospecting, presentation, proposal, closing, and follow-up. The position emphasizes relationship development with stakeholders, including architects, owners’ representatives, general contractors, and the educational architectural/design community. Success in this role requires strong prioritization and time management, collaboration, and a deep understanding of customer needs and Irwin’s full product offering.

Responsibilities

Customer Engagement & Sales Execution

• Lead early engagement with key project stakeholders (e.g., architects, owner’s representatives, contractors) to understand needs and present Irwin solutions that create value.
• Manage all aspects of sales activity for assigned projects from initial contact through final sale and follow-up.
• Maintain regular customer contact to build relationships and support long-term account development.

Territory & Relationship Management

• Develop and maintain strong relationships with the architectural and design community, ensuring consistent communication and service.
• Identify new project opportunities and proactively expand Irwin’s market share in the region.
• Travel regularly within the assigned territory to visit clients, job sites, and partners.

Product Knowledge & Problem Solving

• Demonstrate deep knowledge of Irwin's broad product line, including configurations and applications.
• Collaborate with engineering, sales leadership, and customers to define and support special/custom product needs early in project development.
• Apply creative, analytical, and solution-based thinking to customer and project challenges.

Cross-Functional Collaboration

• Partner with internal teams including Marketing, Project Management, and Installation to support seamless project execution.
• Identify and communicate special product requirements to enable early collaboration and project planning.
• Serve as a visible role model of Irwin’s values through consistent, ethical behavior and commitment to customer satisfaction.
• Demonstrate excellence in teamwork, professionalism, and a service-oriented mindset across all interactions.

Reporting & CRM Use

• Actively manage and track sales activity using the company’s CRM system.
• Maintain up-to-date records of customer interactions, opportunity status, and project timelines.

Qualifications

• Bachelor’s Degree in an appropriate field of study or equivalent work experience required.
• 3 years of sales management experience, preferably in specialty furniture, construction, or architectural equipment.
• 5 years of experience collaborating with internal and external stakeholders in a cross-functional environment.
• Proven ability to work with contractors, architects, construction managers, and customers to align solutions with business objectives.
• Strong verbal and written communication skills, with a professional and polished demeanor.
• Strong mathematical aptitude and basic accounting skills.
• Proficiency in CRM systems and Microsoft Office Suite.
• Ability and willingness to travel regularly within the assigned territory.

Physical Demands and Work Environment:

While performing the duties of this job, the employee is regularly required to sit and talk or listen. The employee frequently is required to walk; stand; use hands to finger, handle, or feel; and reach with hands and arms. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, and ability to adjust focus. The job requires the ability to travel frequently, which may include driving and/or air travel.