Territory Sales Manager

We are seeking a driven, field-oriented sales professional who excels at relationship building, understands competitive market dynamics, and consistently uncovers new business opportunities. This individual will represent the company’s brands with expertise and professionalism while driving revenue growth across an assigned region.

Position Overview

The Territory Sales Manager is responsible for increasing revenue, expanding market presence, and strengthening customer relationships within a defined geographic territory. The ideal candidate possesses strong industry awareness, a proactive hunter mentality, and the ability to confidently serve as a brand ambassador.

Key Responsibilities:

Territory Management & Strategy

• Manage and strategically develop the assigned territory.
• Maintain deep knowledge of the market, customer base, and competitive landscape.
• Represent the company and its brands with professionalism.
• Drive sales initiatives to meet defined goals.
• Work with customers to forecast usage and provide insights to sales leadership.
• Leverage custom design projects to grow key accounts.
• Analyze market trends to identify new opportunities.
• Manage and sell closeouts and overstocks.
• Build proficiency in internal systems (CRM, ERP, websites).
• Keep CRM information updated daily.
• Participate in goal-setting and monthly progress reviews.
• Develop expertise in assigned brands and maintain broader product knowledge.
• Engage in ongoing training and professional development.

Lead Generation & Prospecting

• Generate new business through tradeshows, publications, market research, and online tools.
• Follow up on leads promptly to convert them into opportunities.
• Share leads with domestic and international teams.
• Work with inside sales to vet and qualify prospects.

Sample & Presentation Management

• Maintain an organized inventory of samples and travel materials.
• Promote core, new, and high-demand product patterns.
• Prepare tailored sample assortments for key clients.
• Conduct polished virtual and in-person presentations.
• Prepare thoroughly for all customer interactions.

Travel & Expense Management

• Plan travel to maximize customer engagement.
• Travel approximately 50% of the time.
• Follow company travel and expense policies.
• Maintain consistent communication with customers.
• Understand customer timelines and align accordingly.
• Host client meals when appropriate.
• Submit expense reports promptly.

Customer Engagement & Follow-Up

• Ensure customers receive requested samples and materials.
• Follow up on placements and open opportunities.
• Confidently request the sale.
• Respond to calls and emails within 24 hours.
• Serve as a primary contact for merchandisers, executives, and creative teams.
• Escalate customer service issues promptly.

Cross-Team Communication & Collaboration

• Coordinate with domestic and international teams to support customer needs.
• Collaborate with Tier 1 sales directors on key accounts.
• Assist colleagues when needed to support collective goals.
• Prepare materials for monthly segment and weekly executive meetings.
• Support customer service with order-related issues.
• Partner with internal teams to resolve critical matters.

Tradeshow Participation

• Attend assigned industry events, including: HPMKT, Interwoven, LVMKT, BDNY, NeoCon, HDExpo, and additional shows as needed.
• Professionally represent the company and generate new opportunities.

Sales Meetings & Reporting

• Participate in weekly sales meetings and provide updates on activities and results.
• Share insights on market and competitive trends.
• Participate in product development and evaluation meetings.
• Maintain weekly placement and priority lists.
• Review weekly sales reports for accuracy.
• Partner with leadership on annual planning and budgeting.