What are the responsibilities and job description for the NE Territory Sales Manager (NJ, NY, CT, MA, VT, NH, MA, Canada position at Rehrig Pacific Company?
Remote - must live within 90 minutes of Rehrig Pacific's Erie PA plant
Supporting Northeast Territory - NJ, NY, CT, MA, VT, NH, MA, Canada
Purpose of Role
The Territory Sales Manager is accountable for owning their territory, delivering revenue results, and growing customer relationships through disciplined selling and proactive execution. This role ensures customers clearly understand the value of Rehrig Pacifics supply chain solutions and receive proactive support throughout the sales cycle. This position is responsible for growing the territory through effective prospecting, selling, market insight, and collaboration with cross-functional partners.
Key Responsibilities
Territory Sales & Market Growth
- Identify, target, and close new customers, applications, and use cases within the territory.
- Grow existing accounts using a consultative selling approach, cost-benefit analysis, and clear value articulation.
- Achieve revenue targets through disciplined pipeline management, accurate forecasting, and strategic territory planning.
- Develop and execute a territory growth strategy across all targeted verticals.
- Increase market penetration by converting competitive accounts through value-based selling.
- Proactively prospect in under-penetrated verticals including grocery, CPG, logistics, retail, and others.
Revenue Ownership & Quota Attainment
- Own and consistently deliver assigned revenue, margin, and growth goals.
- Build and manage a healthy pipeline that supports consistent quota achievement.
- Accurately forecast revenue and manage opportunities through structured sales stages.
- Convert competitor accounts while maintaining pricing integrity and protecting margin.
- Maintain a disciplined cadence of outbound activity, including calls, visits, demos, and proposal delivery.
Customer Relationship Management
- Serve as the primary business owner for all assigned accounts.
- Build strong, multi-level relationships with decision makers, influencers, and end usersleveraging internal leadership when appropriate.
- Create and execute strategic account plans focused on retention, expansion, and long-term growth.
- Deliver compelling solution presentations that align customer needs with Rehrig Pacifics capabilities.
- Address issues quickly and thoroughly while preserving existing business.
- Maintain accurate CRM records, account documentation, and activity notes.
Knowledge, Skills & Experience
- Bachelors degree or equivalent professional experience
- 23 years of B2B field sales experience required; 3 years preferred
- Demonstrated success in consultative selling and relationship development
- Excellent communication, presentation, and negotiation skills
- Experience using CRM systems (Salesforce preferred)
- Strong time-management skills with the ability to manage a multi-state territory
- Proficiency in Microsoft Office Suite
- Valid drivers license with a clean driving record
- Ability and willingness to travel up to 50%, including air travel
Why Rehrig Pacific?
Rehrig Pacific is a leading manufacturer of integrated sustainable solutions for the supply chain and environmental waste industries with a diverse customer list of industry leaders. We provide end-to-end solutions including returnable plastic products, delivery lifts and sleds, technology to track those assets, and a service team to ensure their longevity. Our team is dedicated to the values, mission, and unique culture within our organization that celebrates our people. We believe in fostering an environment where employees can be their authentic selves and know that they are viewed as integral members of the Rehrig Pacific Family.