What are the responsibilities and job description for the Territory Sales Manager, Environmental position at Rehrig Pacific Company?
Purpose of Role
The Territory Sales Manager is accountable for driving revenue growth within an assigned region by developing, advancing, and retaining customer relationships through a consultative sales approach. The role operates as a strategic partner to customers, leading the full sales lifecycle from opportunity identification through implementation while ensuring a high standard of execution, forecasting accuracy, and customer satisfaction. This position is responsible for growing the territory through prospecting, selling, market insight, and collaboration with cross-functional partners.
Areas of Accountabilities:
Territory Sales & Revenue Growth
- Identify, pursue, and secure new business opportunities while advancing existing accounts through a consultative selling approach, cost-benefit assessments, and clear value articulation.
- Achieve territory revenue targets through disciplined pipeline management, accurate forecasting, and territory planning that reflects market potential.
- Develop and deliver compelling solution presentations that align Rehrig Pacific’s capabilities to customer needs and operational challenges.
Customer Relationship Management
- Serve as the primary owner of assigned customer relationships, building strong, multi-level partnerships.
- Execute on account strategies that drive retention, penetration, and long-term growth.
- Proactively manage customer satisfaction, risks, and issue resolution.
Market, Competitive & Industry Insight
- Monitor trends, customer feedback, competitor activity, and shifts in market demand to inform sales strategy and identify new opportunities.
- Support development of competitive costing models and value-based positioning that differentiate Rehrig Pacific solutions.
- Identify product gaps, customer needs, and expansion opportunities using real-time customer insights.
Cross-Functional Coordination
- Collaborate with sales leaders to support multi-site, regional, and national account growth.
- Partner with Marketing and Customer Experience teams to deliver sales programs, literature, pricing, and materials aligned to customer objectives.
- Communicate with Plant Managers regarding inventory, floor stock, and production capacity to ensure alignment between demand and operational readiness.
Knowledge, Skills, and Experience
- Bachelor’s degree or equivalent experience.
- 2–3 years of B2B field sales experience required; 3 years preferred.
- Proven success in consultative selling and relationship development.
- Strong communication, presentation, and negotiation skills.
- Experience with CRM systems (Salesforce preferred) and sales pipeline management
- Ability to manage a multi-state territory with strong time-management skills.
- Proficiency in Microsoft Office Suite.
- Acceptable motor vehicle report due to operation of company vehicle.
Travel Requirement: Approximately 50% or more.