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Key Responsibilities and Required Skills for Territory Sales Account Manager

💰 $65,000 - $120,000

SalesAccount ManagementTerritory Management

🎯 Role Definition

The Territory Sales Account Manager is a quota-bearing sales professional who owns revenue, growth and customer relationship outcomes within a defined geographic territory. This role combines strategic territory planning, hands‑on prospecting and account management to deliver consistent quota attainment, expand share-of-wallet with existing customers and identify new business opportunities. The ideal candidate is CRM-driven, analytical, highly organized, and experienced in consultative B2B selling and cross-functional collaboration.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Inside Sales Representative / Sales Development Representative (SDR)
  • Account Executive / Business Development Representative
  • Territory Sales Representative / Field Sales Representative

Advancement To:

  • Regional Sales Manager
  • Senior Account Manager / Strategic Account Manager
  • Sales Director / Head of Sales

Lateral Moves:

  • Customer Success Manager / Client Services Lead
  • Channel/Partner Manager
  • Product Specialist / Solutions Consultant

Core Responsibilities

Primary Functions

  • Own end-to-end territory revenue responsibility by developing, executing and continuously refining a territory plan that aligns with company sales goals and market potential.
  • Consistently achieve and exceed monthly, quarterly and annual sales quotas through a combination of new customer acquisition, account expansion and retention strategies.
  • Build and manage a robust, CRM-driven sales pipeline in Salesforce (or equivalent), ensuring accurate opportunity stages, close dates, forecast categories and supporting documentation for reliable forecasting.
  • Conduct proactive territory segmentation and prioritization to identify high-potential accounts, verticals and geographic pockets for targeted growth initiatives.
  • Perform strategic account planning for top-tier customers — documenting business objectives, stakeholder maps, growth strategies, competitive landscape and multi-quarter opportunity plans.
  • Lead consultative selling conversations and product demonstrations (in-person and virtual) to articulate value, map solutions to customer needs and differentiate versus competitors.
  • Drive cross-sell and upsell programs within assigned accounts by collaborating with marketing, product and customer success to introduce complementary products, add-ons and service-level upgrades.
  • Execute targeted prospecting campaigns using cold-calling, email sequences, LinkedIn outreach and event networking to generate qualified pipeline and new logo wins.
  • Negotiate commercial terms, pricing and contract language in coordination with Sales Operations and Legal to close deals that balance competitive pricing and margin objectives.
  • Manage end-to-end deal cycles, including RFP responses, proposal creation, pricing approvals, PO processing and coordination with internal teams to ensure on-time order fulfillment.
  • Produce accurate and timely sales forecasts, weekly activity reports and pipeline updates for the sales leadership team to support business planning and resource allocation.
  • Monitor territory-level KPIs (win rate, average deal size, sales cycle length, churn rate) and develop action plans to address performance gaps and scale repeatable winning behaviors.
  • Build and maintain strong executive-level relationships with key customer stakeholders to become a trusted advisor and long-term partner for strategic initiatives.
  • Coordinate with Customer Success and Implementation teams to ensure seamless onboarding, post-sale handoffs and ongoing customer satisfaction that drive renewals and referenceability.
  • Conduct competitive analysis and market intelligence gathering to identify threats and opportunities, then translate insights into tactical plays and messaging changes.
  • Represent the company at industry trade shows, customer events and local networking opportunities to generate leads and maintain market visibility.
  • Train and mentor junior sales colleagues on territory best practices, objection handling, solution positioning and effective CRM hygiene.
  • Collaborate with marketing to localize campaigns, case studies and promotional programs that drive pipeline conversion in the territory.
  • Drive territory travel and hands-on account coverage, balancing in-office time and customer-facing activity to maintain visibility with strategic accounts.
  • Manage incentive and promotional programs within the territory, ensuring campaigns comply with company policy and are tracked for ROI.
  • Proactively identify and escalate sales obstacles (pricing, product gaps, procurement delays) and work cross-functionally to resolve issues that impede closing.
  • Maintain up-to-date product and pricing knowledge, and partner with Product and Enablement teams to provide customer feedback and inform roadmap priorities.
  • Leverage data-driven insights and account analytics to prioritize activities, reallocate resources and optimize territory coverage for maximum revenue impact.
  • Ensure compliance with company policies, legal and regulatory requirements during all sales activities, including data privacy and contract execution.

Secondary Functions

  • Support ad-hoc competitive and market research requests to inform go-to-market adjustments and sales plays.
  • Assist Sales Operations in refining CRM processes, opportunity stages and forecasting methodologies for improved accuracy.
  • Participate in quarterly business reviews (QBRs) with key customers and leadership to review performance and align on growth plans.
  • Collaborate with Finance on order-to-cash exceptions, billing disputes and credit issues to minimize revenue leakage.
  • Facilitate cross-functional workshops to solve complex customer problems and accelerate time-to-value.
  • Contribute customer stories and case studies to Marketing by identifying satisfied customers and gathering success metrics.

Required Skills & Competencies

Hard Skills (Technical)

  • Salesforce CRM (or equivalent) — advanced pipeline management, opportunity tracking and reporting.
  • Territory planning and segmentation methodologies, including ICP (Ideal Customer Profile) development.
  • Sales forecasting and quota management — ability to produce reliable monthly and quarterly forecasts.
  • Consultative selling and solution-based sales methodologies (Challenger, SPIN, MEDDIC familiarity is a plus).
  • Contract negotiation and commercial terms structuring.
  • Advanced Microsoft Excel (pivot tables, VLOOKUP/XLOOKUP, basic macros) and Google Sheets for analysis.
  • Presentation tools (PowerPoint / Google Slides) and demo platforms (Zoom, Teams).
  • Pricing strategy and discount approval workflows; basic understanding of margin management.
  • Experience with sales engagement tools (Outreach, Salesloft) and LinkedIn Sales Navigator.
  • Data-driven account analytics and CRM reporting (dashboards, custom reports).

Soft Skills

  • Exceptional communication and active listening skills — able to influence at executive levels.
  • Strong negotiation and objection-handling capabilities.
  • Relationship building and customer-centric mindset to become a trusted advisor.
  • Strategic thinker with the ability to translate strategy into executable territory plans.
  • Results-driven, self-motivated and highly organized with excellent time-management.
  • Problem-solving orientation with ability to navigate complex procurement processes.
  • Adaptability and resilience in competitive, fast-moving markets.
  • Collaborative team player who partners effectively with cross-functional stakeholders.
  • Coachable and committed to continuous learning and sales excellence.
  • High emotional intelligence and ability to manage conflict constructively.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's degree in Business, Marketing, Sales, Finance or related field, or equivalent work experience.

Preferred Education:

  • Bachelor’s degree with emphasis in Sales, Business Administration or Marketing; MBA or relevant advanced degree is a plus.

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Sales & Commerce
  • Finance
  • Economics

Experience Requirements

Typical Experience Range: 3–7 years of progressive field or territory sales experience in B2B, channel or complex solution sales.

Preferred: 5+ years of territory/account management with demonstrated quota attainment, experience using Salesforce, proven track record in consultative selling and experience selling to mid-market and enterprise customers. Industry experience in your company’s vertical (software/SaaS, manufacturing, healthcare, industrial, or technology) is strongly preferred.

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