Torchora
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Key Responsibilities and Required Skills for Territory Sales Consultant

💰 $65,000 - $95,000 + Commission

SalesBusiness DevelopmentClient ManagementField Sales

🎯 Role Definition

Are you a self-starting sales professional with a passion for building relationships and a proven track record of exceeding targets? This role requires a highly motivated Territory Sales Consultant to be the face of our company in an assigned geographic region. In this pivotal role, you will be responsible for the entire sales lifecycle, from identifying and prospecting new business opportunities to nurturing long-term partnerships with key clients. The ideal candidate is a strategic thinker with exceptional communication skills, a deep understanding of consultative selling, and the drive to autonomously manage and grow their territory as if it were their own business. You will be instrumental in expanding our market presence and driving significant revenue growth.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Inside Sales Representative
  • Sales Development Representative (SDR) / Business Development Representative (BDR)
  • Account Coordinator or Junior Account Executive

Advancement To:

  • Regional Sales Manager
  • Senior Territory Sales Consultant / Key Account Manager
  • Director of Sales

Lateral Moves:

  • Channel Partner Manager
  • Sales Enablement & Training Specialist
  • Product Marketing Manager

Core Responsibilities

Primary Functions

  • Develop and execute a strategic territory sales plan to achieve and consistently exceed monthly, quarterly, and annual sales quotas and business objectives.
  • Proactively identify, prospect, and generate a robust pipeline of new business opportunities through cold calling, networking, email campaigns, and strategic field outreach.
  • Cultivate, maintain, and strengthen strong, long-lasting relationships with key decision-makers and influencers at existing and prospective client accounts.
  • Conduct in-depth needs analysis and consultative discussions with clients to thoroughly understand their business challenges, objectives, and operational pain points.
  • Deliver compelling, customized sales presentations and product demonstrations that effectively articulate the value proposition and ROI of our solutions.
  • Master and maintain an expert-level knowledge of our complete product and service portfolio, as well as emerging industry trends and competitive landscape.
  • Skillfully manage the entire complex sales cycle, from initial lead qualification and discovery to proposal generation, contract negotiation, and closing the deal.
  • Systematically manage and log all sales activities, customer interactions, pipeline status, and opportunity details within the company's CRM system (e.g., Salesforce).
  • Prepare and present accurate and timely sales forecasts, pipeline reports, territory performance analysis, and business reviews to sales leadership.
  • Collaborate effectively with internal teams, including marketing, product, and customer success, to ensure a seamless customer experience and alignment on go-to-market strategy.
  • Develop and implement effective client retention strategies to minimize churn and identify opportunities for upselling and cross-selling within the existing customer base.
  • Travel extensively within the assigned territory to conduct face-to-face meetings, build rapport, and solidify business relationships with key stakeholders.
  • Act as a brand ambassador by representing the company professionally at industry trade shows, conferences, and local networking events to build brand awareness and generate leads.
  • Negotiate pricing, contract terms, and service level agreements with clients to ensure mutually beneficial and profitable partnerships.
  • Provide post-sale support and follow-up to ensure successful implementation and high levels of customer satisfaction, setting the stage for future business.

Secondary Functions

  • Provide market intelligence and feedback from the field to marketing and product development teams to inform future strategy and product enhancements.
  • Mentor and provide informal guidance to junior sales team members, such as Inside Sales or Sales Development Representatives.
  • Assist the finance and legal departments in resolving any client contract or billing inquiries in a timely and professional manner.
  • Participate in regular sales training and professional development sessions to continuously sharpen sales skills and product expertise.
  • Contribute to the creation of sales collateral, case studies, and presentation materials by providing insights from real-world client interactions.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Proficiency: Advanced proficiency in using CRM software like Salesforce, HubSpot, or Zoho CRM for pipeline management, forecasting, and activity tracking.
  • Sales Methodologies: Demonstrable experience applying structured sales methodologies such as MEDDIC, Challenger Sale, or Solution Selling.
  • Sales Intelligence Tools: Experience leveraging tools like LinkedIn Sales Navigator, ZoomInfo, or Seamless.AI for prospecting and lead generation.
  • Presentation Software: Strong ability to create and deliver compelling presentations using PowerPoint, Google Slides, or similar platforms.
  • Forecasting & Reporting: Proven ability to develop accurate sales forecasts and analyze sales data using tools like Excel or integrated CRM dashboards.

Soft Skills

  • Consultative Selling & Negotiation: Superior ability to understand client needs deeply and negotiate complex, high-value contracts to a successful close.
  • Communication & Interpersonal Skills: Exceptional verbal and written communication skills, with the ability to build rapport and credibility with C-level executives.
  • Resilience & Self-Motivation: A highly resilient, tenacious, and goal-oriented mindset with the internal drive to succeed in an autonomous environment.
  • Strategic & Analytical Thinking: The capacity to analyze market trends, assess territory potential, and develop a strategic plan for long-term growth.
  • Time Management & Organization: Excellent organizational skills to effectively manage a large territory, prioritize high-value activities, and handle a high volume of leads.
  • Adaptability: Ability to quickly adapt to new technologies, product updates, and changing market conditions.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree or equivalent practical experience in a B2B sales environment.

Preferred Education:

  • Bachelor’s Degree in Business, Marketing, Communications, or a related field.

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications

Experience Requirements

Typical Experience Range: 3-7 years of direct, outside sales experience.

Preferred: A demonstrable track record of success in a B2B outside sales or territory management role, consistently meeting or exceeding sales targets in a competitive market. Experience selling SaaS, technology, or similar complex solutions is a significant plus.

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