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Key Responsibilities and Required Skills for a Territory Sales Coordinator

💰 $45,000 - $65,000

SalesSales OperationsBusiness DevelopmentAdministration

🎯 Role Definition

The Territory Sales Coordinator is the central nervous system and operational backbone of a regional sales team. This role serves as the primary liaison between the field-based Territory Sales Managers, internal departments (like marketing, finance, and logistics), and our valued customers. More than just an administrative function, the Territory Sales Coordinator is a proactive partner to the sales team, ensuring they have the tools, data, and support needed to focus on building relationships and closing deals. You are instrumental in driving the efficiency and effectiveness of your assigned territory, directly impacting its overall success and revenue growth. This position requires a highly organized, detail-oriented, and communicative individual who thrives in a fast-paced environment and enjoys being a key player on a winning team.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Sales Assistant or Sales Administrator
  • Senior Customer Service Representative
  • Executive Assistant or Administrative Coordinator

Advancement To:

  • Inside Sales Representative or Junior Account Manager
  • Territory Sales Manager (with field experience)
  • Sales Operations Analyst or Specialist

Lateral Moves:

  • Marketing Coordinator
  • Key Account Coordinator
  • Project Coordinator

Core Responsibilities

Primary Functions

  • Act as the central point of contact for a dedicated team of field-based Territory Sales Managers, providing comprehensive administrative, logistical, and sales-cycle support.
  • Diligently manage and maintain the integrity of all sales data within the company CRM (e.g., Salesforce, HubSpot), ensuring customer records, sales activities, and pipeline stages are always current and accurate.
  • Generate, prepare, and distribute a variety of detailed sales reports, including weekly pipeline analysis, monthly performance dashboards, and quarterly business reviews for sales leadership.
  • Expertly coordinate the entire sales process logistics, from scheduling initial client appointments and product demonstrations to arranging follow-up meetings for the sales team.
  • Qualify and triage inbound leads generated from marketing campaigns, website inquiries, and events, promptly routing them to the appropriate Territory Sales Manager for follow-up.
  • Meticulously process new sales orders, generate accurate customer quotes, and prepare formal proposals and contracts, ensuring all documentation is compliant with internal policies.
  • Serve as a critical bridge between the sales team and other internal departments, including Marketing, Finance, and Operations, to guarantee a seamless and positive customer journey.
  • Collaborate with the sales team to develop and customize compelling sales presentations, sell sheets, and other client-facing materials tailored to specific opportunities.
  • Proactively track the health and velocity of the sales pipeline, identifying potential bottlenecks or risks and communicating status updates to management.
  • Deliver exceptional first-line support to customer inquiries via phone and email, providing product information, addressing concerns, and resolving issues with professionalism and urgency.
  • Assist in the planning, coordination, and logistical execution of regional trade shows, customer appreciation events, and internal sales meetings.
  • Manage the inventory and strategic distribution of marketing collateral and product samples to the field sales team, ensuring they are well-equipped for client interactions.
  • Facilitate the onboarding process for new sales representatives joining the territory, providing essential training on CRM usage, internal systems, and territory-specific processes.
  • Conduct foundational market research to identify and profile prospective customers, uncover new opportunities, and build targeted account lists for the sales team.
  • Monitor competitor activities, pricing changes, and industry trends within the territory, summarizing key findings to provide the sales team with a competitive edge.
    rules and procedures.
  • Maintain and meticulously update the territory's master account lists, contact databases, and organizational charts to ensure data accuracy.
  • Facilitate clear and consistent communication between the corporate office and the remote sales team, cascading important updates, policy changes, and company news.
  • Act as a customer advocate to help resolve complex billing or service escalations by navigating internal departments and owning the issue through to resolution.
  • Generate and diligently follow up on sales quotations for customers and prospects, ensuring a timely and professional response to all pricing and information requests.
  • Provide reliable backup support for other Territory Sales Coordinators during absences to ensure uninterrupted operational support for the entire sales organization.

Secondary Functions

  • Assist the marketing team with the execution of territory-specific email campaigns and lead nurturing sequences.
  • Contribute to the continuous improvement of sales processes by providing feedback and suggestions to the Sales Operations team.
  • Coordinate travel arrangements and manage the submission and processing of expense reports for the field sales team.
  • Participate in team calls and sales meetings, taking notes and tracking action items to ensure follow-through.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Proficiency: Advanced proficiency in a major CRM platform like Salesforce, HubSpot, or Microsoft Dynamics is essential.
  • MS Office Suite Mastery: Expert-level skills in Microsoft Excel (VLOOKUPs, pivot tables, charting), PowerPoint, and Word.
  • Sales Reporting & Analytics: Ability to create, analyze, and interpret sales data to generate actionable insights.
  • Order Processing Systems: Experience with ERP or proprietary order management software (e.g., SAP, Oracle, NetSuite).
  • Sales Engagement Tools: Familiarity with tools like SalesLoft, Outreach, or similar platforms is a strong asset.
  • Quoting and Proposal Software: Experience using CPQ (Configure, Price, Quote) or proposal generation tools.
  • Lead Qualification: Understanding the methodology for qualifying and scoring inbound leads (e.g., BANT, MEDDIC).
  • Calendar Management: Expertise in managing multiple complex calendars and scheduling across different time zones.
  • Data Entry Accuracy: A high degree of accuracy and speed in data entry and information management.
  • Basic Project Coordination: Ability to track multiple tasks and small projects from start to finish.

Soft Skills

  • Exceptional Communication: Clear, concise, and professional communication skills, both written and verbal.
  • Superior Organization & Time Management: The ability to multitask, prioritize a heavy workload, and meet deadlines without exception.
  • Proactive Problem-Solving: A "can-do" attitude with the foresight to anticipate needs and solve issues before they escalate.
  • Meticulous Attention to Detail: A passion for accuracy and getting things right the first time.
  • Collaborative Spirit: A genuine team player who enjoys supporting others and celebrating shared success.
  • Customer-Centric Mindset: A deep-seated commitment to providing an outstanding experience for every customer.
  • Adaptability & Composure: The ability to thrive in a dynamic, sometimes ambiguous environment and remain calm under pressure.
  • Resourcefulness: Skillful at finding information and solutions independently.

Education & Experience

Educational Background

Minimum Education:

  • High School Diploma or GED required. Associate's Degree is a strong plus.

Preferred Education:

  • Bachelor's Degree

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications

Experience Requirements

Typical Experience Range:

  • 2-4 years of professional experience in a fast-paced environment, preferably in a sales support, sales administration, customer service, or executive support capacity.

Preferred:

  • Prior experience directly supporting a remote or field-based B2B sales team.
  • Demonstrable experience working heavily within a CRM system to manage sales processes.
  • Experience in the same or a similar industry, providing a foundational understanding of the market and customer base.
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