To know how to become a Territory Manager, Let’s define What’s a Territory Manager?

The person in charge of guiding an organization’s sales team. Responsible for supervising the work of sales teams in particular geographical areas. Responsibilities include reviewing earlier sales results, seeking more efficient training, and setting goals for the sales teams. They often travel and work on evenings and weekends since sales teams divide by city or state boundaries. They train, manage, motivate, evaluate employees, develop sure-fire strategies to achieve sales goals, and analyze marketing data to always be on top of the game.

The demand for Territory Managers forecasts to increase 8 percent through 2024, the Bureau of Labor Statistics reports, resulting in 10,690 job openings annually.

Salaries are competitive, and the more you work, the more you make because, well, it’s sales. Or at least that is what a territory manager will tell you.

There is more than meets the eye when it comes to being a territory manager. For example, did you know that they make an average of $36.95 an hour? That’s $76,851 a year!

Between 2018 and 2028, the career is to grow 5% and produce 20,600 job opportunities across the U.S. How awesome is that? 

What a Territory Manager Do

To lead, teach and motivate their sales forces, Territory Managers must meet a wide variety of tasks. After examining several job postings, we’ve identified several primary duties and responsibilities this position requires.

Analyze and Interpret Financial and Sales Records

As the leaders of their sales teams, Territory Managers must evaluate sales and marketing data to conclude which sales representatives and marketing techniques are most effective and why.

Research and Develop Marketing Activities

Territory Managers must draw on their great sales experience to develop, schedule, and pre-promote new marketing activities. Includes conducting surveys or working with focus groups to understand consumer needs and what marketing tactics to use to meet those needs.

Meet Weekly Sales Goals

As leaders in the sales force, Territory Managers must lead by example. Meaning, they must constantly develop their salesmanship skills to achieve personal sales goals and practice new sales techniques to pass on to the rest of the sales team. Must Educate both consumers and colleagues about the qualities of the desired product and how the product meets the customer’s needs.

Manage Interpersonal Relationships

Territory Managers must keep a vigilant watch on shifting consumer needs and the progress of their sales teams. Meaning, they have to maintain positive relationships with local companies and organizations where target consumers are likely to gather and keeping the sales force driven and trained to meet consumer needs. Requiring evolving sales leads through cold calling, strategic marketing, collateral distribution, and local events.

Train the SalesForce

Territory Managers often travel throughout their assigned regions to train their sales forces, work with customers, and coordinate marketing efforts with local companies. Includes measuring the success of new marketing and sales techniques by testing them out first hand.

There are specific skills that many territory managers have to accomplish their responsibilities. By looking through resumes, we narrowed down the most common gifts for a person in this position. We discovered that a lot of resumes listed analytical skills, communication skills, and customer service skills.

When it comes to the most critical skills required to be a territory manager, we found that many resumes listed 13.7% of territory managers included customer service. In comparison, 13.7% of resumes included sales goals, and 7.0% of resumes included new customers. Hard skills like these are helpful to have when it comes to performing essential job responsibilities.

When it comes to searching for a job, many searches for a key term or phrase; it might be more helpful to search by industry. You might be missing jobs that you never thought about in sectors that you didn’t even think offered positions related to the territory manager job title. But what industry to start with? Most territory managers find jobs in the manufacturing and healthcare industries.

Territory Manager Skills

People who work as Territory Managers are goal-oriented, likable, and inspiring leaders. They use practical social and communication skills to convince customers to purchase their products and inspire their sales force to continue pursuing their goals, one of their most important tasks. Potential employers are also looking for the skills and traits listed below.

Core skills: Based on job listings we looked at, employers want Territory Manger with these core skills. If you’re going to work as a Territory Manager, focus on the following.

  • Experience with business to business and business to consumer sales techniques
  • Strong management skills
  • Proficiency with Microsoft Office programs, including PowerPoint, Word, and Excel
  • Ability to work in a high-intensity, fast-paced environment
  • Ability to meet physical demands of jobs, including lifting, to stand and walk

Advanced skills: While most employers did not require the following skills, multiple job listings included them as preferred. Add these to your Territory Manager toolbox and broaden your career options.

  • Niche experience
  • Experience organizing seminars and trade shows
  • Ability to analyze and interpret sales data to inform sales strategies


How To Become a Territory Manager

If you’re interested in becoming a territory manager, one of the first things to consider is how much education you need. We’ve determined that 66.2% of territory managers have a bachelor’s degree. We found that 12.3% of territory managers have master’s degrees in terms of higher education levels. Even though most territory managers have a college degree, it’s possible to become one with only a high school degree or GED.

Choosing the right major is always an important step when researching how to become a territory manager. When we analyzed the most common majors for a territory manager, we found that the most commonly earned a bachelor’s degree or master’s degree. We often see other degrees on territory manager resumes, including an associate degree or high school diploma degrees.

You may find that experience in other jobs will help you become a territory manager. Many territory manager jobs require experience in a role such as sales representative. Meanwhile, many territory managers also have previous career experience in account executive or account manager roles.