Torchora
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Key Responsibilities and Required Skills for Territory Account Manager

💰 $75,000 - $125,000+

SalesAccount ManagementBusiness Development

🎯 Role Definition

This role requires a dynamic and results-driven Territory Account Manager to own and drive sales growth within a designated geographic region. As the face of our company, you will be responsible for the entire sales lifecycle, from prospecting new clients to nurturing and expanding relationships with our valued existing partners. The ideal candidate is a strategic thinker with a hunter's mentality, possessing a proven track record of exceeding sales quotas and a deep passion for building lasting business relationships. You will have the autonomy to develop and execute your own territory plan, making a direct and significant impact on our bottom line and market presence.

📈 Career Progression

Typical Career Path

Entry Point From:

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

Advancement To:

  • Senior Territory Account Manager / Strategic Account Manager
  • Regional Sales Director / Regional Vice President of Sales
  • National Account Manager

Lateral Moves:

  • Business Development Manager
  • Channel Sales Manager
  • Sales Enablement Specialist

Core Responsibilities

Primary Functions

  • Develop and execute a comprehensive strategic territory plan to achieve and consistently exceed monthly, quarterly, and annual sales targets.
  • Proactively identify, prospect, and cultivate a robust pipeline of new business opportunities through cold calling, networking, and strategic marketing initiatives.
  • Build and maintain strong, long-lasting relationships with key decision-makers and stakeholders within existing accounts to ensure high levels of client satisfaction and retention.
  • Conduct in-depth needs analysis with prospective and current clients to understand their business challenges and effectively position our solutions as the ideal remedy.
  • Master and articulate the company's value proposition, delivering compelling product demonstrations and sales presentations to individuals and groups at all levels of an organization.
  • Manage the complete sales cycle from initial contact and qualification to proposal generation, contract negotiation, and successful closing.
  • Maintain an expert-level knowledge of our product suite, industry trends, market conditions, and the competitive landscape to serve as a trusted advisor to your clients.
  • Diligently track all sales activities, customer interactions, pipeline progression, and forecasting data within the company CRM system (e.g., Salesforce).
  • Collaborate closely with internal teams, including marketing, customer success, and product development, to ensure a seamless customer experience and provide valuable market feedback.
  • Prepare and present regular, accurate sales forecasts, pipeline reports, and territory performance reviews to sales leadership.
  • Represent the company with professionalism and integrity at industry trade shows, conferences, and networking events to generate leads and enhance brand visibility.
  • Negotiate pricing, terms, and conditions on contracts, ensuring they are commercially viable and align with company policies.
  • Onboard new clients effectively, ensuring a smooth handoff to the customer success or implementation teams for long-term partnership success.
  • Develop and implement targeted sales strategies to penetrate key verticals and high-value accounts within your assigned territory.
  • Continuously analyze territory performance data to identify areas for improvement and strategically adjust your sales approach.
  • Act as the primary point of contact for all commercial matters, resolving any issues and escalations from clients within your territory.
  • Stay abreast of new product launches and feature updates, and effectively communicate these enhancements to your client base to drive upsell and cross-sell opportunities.
  • Manage travel and entertainment expenses responsibly and within the established company budget.
  • Provide insightful frontline feedback to leadership that contributes to the evolution of our sales process, product roadmap, and overall go-to-market strategy.
  • Mentor junior sales team members, sharing best practices and contributing to a culture of continuous improvement and success.

Secondary Functions

  • Provide ad-hoc sales reports and territory performance analysis for sales leadership and executive review.
  • Provide frontline feedback to contribute to the organization's overall sales, marketing, and product strategy.
  • Collaborate with marketing and product teams to translate market feedback and client needs into actionable product or campaign requirements.
  • Participate actively in weekly sales meetings, quarterly business reviews, and annual planning sessions.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Proficiency: Advanced skills in using CRM software, particularly Salesforce, HubSpot, or similar platforms, for pipeline management and reporting.
  • Sales Forecasting: Ability to accurately forecast sales revenue and pipeline progression on a monthly and quarterly basis.
  • Contract Negotiation: Proven experience in negotiating complex contract terms, pricing, and service level agreements (SLAs).
  • Presentation Skills: Expertise in creating and delivering compelling sales presentations using tools like Microsoft PowerPoint or Google Slides.
  • Pipeline Management: Demonstrable ability to build, manage, and progress a healthy sales pipeline from lead to close.
  • Territory Planning: Strategic capability to analyze a territory, identify key accounts, and build a comprehensive go-to-market plan.
  • Product Demonstration: Technical aptitude to learn complex products and conduct effective live or virtual demonstrations.

Soft Skills

  • Relationship Building: An innate ability to build rapport, trust, and long-term partnerships with clients and internal stakeholders.
  • Communication & Interpersonal Skills: Exceptional verbal and written communication skills, with the ability to articulate complex ideas clearly and persuasively.
  • Resilience & Grit: The tenacity to handle rejection, overcome obstacles, and maintain a positive, motivated attitude.
  • Strategic Thinking: Ability to see the bigger picture, analyze market dynamics, and make informed decisions to drive territory growth.
  • Negotiation & Influence: Strong persuasive skills to effectively navigate complex negotiations and influence decision-makers.
  • Self-Motivation & Autonomy: A highly self-driven work ethic with the discipline to manage your own schedule and performance without close supervision.
  • Time Management & Organization: Excellent organizational skills to prioritize tasks, manage a high volume of activity, and meet deadlines effectively.
  • Problem-Solving: A proactive and creative approach to identifying client issues and developing effective solutions.

Education & Experience

Educational Background

Minimum Education:

Bachelor's Degree in a relevant field, or equivalent practical experience demonstrated through a strong track record in sales.

Preferred Education:

Bachelor's or Master's Degree in Business, Marketing, or a related discipline.

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications

Experience Requirements

Typical Experience Range: 3-7 years

Preferred:
A minimum of 3+ years of proven success in a B2B outside sales or territory management role, with a demonstrable history of meeting or exceeding sales quotas. Experience selling SaaS, technology, or similar solutions is highly advantageous.

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