A territory sales representative performs the same activities that a sales representative does, but within a specified territory or region. The fundamental purpose of working at this position is to work with the regional sales managers to help them increase sales and customer bases. To work as a territory sales representative, you have to possess a degree in business along with some experience in handling sales and customer service work.
Generally, a territory sales representative is responsible for creating and maintaining customer lists, and ensuring that potential customers are contacted to provide company information and awareness of available products and services. Knowledge of DND (do not disturb) lists is important in this work and so is the ability to handle customers’ complaints and queries. Building strong business relationships and communicating with customers on a regular basis is important at this position, which is why most employers prefer hiring individuals with good communication, interpersonal and people skills.
Possessing some experience or exposure to the sales world is important if you want to work as a territory sales representative. A lot of your training will be done while you are on the job but before you join, it is imperative that you know at least some of what you will be expected to do. So here is a list of job duties that you will be expected to perform in this role:
• Build and implement an effective and efficient territory sales plan for assigned territory
• Ascertain that self and company sales targets are met on a consistent basis and ensure that any constraints are communicated to the territory sales manager
• Plan and execute local educational and sales events in a bid to augment business and help deliver budgeted sales goals
• Track leads and opportunities and perform marketing and follow up duties to convince customers to open individual and business accounts with the company
• Support regional managers in achieving defined goals for territory, region and assigned channels
• Drive sales and growth of all portfolios and develop and maintain positive customer relations, along with promoting customer intimacy
• Develop and plan sales strategies to achieve required sales results and handle new business development activities using avenues such as cold calling
• Perform market research to determine competitive advantage and report both competitor and customer activities in the field
• Assist regional managers in planning, forecasting and managing assigned sales territories
• Provide essential feedback reports to the regional manager regarding customer contacts and sales processes from distributors within the territory