Territory Manager
Job Details
Fully Remote

Position Summary

The territory manager is responsible for executing and managing sales activities within a defined geographical territory to increase market share.


Essential Responsibilities include but are not limited to:

  • Building the business within the territory using a variety of sales techniques.

  • Provide sales and technical training to Rep and Distributor personnel.

  • Identifying target customers and channel partners.

  • Cold calling companies within the territory to establish business relationships.

  • Selling to mechanical and plumbing contractors.

  • Conducting sales calls and “lunch & learn” presentations to mechanical engineering firms.

  • Proactively manage channel conflict between direct sales, distributor(s) and Reps.

  • Building and managing an opportunity pipeline using SalesForce CRM.

  • Analyzing competitor activities in the region and assessing opportunities for business development.

  • Attending relevant industry events and conferences to build business.

  • Working closely with other territory managers and national account managers.

  • Putting together sales strategies to target large accounts.

  • Keeping up to date with industry news to identify opportunities for new business


Background Requirements

  • 3+ years’ experience successful territory management selling technical products or services, preferably in the plumbing equipment or HVAC industry.

  • Knowledge of the commercial construction industry, terminology and processes.

  • Understanding of and comfort with mechanical equipment.

  • Excellent people skills and the ability to build relationships with people at all levels.

  • Professional written and verbal communication skills including group speaking.

  • Ability to work, self-directed, in a fast-paced environment.

  • Negotiation and consultative selling skills.

  • Proven track record of building business and achieving sales targets.

  • Ability to travel 40%.




  • Technical

    • Mechanical aptitude.

    • Familiarity with construction processes and terminology.

    • Customer & influencer roles, drivers.

    • Basic business acumen.

    • Industry contacts & relationships.

    • CRM, MS Office.

    • Pipeline management.

    • Forecasting experience.


  • Personal

    • Verbal and written communication skills.

    • Public speaking, presentation skills.

    • Sales – counselor selling, solution selling, account management, etc.

    • Time management – self-directed.

    • Conflict management.

    • Indirect influencing.

    • Organization abilities.

    • Dealing with ambiguity.

    • Motivated - ambitious.



2900 W. Main Street, Galesburg IL 61401 309.473.8040 main 309.296.8984 fax

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