Description

Position Overview

We are seeking an experienced, strategically minded Territory Manager to lead sales growth, market penetration, and infrastructure development across New Jersey.

This individual will oversee a mature but underpenetrated territory with significant growth potential, particularly as the company continues expanding its service, SCBA, turnout gear, and major-account presence throughout the Northeast. The territory includes existing outside sales representatives requiring mentorship, performance improvement, and strategic direction, as well as established high-performing reps capable of accelerating growth in priority markets.

The ideal candidate will bring deep knowledge of the regional fire service landscape-including procurement structures, union relationships, competitive dynamics, and service expectations-along with demonstrated success building territory structure, recruiting sales talent, and increasing wallet share within existing markets.

This role will also play a key part in supporting the company's continued expansion into Eastern New York and New England and strengthening operational readiness in the growing New York/New Jersey metropolitan market.

This job is remote. The successful candidate must reside in the territory.

Territory Coverage

Primary states and regions include:

• New Jersey

Key Responsibilities

Strategic Market Penetration & Growth

• Develop and execute a territory growth strategy focused on increasing market share, expanding wallet share within existing departments, and strengthening competitive positioning across the region.
• Identify underrepresented counties, departments, and service gaps and develop plans to improve territorial coverage and customer engagement.
• Partner with leadership and HR to recruit, onboard, and develop additional outside sales representation in key markets.
• Support strategic expansion efforts into Eastern New York and New England as the company's regional footprint continues to grow.

Sales Team Leadership & Development

• Mentor, coach, and develop outside sales representatives across the territory, improving accountability, territory management discipline, and sales execution.
• Assist underperforming reps in developing actionable territory plans, improving customer engagement, and increasing product line penetration.
• Support high-performing reps through strategic account planning, major opportunity coordination, and vendor alignment.
• Foster a collaborative regional sales culture focused on accountability, teamwork, customer service, and profitable growth.

Service & Infrastructure Alignment

• Work closely with company leadership and service management to ensure the territory's sales growth aligns with long-term service capacity and operational readiness.
• Identify infrastructure opportunities that support regional growth, including service support, regional inventory positioning, demo equipment needs, and customer support capabilities.
• Help strengthen the company's support structure throughout the New York/New Jersey metropolitan market as demand for SCBA and service support continues to grow.

Customer & Stakeholder Engagement

• Build and maintain relationships with fire chiefs, union leadership, procurement officials, training officers, and municipal decision-makers throughout the territory.
• Support field reps in navigating complex specifications, cooperative purchasing vehicles, and competitive procurement environments.
• Participate directly in major account opportunities, high-level presentations, contract discussions, and strategic customer meetings.

Product & Industry Expertise

• Maintain expert-level knowledge of MSA SCBA systems, Globe turnout gear, thermal imaging, service programs, and the company's broader firefighting product portfolio.
• Serve as a subject matter expert and strategic resource for field reps and internal stakeholders.
• Coordinate closely with vendor partners to support product launches, demonstrations, evaluations, and strategic initiatives.

Sales Execution & Performance Management

• Monitor territory performance against sales and profitability goals.
• Analyze sales data, customer trends, and market penetration metrics to identify growth opportunities and operational challenges.
• Ensure field reps are effectively utilizing CRM tools, contract resources, pricing structures, and company systems.
• Assist with RFQs, bids, cooperative contract opportunities, and large-scale account pursuits within the territory.

Market Representation & Regional Leadership

• Represent the company at trade shows, regional conferences, vendor events, and industry meetings.
• Participate in periodic travel to HQ and vendor partner locations as needed.
• Provide leadership and support on strategic regional initiatives extending beyond the immediate territory.

Requirements

Qualifications

• 10+ years of outside sales, territory management, or regional leadership experience within the fire service, public safety, PPE, or related industries.
• Deep knowledge of New Jersey fire service market
• Strong understanding of municipal procurement, cooperative purchasing contracts, union dynamics, and competitive sales environments.
• Demonstrated ability to mentor and develop sales personnel while driving territory growth and accountability.
• Excellent communication, leadership, and strategic planning skills.
• Ability to travel regularly throughout the territory and broader Northeast region as needed.