2+ years of B2B sales experience, preferably in field/territory sales.
Proven track record of meeting or exceeding sales goals.
Strong consultative selling skills, including discovery and closing.
Basic understanding of pricing, gross profit, and customer segmentation.
Proficiency in CRM tools and Microsoft Office/Google Workspace.
Valid driver's license with routine travel capability within the territory.
Experience in automotive aftermarket or related industries.
Responsibilities
Develop and execute a strategic territory plan for key accounts.
Drive sales by uncovering opportunities and increasing product adoption.
Identify upsell and cross-sell opportunities during customer interactions.
Detect churn risk using data insights and build recovery action plans.
Prospect and develop new business, including reactivating dormant accounts.
Conduct regular customer meetings to strengthen relationships.
Coordinate with Inside Sales for quotes and issue resolution.
Benefits
Collaborative work environment with cross-functional teams.
Opportunities for professional development and training.
Access to data-driven selling tools and resources.
Flexible work arrangements, including virtual meetings.
Supportive company culture focused on customer success.
Full Job Description
Job Summary:
The Territory Sales Representative is responsible for driving profitable sales growth within an assigned geographic territory by managing and expanding relationships with key accounts, identifying new revenue opportunities, and executing strategic customer visit plans. This role focuses on upselling/cross-selling, proactive account management, CRM discipline, and tight collaboration with Inside Sales to ensure seamless order processing and customer experience.
Responsibilities:
Territory & Account Growth
Develop and execute a strategic territory plan, including visit cadence, priorities, and targeted growth initiatives for key accounts.
Drive assigned account sales by uncovering opportunities, expanding product adoption, and increasing share of wallet.
Identify and convert upsell and cross-sell opportunities during customer visits and calls.
Detect churn risk and sales declines using data/ordering insights; build action plans to recover and retain revenue.
Prospect and develop new business within the territory, including reactivation of dormant accounts.
Customer Engagement & Service
Conduct regular in-person and virtual customer meetings to strengthen relationships and drive execution.
Coordinate with Inside Sales for quotes, order processing, follow-up, and issue resolution.
Follow up on commitments and action items to close deals and prevent lost sales.
Sales Process, Tools & Reporting
Maintain accurate activity, pipeline, and account plans in CRM; use CRM to drive consistency and growth.
Segment accounts and prioritize time using an Ideal Customer Profile (ICP) and account tiering (e.g., Strategic/Key/Long Tail).
Cross-Functional Partnership
Partner with Distribution/Operations, Customer Service, Product, and Marketing to support account needs and territory initiatives.
Provide field feedback on competitive activity, pricing pressure, product gaps, and customer trends.
Performance Expectations & KPIs
Field activity and customer engagement (visit cadence, proactive outreach, follow-up).
