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).
- Sales results (revenue growth, gross profit contribution, account retention/reactivation).
- Execution quality (CRM accuracy, action-item closure rate, speed of issue resolution).
- Territory health (pipeline, new account wins, churn prevention).
Qualifications:- 2+ years of B2B sales experience (field/territory sales strongly preferred).
- Proven track record of meeting or exceeding sales goals.
- Consultative selling skills (discovery, objection handling, closing).
- Business acumen: basic pricing/gross profit concepts, customer segmentation, and pipeline management.
- Proficiency with CRM tools and Microsoft Office/Google Workspace.
- Valid driver's license and ability to travel routinely within the territory.
- Experience in automotive aftermarket, distribution, wheels/accessories, lighting, or adjacent industries.
- Experience managing a defined book of business and growing strategic accounts.
- Familiarity with data-driven selling tools (sales analytics, ordering trends).
Key Competencies:- Customer-first mindset; relationship builder
- High ownership and follow-through
- Clear communication and presentation skills
- Analytical, opportunity-spotting approach
- Strong territory planning and time management
- Collaborative partner across teams
Starting Annual Salary Range:
$75,000-$100,000 USD
