Territory managers play a crucial role in achieving sales goals and building long-term customer relationships. They develop sales activities, manage sales teams, and use CRM systems to efficiently manage customer relationships. They also prospect for new customers and may manage the daily activities of sales representatives.
Most companies – regardless of industry – rely on sales and customer relationships to drive business growth and sustainability. Territory manager positions play an essential role in achieving sales goals of strategic plans for business development and expansion. By effectively managing customer accounts in assigned geographic locations, territory managers are typically responsible for building long-term business relationships. Generally, territory manager jobs involve planning territory mapping and creating sales activities that can capitalize on sales opportunities. Depending on the organizational structure, some territory manager roles also include managing sales teams.
Often, territory manager jobs serve as intermediaries between the company’s business objectives and the customer’s needs. To capitalize on this connection, those working in territory manager positions can expect to have negotiation and persuasion skills to maximize this business relationship. Using savvy customer service techniques, the territory manager is uniquely positioned to advance the interests and influence of the business.
Developing sales activities is probably one of the most important duties of territory managers to encourage a continuum of thriving customer accounts. Based on an assigned territory, the territory manager can dedicate sales activities to a target group of customers to cultivate the business relationship. This can encourage account development activities that align with sales objectives and quotas based on business goals.
CRM (Customer Relationship Management) is a system that helps a business efficiently manage customer relationships. Typically, CRM directs all territory manager tasks through understanding customer needs that may drive the customer to purchase certain products. CRM can help territory managers become more effective in responding to customers. The goal is often to manage details about customers that increase satisfaction and loyalty. For businesses, the system can maximize profits because the territory manager can easily identify valuable customers through CRM techniques.
While it is essential for the territory manager to retain current customers, a prospecting plan to secure new customers can also contribute to expanding the business. A prospecting plan targeting new customers can also be part of the territory manager’s job description. The plan usually focuses on analyzing industry and consumer trends, researching potential areas, cold calling and scheduling appointments to maximize the chances of adding new clients to the portfolio.
In some companies, territory manager jobs also involve managing the sales team. This may require the territory manager to direct and plan the daily activities of each sales representative. Some of these activities might include assigning sales territories and training reps in recognizing opportunities to close sales and maintain customer accounts. Sales force management may require a territory manager to have the leadership, motivation, and organization skills that ensure the company meets the ongoing needs of customers.
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