What Do Territory Managers Do?
Wondering what the job is really like for territory managers?
You've come to the right place.
Keep reading to find detailed information about what territory managers do, including the type of work they are tasked with on a daily basis, industries in which they work, and the specific skills needed for a successful career.
Territory Managers Overview & Description
Let's get started with the basics about territory managers by taking a look at a simple description and popular job titles.
Territory Managers plan, direct, or coordinate the actual distribution or movement of a product or service to the customer. Coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. Analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers.
Popular Job Titles For Territory Managers
Sample of Reported Job Titles
- Sales Managers
- Business Development Managers
- Regional Sales Managers
- Territory Sales Managers
- Directors of Business Development
- Territory Managers
- District Sales Managers
- Directors of Sales
- Commercial Sales Managers
- Area Sales Managers
- Business Development Executives
- Vice Presidents of Sales
Read on for insight into the industries where the highest concentration of jobs for territory managers can be found.
Best Industries for Territory Managers
Territory Managers Jobs By Industry
- Computer Systems Design and Related Services: 6.3%
- Management of Companies and Enterprises: 5.7%
- Automobile Dealers: 5.4%
- Professional and Commercial Equipment and Supplies Merchant Wholesalers: 3.4%
- Agencies, Brokerages, and Other Insurance Related Activities: 3.2%
- Management, Scientific, and Technical Consulting Services: 3%
- Other: 73%
When it comes to jobs in the United States, the largest single category of territory managers can be found working in the Computer Systems Design and Related Services sector. In 2023, about 6.3% of all jobs for territory managers were found there.
Other top industries by percentage include Management of Companies and Enterprises (5.7%), Automobile Dealers (5.4%), Professional and Commercial Equipment and Supplies Merchant Wholesalers (3.4%), Agencies, Brokerages, and Other Insurance Related Activities (3.2%) and Management, Scientific, and Technical Consulting Services (3%).
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What Do Territory Managers Do on a Daily Basis?
So you have a high-level understanding of what territory managers do and the types of industries in which they work - but what do they really do each day?
A great way to understand the type of work territory managers do is to examine actual job postings and focus on the specific skills that employers are seeking. That will help paint a clearer picture of the tasks that territory managers tackle each day.
Continue reading for a breakdown of specialized skills found in job postings for territory managers, as well as common skills - interpersonal qualities and attributes - that can help you thrive in the workplace.
In-Demand Skills for Today's Territory Managers
Based on 329,485 job postings
Top 5 Specialized Skills for Territory Managers
| Skills | Postings | % of Total Postings |
|---|---|---|
| Marketing | 129,466 | 39% |
| Selling Techniques | 106,573 | 32% |
| Sales Management | 105,717 | 32% |
| Business Development | 89,127 | 27% |
| Sales Prospecting | 77,607 | 24% |
Top 5 Common Skills for Territory Managers
| Skills | Postings | % of Total Postings |
|---|---|---|
| Sales | 270,780 | 82% |
| Communication | 156,088 | 47% |
| Management | 142,499 | 43% |
| Leadership | 119,979 | 36% |
| Customer Service | 117,487 | 36% |
Based on 329,485 job postings related to territory managers, marketing was the top specialized skill sought by employers, with 39% of all postings looking for that skillset. Skills for selling techniques, sales management, business development, sales prospecting and customer relationship management were also highly sought.
As for common skills, sales was the most desired skill found in job postings for territory managers, followed by communication, management, leadership, customer service and presentations.
| Skill | Postings | % of Total Postings |
|---|---|---|
| Marketing | 129,466 | 39% |
| Selling Techniques | 106,573 | 32% |
| Sales Management | 105,717 | 32% |
| Business Development | 89,127 | 27% |
| Sales Prospecting | 77,607 | 24% |
| Customer Relationship Management | 66,019 | 20% |
| Sales Strategy | 42,908 | 13% |
| Sales Process | 38,764 | 12% |
| Regional Sales | 36,607 | 11% |
| Salesforce | 35,457 | 11% |
| Business To Business | 33,721 | 10% |
| Sales Territory Management | 31,369 | 10% |
| Project Management | 30,058 | 9% |
| Finance | 28,291 | 9% |
| Market Share | 26,757 | 8% |
| Merchandising | 25,207 | 8% |
| Account Management | 24,989 | 8% |
| Outside Sales | 22,622 | 7% |
| Key Performance Indicators (KPIs) | 21,264 | 6% |
| Business Planning | 20,239 | 6% |
| Skill | Postings | % of Total Postings |
|---|---|---|
| Sales | 270,780 | 82% |
| Communication | 156,088 | 47% |
| Management | 142,499 | 43% |
| Leadership | 119,979 | 36% |
| Customer Service | 117,487 | 36% |
| Presentations | 81,153 | 25% |
| Operations | 67,451 | 20% |
| Planning | 65,798 | 20% |
| Problem Solving | 51,448 | 16% |
| Microsoft Office | 49,283 | 15% |
| Writing | 49,276 | 15% |
| Negotiation | 49,250 | 15% |
| Self-Motivation | 46,436 | 14% |
| Microsoft Excel | 44,366 | 13% |
| Forecasting | 41,439 | 13% |
| Interpersonal Communications | 41,126 | 12% |
| Coaching | 40,451 | 12% |
| Influencing Skills | 38,173 | 12% |
| Research | 37,898 | 12% |
| Microsoft PowerPoint | 36,188 | 11% |
Most In-Demand Jobs for Territory Managers
Top 5 Posted Job Titles
| Job Title | Postings | % of Total Postings |
|---|---|---|
| Sales Managers | 73,484 | 20.5% |
| Business Development Managers | 56,638 | 15.8% |
| Regional Sales Managers | 28,085 | 7.8% |
| Territory Sales Managers | 30,966 | 8.7% |
| Directors of Business Development | 26,095 | 7.3% |
According to job postings that were published between September 2022 and August 2023, the top job sought by employers was sales managers, with 27,980 unique job postings. Business development managers were second, with 12,794 postings, followed by regional sales managers, territory sales managers and directors of business development.
Expand the section below to see unique job postings for all occupations related to territory managers.
| Job Title | Postings | % of Total Postings |
|---|---|---|
| Sales Managers | 73,484 | 20.5% |
| Business Development Managers | 56,638 | 15.8% |
| Regional Sales Managers | 28,085 | 7.8% |
| Territory Sales Managers | 30,966 | 8.7% |
| Directors of Business Development | 26,095 | 7.3% |
| Territory Managers | 25,016 | 7% |
| District Sales Managers | 12,773 | 3.6% |
| Directors of Sales | 14,076 | 3.9% |
| Commercial Sales Managers | 11,393 | 3.2% |
| Area Sales Managers | 11,583 | 3.2% |
| Business Development Executives | 14,524 | 4.1% |
| Vice Presidents of Sales | 7,038 | 2% |
| Assistant Managers | 13,808 | 3.9% |
| Group Sales Managers | 6,065 | 1.7% |
| Regional Sales Directors | 5,731 | 1.6% |
| Sales Directors | 5,287 | 1.5% |
| Directors of Sales and Marketing | 4,395 | 1.2% |
| Automotive Sales Managers | 3,606 | 1% |
| Sales Development Managers | 3,137 | 0.9% |
| Development Managers | 4,178 | 1.2% |
Additional Links
Ready to dig deeper into career information for territory managers? Visit our other pages focused on salary and education for territory managers.
How much do territory managers make?
Territory Managers: How do you become one?
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