Territory Sales Manager (TSM)

Job Title:

Territory Sales Manager (TSM) Position SummaryThe TSM is responsible for managing and growing an assigned book of business while actively acquiring new customers. This role balances in-field selling with outbound prospecting, requiring strong relationship management, consultative selling skills, and disciplined sales execution. The representative will spend approximately 50 percent of their time in the field meeting customers and prospects, and 50 percent of their time conducting outbound calls and follow-ups. A core responsibility of this role is driving attachment and penetration of warranty products alongside core product sales, while expanding share of wallet and generating new business within the assigned territory. Key ResponsibilitiesAccount Management (Book of Business)Own and manage an assigned book of business with full accountability for revenue growth, retention, and customer satisfactionBuild strong, long-term relationships with existing customers through regular field visits, outbound calls, and proactive account planningIdentify opportunities to increase share of wallet, expand product penetration, and upsell warranty offeringsServe as the primary point of contact for customer needs, escalations, and commercial discussionsWarranty SalesConsistently promote and sell warranty products as part of the overall value propositionEducate customers on warranty coverage, benefits, and claims processesAchieve defined warranty attachment and revenue targetsNew Business DevelopmentProspect, qualify, and close new customers within the assigned territoryExecute outbound calling campaigns to generate new leads and appointmentsDevelop and maintain a healthy sales pipeline aligned with new business targetsConvert prospects into long-term customers through consultative selling and follow-throughSales Execution and ReportingMeet or exceed revenue, gross margin, warranty, and new business targetsMaintain accurate and timely CRM activity, pipeline updates, and account notesParticipate in regular sales meetings, training sessions, and performance reviewsFollow all company pricing, discounting, and sales process guidelinesQualificationsProven experience in B2B sales, field sales, or territory managementDemonstrated success managing a book of business while acquiring new customersStrong outbound prospecting and closing skillsExperience selling value-added products such as warranties or service contracts preferredExcellent communication, negotiation, and relationship-building skillsStrong time management and organizational disciplineProficiency with CRM systems and sales reporting toolsValid drivers license and ability to travel within assigned territoryKey Success MetricsRevenue growth within assigned book of businessNew customer acquisition and pipeline conversionWarranty attachment rate and warranty revenueField activity and outbound call productivityCustomer retention and satisfaction