Territory Manager
SUMMARY OF RESPONSIBILITIES:
The function of the American Biltrite Territory Manager is to generate profitable sales for the company by selling its products and services into designated markets. This is accomplished selling to both established customers and new outlets developed by the TM. ABI-Tape Products Division sales policies, procedures and programs will be always adhered to.
Location: Field-based / Assigned Territory
Base Salary Range: $90,000 – $110,000 annually
Total compensation may include additional forms of compensation such as incentive/bonus opportunities and other company-sponsored programs and benefits in addition to base salary.
Department: Sales
Employment Type: Full-Time | Exempt
ESSENTIAL RESPONSIBILITIES:
- Achieve or exceed assigned sales and marketing objectives for the designated territory.
- Serve as a subject matter expert on the company’s product lines, pricing, specifications, and manufacturing capabilities.
- Effectively communicate product features, advantages, and benefits using promotional literature and sales tools.
- Maintain strong knowledge of competitive products, pricing, and market activity and communicate insights to management.
- Initiate and maintain ongoing relationships with approved accounts, distributors, and prospects through regular sales calls.
- Prospect for new end-users and distributors within the assigned territory.
- Conduct distributor sales meetings to educate and motivate distributor sales teams.
- Train distributor sales personnel on product applications and selling techniques to support order generation.
- Participate in distributor trade shows, joint sales calls, and market-penetration activities.
- Handle quality and service issues in a fair and balanced manner for both customers and the company.
- Identify and report potential new markets, products, and growth opportunities.
- Represent the company at national or regional trade shows as required.
REPORTING & ADMINISTRATIVE RESPONSIBILITIES:
- Prepare and submit accurate and timely reports, including call reports, expense reports, sales forecasts, pricing requests, complaints, and sample evaluations.
- Maintain accurate records of distributor, customer, and competitive information within the CRM system.
- Maintain published company pricing unless deviations are approved by management.
- Operate and maintain the company-provided vehicle in accordance with company policy.
- Manage territory expenses within established budget guidelines.
- Forecast quarterly and annual sales and develop pre-planned sales and travel schedules to maximize market coverage.
QUALIFICATIONS:
- Proven experience in territory sales, business development, or industrial/commercial sales preferred.
- Strong communication, negotiation, and relationship-building skills.
- Ability to work independently while collaborating effectively with internal teams and distributors.
- High level of integrity, professionalism, and customer focus.
- Willingness and ability to travel within the assigned territory.
BENEFITS OVERVIEW:
ABI Tape offers a comprehensive benefits package, including:
- Medical, Dental, and Vision insurance
- Health Savings Account (HSA)
- 401(k) with company match
- Paid time off and paid holidays
- Employee Assistance Program (EAP)
- Additional company-sponsored programs and benefits