Territory Manager job description.
A Territory Manager owns sales and account relationships across a defined geographic or customer territory. They build pipeline, manage existing accounts, and coordinate with marketing and operations to grow revenue within their assigned region.
The Territory Manager job description · $29
The full editable .docx — role summary, 8 worked responsibilities, qualifications, and skills, formatted for your letterhead. Delivered to your inbox within 24 hours — usually instantly.
Role: Territory Manager Reports to: Regional Sales Manager or Sales Director
A Territory Manager owns sales and account relationships across a defined geographic or customer territory. They build pipeline, manage existing accounts, and coordinate with marketing and operations to grow revenue within their assigned region.
- Develop and execute a sales plan for the assigned territory
- Prospect, qualify, and close new business opportunities
- Manage and grow relationships with existing accounts in the territory
What's inside the document.
One-paragraph plain-English explanation of the role's outcome and scope.
8 responsibilities phrased the way the work is actually done.
4 qualifications a candidate must have to perform on day 30.
3 qualifications that would make a candidate excellent in year two.
5 skill chips you can copy directly into your ATS.
Regional Sales Manager or Sales Director
A complete document set.
- Word document (.docx) — fully editable
- PDF — signature-ready
- Google Docs — one-click copy to your Drive
- 12 months of updates to this document
- Commercial-use licence for internal and client work
The work, not the title.
- Develop and execute a sales plan for the assigned territory
- Prospect, qualify, and close new business opportunities
- Manage and grow relationships with existing accounts in the territory
- Conduct in-person and virtual client visits, demos, and presentations
- Monitor territory performance against sales targets and quotas
- Coordinate with marketing on local promotions and lead generation
- Track activity, pipeline, and forecasts in the CRM system
- Gather and relay customer and competitive feedback to leadership
Required — and what would make a candidate excellent.
- Bachelor's degree or equivalent sales experience
- 3+ years of outside sales or account management experience
- Valid driver's license and willingness to travel within the territory
- Strong negotiation and relationship-building skills
- Experience selling in the relevant industry or product category
- Proficiency with CRM platforms (e.g., Salesforce)
- Track record of meeting or exceeding sales quotas
Eight steps from download to publish.
- 01Open the Territory Manager job description in Word or your one-click Google Docs copy.
- 02Replace placeholders for company name, reporting line, and location with your specifics.
- 03Tighten the summary to one paragraph that names the team's outcome, not just the role.
- 04Edit the responsibilities to match the actual scope of the seat — aim for 6 to 8 items, not 12.
- 05Separate required qualifications from preferred. Required is what a candidate must have to do the work on day 30; preferred is what would make them excellent in year two.
- 06Add salary range guidance using BLS, Payscale, or your own band data — do not copy generic figures.
- 07Have the hiring manager and one peer read it. Cut anything that wouldn't survive a candidate question.
- 08Publish to your ATS, intranet, and external careers page.
The right document at the right moment.
Use this Territory Manager job description any time you are opening or reopening a seat at this level. The mid band sets the calibration — copy the document, tighten it to your specific scope, and circulate to the hiring panel before the first interview.
The reporting line (Regional Sales Manager or Sales Director) and skills list are starting points. Override either if your org structure or stack differs from the norm — the template is a draft, not a contract.
Honest answers before you download.
- How much travel does a territory manager role typically require?
- Travel requirements vary by territory size but frequent local or regional driving, and occasional overnight travel, are common.
- Is territory manager a base-plus-commission role?
- Most territory manager roles combine a base salary with commission or bonus tied to sales targets; specify the structure in the posting.
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This Territory Manager job description is a professionally drafted starting point for your hiring process and is not legal advice. Hiring practice varies by jurisdiction (e.g. pay-transparency laws differ across US states and AU jurisdictions). Adapt this document for your specific location and have employment counsel review any clauses you add before publishing. Salary varies by region, employer type, and experience. Reference BLS or current industry surveys for ranges. Full disclaimer.