Territory Sales Manager

Territory Sales ManagerI-Pro Martin is seeking a driven Territory Sales Manager to own and grow a commercial-market account base — commercial electrical contractors and the distributors that serve them — across the assigned territory. This role manages an established, multi-million dollar book of business spanning our full line of represented manufacturers, with responsibility for both retention and growth across the portfolio. Wire & cable and commodity products carry particular emphasis, and the right candidate will be equally comfortable specifying, quoting, and closing across the balance of the line card.The ideal candidate demonstrates the ability to navigate dynamic, multi-party customer situations involving end users, distributors, electrical contractors, consulting engineers, and manufacturing partners. Much of this work happens inside a multi-layered commercial channel — manufacturer to distributor to contractor — where pricing, project registration, and stakeholder alignment must all be managed at once. You will coordinate competing interests, align stakeholder communications, and develop creative solutions that advance business objectives for all parties involved. We are looking for someone who approaches their territory with an owner's mentality — taking initiative, identifying opportunities, and driving growth without being managed to it.Strong communication skills and a customer-service attitude are essential. As a Territory Sales Manager, you will create and apply effective sales strategies to promote our products and services to the electrical distribution channel and end customer market, driving sustainable financial growth through increased sales, stronger client relationships, elevated brand awareness, and consistent generation of new opportunities.Key ResponsibilitiesManage the assigned territory as an owner — plan, prioritize, and execute on a defined call pattern with overnight travel as requiredAssume ownership of an existing book of business — protect current volume and relationships while executing a defined growth plan across the full line card, with targeted focus on wire & cable and commodity segmentsSell, market, promote, and demonstrate products across all represented principals to grow sales with both new and existing customersArrange and conduct strategic planning meetings with assigned electrical distributors within the territoryCoordinate territory visits with principals throughout the year and lead joint field workWire & Cable / CommoditiesNegotiate wire and cable contracts and commodity pricing, applying a working understanding of metal exchange markets (copper and aluminum) to time strategy, protect margin, and close dealsWork closely with the commodities team and Commodity Sales Coordinator internally to generate BOMs and quotes to secure ordersOwn commodity project pursuits from takeoff through award and release, coordinating pricing, lead time, and delivery schedules across distribution and the contractorPackage commodity opportunities with the broader line card — connectors, fittings, enclosures, grounding, and supports — so projects and BOMs are quoted as complete solutions rather than single-category buysLeverage wire & cable opportunities to develop comprehensive project solutions, expand project participation, and create additional value for contractors and distribution partnersTrack metals movement and translate pricing volatility into customer buy timing, contract strategy, and margin protectionStakeholder ManagementNavigate and coordinate multi-party customer situations involving distributors, end users, contractors, consulting engineers, and manufacturing partnersManage the manufacturer-to-distributor-to-contractor chain, including project registration, price protection, and competing distributor interests on the same opportunityAnalyze customer requirements and develop comprehensive solutions that address multiple stakeholder needs simultaneouslyFacilitate communication between parties to ensure alignment and project successResolve conflicts and competing priorities while maintaining positive, durable relationshipsProspecting & Business DevelopmentDevelop strategic contractor relationships to identify projects early, influence product selection, create demand for represented manufacturers, and coordinate opportunities through distribution from identification through awardProactively identify, qualify, and pursue new business opportunities, projects, and accountsExecute cold calling, warm outreach, and referral-based prospecting to build pipelineResearch industries, companies, and decision-makers to focus time on high-value targetsPartner with sales leadership to plan, prepare, and execute strategic deals in complex sales cyclesCollect and document competitive intelligence; provide structured feedback to principals on product, pricing, and market trendsSales & Customer DevelopmentManage CRM and actively use company sales-enablement tools to organize sales activity and opportunity managementPreserve customer loyalty and brand preference through disciplined relationship managementAdvance upselling and cross-selling opportunities across the line card as they are identifiedDevelop growth strategies focused on both financial gain and customer satisfactionBuild long-term relationships with new and existing customers across multiple organizational levelsTechnical & Product ExpertiseCreate and deliver compelling presentations and product demonstrations that clearly communicate value propositionsThoroughly understand the full portfolio of represented products and applicationsProvide product and application training for distributor counter staff, outside sales, end users, and engineering firmsSupport solution selling into prospect and existing account basesStay current on new products, codes, standards, and competitive offeringsCustomer Support & Relationship ManagementProvide trustworthy feedback and comprehensive after-sales supportResolve issues and handle complaints quickly, decisively, and professionallyGather feedback and surface ways to increase customer engagement and satisfactionIdentify client needs and recommend appropriate products and servicesProcess product quotations with continuous follow-up throughout the customer's purchasing cycleMarketing & EventsAssist in organizing and executing marketing events, principal trade days, and distributor eventsCollaborate with marketing to coordinate brand awareness and demand-generation effortsParticipate in trade shows as a company spokespersonQualify marketing-generated leads into sales opportunitiesReporting & AnalysisGather and report on company performance, competitors, pricing, products, and market trendsProvide accurate sales forecasts and activity reports to leadership and principalsSupport the development of new markets through market intelligence and analysisCore CompetenciesAbsolute determination and ambition to succeed in salesStrong analytical thinking and problem-solving in complex, multi-stakeholder situationsAbility to synthesize information from multiple sources into comprehensive solutionsExceptional negotiation and persuasion abilityCapability to work independently and collaboratively within a teamOutstanding relationship-building and rapport developmentCommunication & PresentationClear, persuasive verbal communication in meetings, on calls, and in the fieldStrong active listening with the ability to diagnose real customer needsAbility to tailor messaging to different decision-makers — executives, buyers, engineers, tradespeopleConfident, polished product and service demonstrationsExceptional written communication, including proposals and follow-upsConsultative Selling & NegotiationDiagnose customer pain points and align solutions from the represented portfolioPosition value rather than features or price aloneHandle objections confidently and professionallyNegotiate pricing, terms, and commitments to close deals while protecting marginProblem-Solving & AdaptabilityAdjust approach based on customer behavior, objections, or market signalNavigate unexpected issues in the field and own the resolutionTailor solutions when standard offerings don't fully fit the opportunityRemain resilient and constructive after rejection or lost dealsProfessionalism & IntegrityRepresent I-Pro Martin and our principals with credibility and positive presence in the fieldPractice ethical selling and transparent communication with customers and partners