Territory Sales Manager, Environmental

Purpose of Role

The Territory Sales Manager is accountable for driving revenue growth within an assigned region by developing, advancing, and retaining customer relationships through a consultative sales approach. The role operates as a strategic partner to customers, leading the full sales lifecycle from opportunity identification through implementation while ensuring a high standard of execution, forecasting accuracy, and customer satisfaction. This position is responsible for growing the territory through prospecting, selling, market insight, and collaboration with cross-functional partners.

Areas of Accountabilities:

Territory Sales & Revenue Growth

• Identify, pursue, and secure new business opportunities while advancing existing accounts through a consultative selling approach, cost-benefit assessments, and clear value articulation.
• Achieve territory revenue targets through disciplined pipeline management, accurate forecasting, and territory planning that reflects market potential.
• Develop and deliver compelling solution presentations that align Rehrig Pacific's capabilities to customer needs and operational challenges.

Customer Relationship Management

• Serve as the primary owner of assigned customer relationships, building strong, multi-level partnerships.
• Execute on account strategies that drive retention, penetration, and long-term growth.
• Proactively manage customer satisfaction, risks, and issue resolution.

Market, Competitive & Industry Insight

• Monitor trends, customer feedback, competitor activity, and shifts in market demand to inform sales strategy and identify new opportunities.
• Support development of competitive costing models and value-based positioning that differentiate Rehrig Pacific solutions.
• Identify product gaps, customer needs, and expansion opportunities using real-time customer insights.

Cross-Functional Coordination

• Collaborate with sales leaders to support multi-site, regional, and national account growth.
• Partner with Marketing and Customer Experience teams to deliver sales programs, literature, pricing, and materials aligned to customer objectives.
• Communicate with Plant Managers regarding inventory, floor stock, and production capacity to ensure alignment between demand and operational readiness.

Knowledge, Skills, and Experience

• Bachelor's degree or equivalent experience.
• 2-3 years of B2B field sales experience required; 3+ years preferred.
• Proven success in consultative selling and relationship development.
• Strong communication, presentation, and negotiation skills.
• Experience with CRM systems (Salesforce preferred) and sales pipeline management
• Ability to manage a multi-state territory with strong time-management skills.
• Proficiency in Microsoft Office Suite.
• Acceptable motor vehicle report due to operation of company vehicle.

Travel Requirement: Approximately 50% or more.