Territory Sales Manager

Description of Essential Job Functions

• Partners with Indirect Sales Representatives (ISR), Key Account Managers, and/or Corporate Account Managers during sales visits, territory reviews, and business development activities. Also manages assigned accounts independently, leveraging internal support and cross-functional collaboration as needed to drive business growth.
• Optimizes sales resources to accelerate profitable business growth while achieving monthly, quarterly, and annual sales targets, as well as effectively managing the territory operating budget.
• Monitors strategic market segments, industry trends, and competitor activities, adjusting commercial tactics and go-to-market strategies to maximize results and sustainable growth.
• Works closely with the Technical Support Specialist and Inside Sales team to develop and execute annual business growth plans, including new product launches, pricing strategies, distributor management, and market expansion initiatives.
• Collaborates with leadership to identify strategic opportunities and actively participates in annual planning and goal-setting processes.
• Acts as a commercial and technical reference for less senior team members, supporting training, coaching, and professional development activities.
• Supports regional leadership in matters related to team development, organizational structure, territory coverage planning, and business continuity.
• May lead initiatives involving strategic or corporate accounts across multiple territories, especially when the customer’s headquarters is located within the assigned territory.
• Develops and maintains positive relationships with customers, distributors, business partners, and prospects within the assigned territory.
• Utilizes and maintains the Microsoft Dynamics 365 CRM platform on a daily basis to manage territory activities, sales pipelines, opportunities, and business performance.
• Approaches the role with an entrepreneurial mindset, strong business acumen, ownership mentality, and a focus on driving accelerated sales growth and organizational value.
• Works collaboratively with Technical Support, Marketing, Applications, Research & Development (R&D), and other internal teams to overcome customer challenges, maintain existing business, and develop new opportunities.
• Ensures compliance with company policies, mandatory training requirements, corporate programs, operational procedures, and applicable legal regulations related to the role and region of operation.
• Actively participates in occupational health and safety programs, complying with all corporate safety policies, procedures, and accident prevention requirements.
• Carries out all responsibilities in an ethical, honest, professional, and company-aligned manner.
• Maintains a consistent state of alertness, responsibility, and safe conduct while performing job duties.
• Performs additional related duties and responsibilities as assigned by regional sales leadership.

Knowledge

• Bachelor’s Degree in business management or life sciences or related field required 
• Minimum 4 years’ experience of B2B sales required that includes:
  1. Experience in sales in the food & beverage market 
  2. Experience in sales in the life sciences market
• Proficient knowledge of Microsoft Office (Outlook, Word, Excel, Visio, PowerPoint) required
• Basic knowledge of microbiology &/or food safety market preferred but not required 

Skills & Competencies

• Excellent verbal and written communication skills.
• Advanced English proficiency, both written and spoken.
• Strong commercial negotiation and relationship-building skills with customers and distributors.
• Ability to exercise discretion, autonomy, and sound judgment in decision-making.
• Strong teamwork and collaboration skills.
• High level of organization and attention to detail.
• Ability to adapt and remain flexible in a dynamic and changing business environment.
• Analytical, strategic, and results-oriented mindset.
• Proactive attitude, ownership mentality, and professional business approach.
• Ability to manage multiple priorities and work effectively in a fast-paced environment.
• Availability to travel frequently, up to 50% of the time, according to business needs.
• Ability to occasionally move or carry light materials and equipment when necessary.

Working Conditions

• Will be required to travel
• May occasionally work evenings and/or weekends