Commercial Territory Manager

Job Purpose:
The Commercial Territory Account Manager is responsible for driving sales growth and customer engagement within assigned territory. This role is focused on identifying new business opportunities, nurturing existing customer relationships, and driving revenue growth.

Organisation Structure:

• Who this role reports to: Manager, Commercial Sales, Sr. Manager, Commercial Sales or Director, Commercial Sales.

Principal Accountabilities:

• Manage a defined book of customers across the full sales lifecycle.
• Develop and execute a territory sales plan to meet or exceed revenue targets.
• Master MEDDPICC and Command of the Message on all opportunities.
• Conduct virtual meetings, product demos, and follow-ups with prospects and existing customers with in-person meetings required depending on the region.
• Qualify inbound and outbound leads and progress opportunities through the sales funnel.
• Maintain accurate records of all sales activities and customer interactions in salesforce.
• Collaborate with marketing, product, and customer success team to ensure customer satisfaction and long-term value.
• Stay current on industry trends, product updates and competitive landscape.
• Contribute to root cause analyses on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
  

Other Responsibilities:

• May perform other duties and responsibilities that management may deem necessary from time to time.

Knowledge, Skills and Experience:

• Bachelor’s degree in Business, Marketing or a related field (or equivalent experience).
• 5+ years of overall experience, with 3 years of sales experience or account management experience.
• Proven ability to meet or exceed sales targets in a fast-pace sales environment.
• Strong communication, negotiation and interpersonal skills.
• Comfortable with CRM systems and sale enablement tool.
• Self-motivate, goal-oriented, and capable of managing multiple priorities.
• Experience working with cross-functional teams.
• Experience working within the channel sales model.
• Strong live and virtual presentation skills.
• Demonstrated success in new business development and prospecting.
• Experience building and maintaining adequate sales pipeline to achieve quota.
  

Key Decisions:

• Account Prioritization – Determining which customers or prospects to focus on based on revenue, engagement level, and strategic fit.
• Sales Strategy – Developing and executing territory-specific sales plans and outreach strategies
• Pipeline Management – Prioritizing which deals to push forward in the sales cycle based on deal size, probability and closing timeline
• Time and Resource Management – Prioritizing task and managing daily/weekly workloads to balance prospecting, client meetings and administrative tasks.

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