Outside Sales - Territory Sales Manager
Position Summary
I-Pro Martin is seeking a Territory Sales Manager to expand the customer base, broaden the product portfolio, and create demand for our manufacturing partners' product lines across the assigned territory. The ideal candidate will navigate dynamic, multi-party customer situations, build lasting relationships, and drive sustainable financial growth.
Key Responsibilities
Territory Management: Manage the assigned territory as an owner, prioritizing and executing a defined call pattern with overnight travel as required. Sell, market, promote, and demonstrate products to grow sales with both new and existing customers. Arrange and conduct strategic planning meetings with assigned electrical distributors and lead joint field work.
Stakeholder Management: Navigate and coordinate multi-party customer situations involving distributors, end users, contractors, consulting engineers, and manufacturing partners. Analyze customer requirements and develop comprehensive solutions that address multiple stakeholder needs simultaneously. Facilitate communication between parties to ensure alignment and project success. Resolve conflicts and competing priorities while maintaining positive, durable relationships.
Prospecting & Business Development: Proactively identify, qualify, and pursue new business opportunities, projects, and accounts. Execute cold calling, warm outreach, and referral-based prospecting to build pipeline. Research industries, companies, and decision-makers to focus time on high-value targets. Partner with sales leadership to plan, prepare, and execute strategic deals in complex sales cycles. Collect and document competitive intelligence; provide structured feedback to principals on product, pricing, and market trends.
Sales & Customer Development: Manage CRM and actively use company sales-enablement tools to organize sales activity and opportunity management. Preserve customer loyalty and brand preference through disciplined relationship management. Advance upselling and cross-selling opportunities across the line card as they are identified. Develop growth strategies focused on both financial gain and customer satisfaction. Build long-term relationships with new and existing customers across multiple organizational levels.
Technical & Product Expertise: Create and deliver compelling presentations and product demonstrations that clearly communicate value propositions. Thoroughly understand the full portfolio of represented products and applications. Provide product and application training for distributor counter staff, outside sales, end users, and engineering firms. Support solution selling into prospect and existing account bases. Stay current on new products, codes, standards, and competitive offerings.
Customer Support & Relationship Management: Provide trustworthy feedback and comprehensive after-sales support. Resolve issues and handle complaints quickly, decisively, and professionally. Gather feedback and surface ways to increase customer engagement and satisfaction. Identify client needs and recommend appropriate products and services. Process product quotations with continuous follow-up throughout the customer's purchasing cycle.
Marketing & Events: Assist in organizing and executing marketing events, principal trade days, and distributor events. Collaborate with marketing to coordinate brand awareness and demand-generation efforts. Participate in trade shows as a company spokesperson. Qualify marketing-generated leads into sales opportunities.
Reporting & Analysis: Gather and report on company performance, competitors, pricing, products, and market trends. Provide accurate sales forecasts and activity reports to leadership and principals. Support the development of new markets through market intelligence and analysis.
Key Competencies
Core Competencies: Absolute determination and ambition to succeed in sales, strong analytical thinking and problem-solving in complex, multi-stakeholder situations, exceptional negotiation and persuasion ability, capability to work independently and collaboratively within a team, outstanding relationship-building and rapport development, clear, persuasive verbal communication in meetings, on calls, and in the field, strong active listening with the ability to diagnose real customer needs, confident, polished product and service demonstrations, exceptional written communication, including proposals and follow-ups, consultative selling & negotiation, diagnose customer pain points and align solutions from the represented portfolio, position value rather than features or price alone, handle objections confidently and professionally, negotiate pricing, terms, and commitments to close deals while protecting margin, problem-solving & adaptability, adjust approach based on customer behavior, objections, or market signals, navigate unexpected issues in the field and own the resolution, tailor solutions when standard offerings don't fully fit the opportunity, remain resilient and constructive after rejection or lost deals, professionalism & integrity, represent I-Pro Martin and our principals with credibility and positive presence in the field, practice ethical selling and transparent communication with customers and partners, demonstrate accountability for commitments and results, strong follow-through and responsiveness — do what you said you would do, when you said you would do it, CRM & Sales Technology Proficiency, use CRM systems to manage pipeline, contacts, and opportunities with discipline, accurate forecasting and reporting, leverage sales tools for scheduling, routing, and activity analytics, data-driven decision-making based on sales performance metrics and KPIs, industry, product & market knowledge, deep understanding of represented product categories and their end-use applications, familiarity with the electrical distribution channel and competitive landscape, ability to articulate ROI and business impact to end users and specifying engineers, ongoing awareness of market trends, codes, and customer challenges.
Qualifications
Required: 3+ years of outside sales experience in the electrical, industrial, construction, or closely related industry, strong technical aptitude and the ability to learn, retain, and communicate product specifications across multiple principals, excellent interpersonal, communication, and presentation skills, proven ability to forge strong, long-lasting relationships with senior executives across multiple organizations, highly organized with strong time management and territory planning skills, self-starter capable of working independently and managing multiple priorities, proficiency in CRM systems, Microsoft Office, and mobile sales tools, valid driver's license with the ability to travel extensively within the assigned territory, including overnight travel.
PREFERRED: Bachelor's degree in business, marketing, engineering, or a related field (equivalent industry experience with a strong sales track record will be given serious consideration), established relationships with electrical distributors, contractors, and specifying engineers in the territory, knowledge of product lines in electrical distribution (e.g., wire & cable, enclosures, transformers, lighting, wiring devices, industrial controls, grounding & connectors), experience working for a manufacturers' representative agency, electrical distributor, or OEM, experience with Salesforce.com or comparable enterprise CRM platforms, comfort working with modern AI tools to streamline daily workflows and build efficiencies, willingness to actively help shape internal AI systems and models to support the future needs of the broader business.