Territory Manager

Job Details

About the role

Drive growth. Build relationships. Lead complex sales pursuits.

As a Territory Manager, you’ll own revenue growth and customer success within your assigned territory by delivering innovative automation, reliability, and digital solutions. You’ll act as a trusted advisor to customers while leading cross-functional sales and engineering teams to develop, pursue, and win opportunities.

Responsibilities

• Own the Territory & Customer Relationships
• Build and maintain strong, long-term relationships with existing and prospective customers
• Develop strategic account plans, competitive positioning, and growth strategies
• Conduct market research and competitor analysis to uncover new opportunities
• Serve as the primary interface between customers, internal teams, and Emerson business partners
• Lead Sales Strategy & Opportunity Pursuit
• Identify, qualify, and lead project pursuits from initial opportunity through proposal
• Develop pursuit strategies and lead internal reviews and proposal development
• Collaborate closely with Solutions Architects and technical experts to deliver best-fit solutions
• Lead internal sales hand-offs to engineering, customer support, and execution teams
• Deliver Industry-Leading Solutions
• Develop functional knowledge across a broad portfolio, including:
• Emerson Automation Solutions (DeltaV, DeltaV SIS, Syncade, etc.)
• Emerson Reliability Solutions (CSi equipment, implementation, data analysis)
• Third-Party Solutions (PLCs, MCCs, control panels, instrumentation, cabinetry)
• Professional Services (Automation engineering, commissioning, virtualization, E&I design)
• Control Southern Services (Installed base support, project execution, lifecycle services)
• Collaborate & Lead Cross-Functional Teams
• Lead diverse pursuit teams that may include Territory Managers, Solutions Architects, Engineers, Account Managers, and Business Unit Leaders
• Partner with Emerson Automation Solutions business development teams on strategic pursuits
• Jointly develop account strategies and pursuit plans with Emerson counterparts
• Sales Operations & Forecasting
• Maintain accurate CRM records, opportunity tracking, and sales forecasts
• Track key customer contacts, activity history, and pursuit status
• Travel & Work Environment
• Up to 50% overnight travel within the assigned territory
• Frequent time spent at customer sites; must be comfortable walking and climbing as required

Requirements

• Experience & Education
• 5+ years of experience in a process industry or manufacturing environment preferred
• Bachelor’s degree in Engineering or equivalent combination of education and experience
• Prior technical or consultative sales experience strongly preferred

Skills & Capabilities

• Strong consultative selling and solution development skills
• Customer-first mindset with proven relationship-building ability
• Excellent written and verbal communication skills
• Ability to lead without authority and align cross-functional teams
• Proficiency with CRM and business tools (Salesforce, Outlook, Excel, Word preferred)

Why This Role Matters

You’ll play a key role in helping customers modernize operations, improve reliability, and drive long-term performance—while directly impacting business growth in your territory.