Territory Manager - San Diego, CA

MAKITA•La Mirada, CA

1d•$80,000 - $95,000•Remote

About The Position

The Territory Sales Manager is responsible for owning and growing revenue within the assigned geographic territory. This role serves as the primary business leader for the territory, driving sales growth, market share, and profitable expansion through disciplined planning, strong customer relationships, and consistent field execution. The Territory Sales Manager operates with a “CEO of the Territory” mindset, balancing strategic planning with day-to-day customer engagement across distributor partners, end users, and key accounts. Success in this role is measured by sustainable growth, execution consistency, and strong relationship development across the territory.

Requirements

Strong communication and presentation skills
Ability to influence across customer types
Territory planning and organizational discipline
Analytical thinking and business acumen
Ability to conduct product demonstrations and training
Relationship-building across distributors and end users
Initiative and self-motivation in a field-based role
Comfort navigating industrial and construction environments
3–7 years of field sales experience (industrial, construction, or durable goods preferred)
Proven track record of quota attainment
Strong territory planning and account development skills
Ability to conduct product demonstrations and training sessions
Proficiency with CRM systems and Microsoft Office

Nice To Haves

Bachelor’s degree or equivalent experience preferred

Responsibilities

Deliver annual revenue, market share, and profitability targets within the assigned territory.
Execute company initiatives, promotions, and product launches with measurable in-market follow-through.
Maintain a strong opportunity pipeline and actively manage accounts through the full sales cycle.
Ensure consistent call frequency aligned with territory segmentation and growth priorities.
Monitor competitive activity and respond with effective positioning.
Provide accurate forecasting and maintain CRM integrity.
Develop and execute an annual territory business plan aligned to district and regional objectives.
Analyze sales data, market trends, and competitive activity to identify growth opportunities.
Prioritize accounts and allocate time based on revenue potential and strategic value.
Maintain accurate forecasting and pipeline visibility.
Grow existing accounts through relationship expansion, product penetration, and end-user pull-through.
Identify, prospect, and convert new distribution and end-user opportunities.
Conduct joint business planning sessions with key accounts.
Execute promotional programs with disciplined in-store and field follow-through.
Drive demand creation through jobsite visits, product demonstrations, and training events.
Partner with distributor sales teams to build advocacy and product knowledge.
Support large project opportunities through specification selling and application expertise.
Partner with DSM on territory alignment and execution coaching.
Coordinate with service, marketing, and operations to deliver exceptional customer experience.
Support regional initiatives, contests, and product launches.

Benefits

Medical, Dental, and Vision insurance options after 30 days of employment
Flexible spending accounts (FSA) & Health Savings Accounts (HSA)
Employee assistance program (EAP) for mental health and well-being
Paid subscription to Headspace and 5 other members of your choice
Competitive pay & performance-based incentives
Company branded vehicle provided
401(k) retirement plan with company match
Basic Term Life insurance is 100% company paid
Long-term Disability Coverage 100% company paid
Disability Coverage Voluntary Coverage: Critical illness, accidental, hospital indemnity, whole life, and supplemental life plans.
Paid time off (vacation, sick leave, and 13 paid holidays)
Employee discounts on Makita tools and accessories
Training programs
Tuition reimbursement
Internal promotion opportunities