Territory Manager

Richland Glass • Vineland, NJ

4d • Onsite

About The Position

The Territory Manager is a forward-facing, revenue generating role responsible for owning and growing a defined area, comprised of existing customers and future opportunities, through direct customer engagement, expansion of existing accounts, and acquisitions of new accounts. This position serves as the primary commercial representative within the territory and is accountable for the strengthening of customer relationships, driving profitable growth, and increasing market penetration within our core markets of life sciences, aerospace, defense, and semiconductors along with strategic industrial applications. Unlike traditional key account roles, the Territory Manager balances deep relationship management across multiple levels with active prospecting, regularly traveling to customer sites to identify opportunities, resolve issues, and position the company as a trusted technical partner. The territory portfolio will include a blend of established customers, growth accounts, and targeted prospects that align with strategic objectives.

Requirements

• Minimum 3-5 years of outside/key account/territory sales experience, preferably in manufacturing, industrial, or technical environments.
• A proven track record of growth and being the face of the company through regular customer visits.
• Experience serving as a primary customer contact through regular on-site customer visits.
• Exceptional time management and organizational skills to balance multiple priorities effectively.
• Strong interpersonal and communication skills to work collaboratively with internal and external customers.
• Advanced reasoning and problem-solving capabilities to deliver on customer’s needs.
• Proficiency in manufacturing software systems and Microsoft Office Suite.
• Acute attention to detail with a focus on quality and operational excellence.
• Ability to perform in an office/manufacturing setting and complete repetitive tasks, such as sitting, standing, walking, typing, filing, and telecommunications.

Nice To Haves

• Associate degree in a related field is preferred.

Responsibilities

• Serve as the primary point of contact for a designated portfolio of key accounts. Ensure a deep understanding of each client’s needs, goals, and challenges through active dialogue, research, and developed relationships. This includes being the face of the company and voice of the customer by visiting key accounts at regular intervals.
• Maintain and grow annual recurring revenue, develop and expand new revenue opportunities, and increase overall profitability within the key accounts. Build and maintain a healthy sales pipeline aligned with growth objectives.
• Drive account satisfaction and retention by delivering measurable value, anticipating customer needs, and delivering results. Cultivate multi-level relationships throughout the client's organization (from operators to executives) to build influence and uncover pathways to growth.
• Develop and execute account plans that support the organization's overall goals, including upsell/cross-sell opportunities, mitigation of churn risk, and account health.
• Work cross-functionally between all departments and leadership teams to deliver tailored solutions for optimal outcomes.
• Track account performance metrics, revenue targets, and pipeline activity. Provide regular updates, as required or deemed necessary, to leadership on account status and opportunities.
• Lead renewal discussions, negotiate terms, and ensure timely closure of contracts with favorable terms for both the client and Richland Glass. Where contracts do not currently exist, implement them as soon as possible.
• Routinely monitor and review domestic and international distribution networks to identify and mitigate sub-distribution networks, establishing direct relationships with distributors to control prices and improve margins.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Associate degree