Territory Sales Representative

Wheel Pros•Riverside, MO

11d

About The Position

The Territory Sales Representative drives profitable sales growth within an assigned geographic territory by managing and expanding key-account relationships, identifying new revenue opportunities, and executing strategic customer visit plans. The role emphasizes upselling and cross-selling, proactive account management, disciplined CRM use, and close collaboration with Inside Sales to support smooth order processing and a strong customer experience. The representative develops territory and account plans, engages customers in person and virtually, prospects for new business, and works with cross-functional partners to address account needs and territory initiatives. Performance is assessed through field activity and customer engagement, sales results, execution quality, and overall territory health.

Requirements

At least 2 years of B2B sales experience; field or territory sales experience is strongly preferred.
Proven track record of meeting or exceeding sales goals.
Consultative selling skills, including discovery, objection handling, and closing.
Business acumen covering basic pricing and gross profit concepts, customer segmentation, and pipeline management.
Proficiency with CRM tools and Microsoft Office or Google Workspace.
Valid driver’s license and ability to travel routinely within the territory.

Nice To Haves

Experience in the automotive aftermarket, distribution, wheels/accessories, lighting, or adjacent industries.
Experience managing a defined book of business and growing strategic accounts.
Familiarity with data-driven selling tools, such as sales analytics and ordering trends.

Responsibilities

Develop and execute a strategic territory plan, including visit cadence, priorities, and targeted growth initiatives for key accounts.
Grow sales in assigned accounts by uncovering opportunities, expanding product adoption, and increasing share of wallet.
Identify and convert upsell and cross-sell opportunities during customer visits and calls.
Use data and ordering insights to detect churn risks or sales declines, then build plans to recover and retain revenue.
Prospect for new business within the territory, including reactivating dormant accounts.
Conduct regular in-person and virtual customer meetings to strengthen relationships and drive execution.
Coordinate with Inside Sales on quotes, order processing, follow-up, and issue resolution.
Follow up on commitments and action items to close deals and prevent lost sales.
Maintain accurate activity, pipeline, and account plans in CRM and use CRM to support consistency and growth.
Segment accounts and prioritize time using an Ideal Customer Profile and account tiering.
Partner with Distribution/Operations, Customer Service, Product, and Marketing to support account needs and territory initiatives.
Provide field feedback on competitive activity, pricing pressure, product gaps, and customer trends.