Territory Sales Representative

Wheel Pros•Moore, OK

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 carrying out 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 growth plans, engages customers in person and virtually, prospects for new business, and monitors account activity for churn risk or declining sales. They maintain accurate account and pipeline information, coordinate with internal teams to meet customer needs, and provide field feedback on competition, pricing, products, and customer trends. Performance is evaluated through customer engagement, sales growth and retention, execution quality, and overall territory health.

Requirements

At least 2 years of B2B sales experience; field or territory sales experience is strongly preferred.
A 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.
A valid driver’s license and ability to travel routinely within the territory.

Nice To Haves

Experience in 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, including sales analytics and ordering trends.

Responsibilities

Develop and execute a strategic territory plan, including customer visit cadence, priorities, and targeted growth initiatives for key accounts.
Grow sales across assigned accounts by identifying 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 risk or sales declines, then develop plans to recover and retain revenue.
Prospect for new business in 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 the system to support consistent growth.
Segment accounts and prioritize time using an Ideal Customer Profile and account tiers.
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.