Territory Sales Representative

Wheel Pros•Cranbury, NJ

6d•$80,000 - $100,000

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, CRM discipline, and close collaboration with Inside Sales to support efficient order processing and a strong customer experience. The representative develops territory plans, grows existing accounts, prospects for new business, and works to retain customers and reactivate dormant accounts. They coordinate with internal teams to address account needs and share field feedback on competitive activity, pricing pressure, product gaps, and customer trends. Performance is evaluated through field activity, 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, including 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.
Customer-first mindset and relationship-building ability.
High ownership and follow-through.
Clear communication and presentation skills.
Analytical, opportunity-spotting approach.
Strong territory planning and time-management skills.
Ability to collaborate across teams.

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, 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.
Drive assigned account sales by identifying opportunities, expanding product adoption, and increasing share of wallet.
Identify and convert upsell and cross-sell opportunities during customer visits and calls.
Detect churn risk and sales declines using data and ordering insights; create action plans to recover and retain revenue.
Prospect and develop 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.
Meet expectations for customer engagement, sales results, CRM accuracy, action-item closure, issue-resolution speed, pipeline, new account wins, and churn prevention.