Territory Sales Manager - Syracuse, NY

The Territory Sales Manager at Cogent Analytics is responsible for driving business development in their designated market. This includes conducting outreach through calls, emails, and networking to secure meetings with business owners, executing high-impact sales strategies, and implementing Cogent’s Discovery Process to reveal opportunities for increased profitability and operational efficiency. They also act as brand ambassadors in their region, engaging with key stakeholders and positioning the firm as a premier partner for business growth.

To qualify for the Territory Sales Manager position at Cogent Analytics, candidates should have a minimum of 5 years of executive-level, consultative B2B sales experience. A strong track record of prospecting and closing deals is essential, along with advanced CRM skills for managing proposals and presentations. Additionally, candidates should be autonomous, high-energy hunters who thrive in a competitive environment and are capable of traveling within their territory for in-person meetings.

Cogent Analytics provides an attractive compensation package for its Territory Sales Managers, including a first-year on-target earnings (OTE) of $175K+, with opportunities to earn $225K+ in the second year, and top performers reaching $300K+. Additionally, the role comes with a comprehensive benefits package that includes health, dental, and vision insurance, life insurance, HSA/FSA options, and a 401(k) plan, ensuring a well-rounded compensation and benefits experience.

At Cogent Analytics, the performance of the Territory Sales Manager is evaluated based on their ability to prospect and convert leads into sales. This includes meeting specific sales targets, such as securing at least one Discovery commitment per week and achieving a predetermined number of prospect touches each week. The emphasis on performance-driven leadership ensures that successful candidates are rewarded for their proactive business development efforts and sales results.

Yes, travel is a key component of the Territory Sales Manager role at Cogent Analytics. Candidates should be prepared for up to 75% overnight travel within their designated territory. This travel will facilitate face-to-face meetings with business owners, allowing for more in-depth conversations and fostering relationships that can lead to successful sales outcomes.

When answering this question, highlight specific experiences that demonstrate your ability to engage with business owners, understand their challenges, and offer valuable solutions. Use examples of past successes in closing deals and the methodologies you employed to establish strong relationships with clients.

Discuss your outreach strategies, including cold calling, networking events, and leveraging existing contacts. Emphasizing your persistence, creativity, and ability to tailor your approach for different industries can showcase your effectiveness in securing meetings.

Share how you utilize CRM systems to track leads, the importance of regular follow-ups, and the processes you use to prioritize prospects. Show your understanding of metrics and analytics to demonstrate how you stay organized and motivated.

Explain how consultative selling focuses on understanding a client’s unique needs and crafting personalized solutions rather than pushing a product. Discuss how this approach builds trust and long-term partnerships, ultimately benefiting both the client and your sales goals.

Use the STAR (Situation, Task, Action, Result) method to provide a clear and structured narrative of a successful sale. Be specific about the challenges faced, the actions you took, and the positive outcomes achieved, emphasizing both your thought process and execution.

Mention how you engage with industry publications, attend relevant conferences, and network with other professionals to stay informed. Demonstrating a proactive approach to learning about market trends will show your commitment to being an effective sales leader.

Discuss personal motivations, whether they be financial success, achieving goals, or the satisfaction of helping businesses succeed. Relate this to how your motivation drives your performance and commitment to achieving high sales results.

Outline a multi-step approach to handling objections—listening actively, empathizing with concerns, and responding with tailored solutions. Provide an example where you successfully turned an objection into an opportunity, reinforcing your sales skills.

Elaborate on how collaborating with marketing and other departments can enhance your sales efforts. Sharing past experiences where teamwork led to increased efficiency or improved sale outcomes can strengthen your answer.

This is your chance to convey your enthusiasm for the company’s mission and values. Talk about how your background and skills align with Cogent's goals and how you see yourself contributing to their success, especially in relation to supporting small and medium businesses.