Territory Manager - Outside Sales

As a Territory Manager - Outside Sales at Priority1, your responsibilities include prospecting new business, conducting B2B door-to-door cold calls, developing lead generation strategies, utilizing CRM systems to track activities, and managing the accounts you establish. This role emphasizes new business acquisition, allowing you to engage with executive-level decision-makers to present our comprehensive freight shipping solutions.

To become a Territory Manager at Priority1, ideally, you should have a Bachelor's Degree, preferably in business, marketing, or communication. While 0-2 years of sales experience is preferred, we also value those with strong campus involvement and a passion for sales. Candidates should exhibit enthusiasm, professionalism, and a desire to succeed within a team-oriented environment.

New Territory Managers at Priority1 can expect a robust training framework that includes three weeks of corporate training and immediate integration into our Fast Start Program. This program offers in-the-field training with upper management and additional advanced training opportunities, ensuring you have the resources and knowledge required to thrive and excel in your sales career.

Territory Managers at Priority1 enjoy a competitive compensation package that includes a base salary of $40K, uncapped commissions, and a monthly car allowance. Additionally, benefits include full medical, dental, and vision insurance, an HSA with employer contributions, and participation in our 401(k) plan with profit-sharing opportunities that contribute to your long-term financial security.

At Priority1, we believe in recognizing and celebrating the accomplishments of our Territory Managers. We have structured recognition programs that highlight successes both within teams and throughout the organization, reinforcing a culture of achievement and motivating our employees to continually strive for excellence.

When approaching prospecting, I would start by identifying and segmenting potential leads in my territory based on industry and size. Utilizing a mixture of cold calling, networking events, and referrals, I would engage with potential clients by presenting Priority1's unique value propositions tailored to their needs, focusing on building relationships to establish trust.

In outside sales, I find that tailoring my approach to each prospect is key. Effective strategies include thorough research on the client’s business beforehand, setting a clear agenda for meetings, asking open-ended questions during discussions to uncover pain points, and consistently following up to build rapport and trust.

Yes, during my previous role, I faced a challenging sale with a large prospect who had been approached by multiple competitors. I took the time to deeply understand their specific requirements and concerns, presented a customized proposal that addressed their pain points, and followed up consistently until they felt confident in choosing Priority1 over the competition.

Once I've established accounts, I prioritize them based on potential growth and current engagement levels. I utilize CRM tools to segment my accounts and schedule regular check-ins based on their needs and buying cycles, ensuring I provide timely support and uncover additional opportunities for cross-selling or upselling.

To succeed as a Territory Manager, I believe that strong communication skills, resilience in the face of rejection, empathy to understand client needs, and an intrinsic motivation to meet and exceed sales goals are essential qualities. Additionally, adaptability in changing circumstances and a positive attitude greatly contribute to long-term success in this role.

Handling objections requires active listening and demonstrating empathy towards the client's concerns. I address objections by asking clarifying questions to understand the root of their hesitations, providing factual data to counter their concerns, and reiterating how our solutions specifically cater to their needs while maintaining a collaborative and positive dialogue.

To stay informed about industry trends, I subscribe to key trade publications, participate in relevant webinars and online courses, and attend industry conferences. Networking with peers also provides insights into emerging trends that can impact my prospecting and sales strategies.

I want to work for Priority1 because of its reputation for not just selling logistics solutions but genuinely investing in the growth and success of its team members. The comprehensive training and development programs, coupled with the opportunity to be part of a high-performing team in a dynamic industry, align perfectly with my career aspirations in sales.

To ensure I achieve my sales targets, I set SMART goals that break down my annual objectives into achievable monthly and weekly milestones. I regularly review my progress and adjust my strategies accordingly, keeping a close eye on key metrics to refine my approach and ensure I'm utilizing my time effectively in prospecting and nurturing leads.

One significant challenge in an outside sales role is the variability of responses from prospective clients, including a higher rejection rate. Overcoming this requires resilience, a positive mindset, and the ability to quickly learn from each interaction to refine my approach for future engagements while maintaining enthusiasm in the pursuit of sales success.