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Career as Territory Manager

Career as a Territory Manager

About Territory Manager

A Territory Manager is a person responsible for managing and directing the sales force to achieve targets within the territory. He is also responsible for account management of the client and sales performance in a geographical area. A Territory Manager oversees the daily operations of the Sales Representatives that are allocated to a specific geographical area.  His main work is to plan sales and marketing strategies and to set short term and long term sales targets. He is in charge of managing the organization’s sales force. A Territory Manager also performs recruiting activities such as training sales employees. He may develop strategies for improving the business relationship and the organisation’s profit. 

Responsibilities of a Territory Manager

Check some major responsibilities of a Territory Manager provided below.

  • Managing customer accounts and building strong relationships with the existing and new clients

  • Monitoring competition within a specific region

  • Preparing and submitting reports to the Sales Director

  • Designing marketing plans and strategies

  • Present services and products to prospective customers

  • Participating in promotional or industry events

  • Analysing sales performance at regular intervals

Eligibility to become Territory Manager

Candidates who are looking for a career as a Territory Manager should satisfy some eligibility requirements decided by the company/ organisation. They can check the table provided below to know the minimum eligibility criteria to become a Territory Manager. 

Education Required

  • Candidates must have completed a bachelor’s degree in business administration, marketing or any other relevant field

  • Those who have completed a master’s degree in marketing and business management will be preferred

  • Proficient in MS Office or any other relevant software

  • Good knowledge of Salesforce, Oracle Siebel, Microsoft Dynamics 365 or any other sales software


Provided below are some skills required for Territory Manager

  • Effective communication skills

  • Excellent analytical skills

  • Problem-solving skills

  • Exceptional customer service skills

  • Team-management skills

  • Leadership skills

Work Experience

  • Candidates should have at least 2 years of work experience in sales. 

Courses to Become a Territory Manager

The table provided below contains some courses that you can pursue in order to become a Territory Manager. The table also contains some of the well-known colleges for business administration. Candidates may apply to any of these colleges by filling our Common Application Form


Total Fee (Approx)

Top Colleges for Business Administration

Bachelor of Business Management

INR 45,000 to INR 3.00 lakh

Bachelor of Business Administration

INR 27,000 to INR 8.00 lakh

MBA in Business Management

INR 1.00 lakh  to INR 6.00 lakh

Masters of Business Administration

INR 15,000 to INR 25.00 lakh

Types of Job Roles Territory Manager

A Territory Manager analyses the market and designs strategies for promoting the sales of the organisation. His job roles vary from company to company. There are many job profile available for a Territory Manager. Some of them are listed below.

You can ask questions about a career as a Territory Manager on the Collegedekho QnA zone. Besides this, If you want to know what profile is right for you, you can take our Career Profiling Test.

Employment Opportunities for Territory Manager

Territory Manager is one of the major job positions in the sales department. Candidates can apply to any sector in a company that has a sales team. Some of the employment opportunities available for a Territory Manager are Insurance Firms, Tour and Travel Firms and Pharmaceutical Companies. More than 40% of jobs available for a Territory Manager are there in the IT Firms. You can check the graph provided below to know the type of companies available where a Territory Manager may apply for a job. 

Employment Opportunities for Territory Manager

Top Recruiting Agencies for Territory Manager

Some of the major recruiting companies for Territory Manager are listed below.

  • Coca-Cola India

  • PepsiCo

  • ICICI Bank

  • Sony India

  • Nestle

  • LIC

  • Tata Motors

  • HDFC Bank

Planning to choose Territory Manager as your career?

Pay Scale/Salary of Territory Manager

An experienced Territory Manager can earn up to INR 6 lakh per annum. His salary will depend on his experience and skills. The average salary of Territory Manager for all levels of experience is provided in the table below. 


Starting Salary per annum (in INR)

Mid Level Salary per annum (in INR)

Senior Level Salary per annum (INR)

Territory Manager




Salary of Territory Manager


Books & Study Material to Become Territory Manager

Here are some recommended books for Territory Manager

  • Sales Management by Mike Weinberg

  • Nuts and Bolts of Sales Management by John Treace

  • The Challenger Sale by Matthew Dixon & Brent Adamson

  • Cracking the Sales Management Code by Jason Jordan & Michelle Vazzana

  • The Sales Boss by Jonathan Whistman

  • The Science of Selling by David Hoffeld

Pros of becoming a Territory Manager

  • You will learn new marketing and promotional strategies

  • This profile will help you develop leadership skills

  • You will be earning a good salary

  • You may decide when you want to meet the client

Cons of becoming a Territory Manager

  • You will have to work hard to complete your targets

  • Good analytical skills are required for this profile

  • The workload can be a bit too much and it can get stressful

  • Most of the clients prefer a candidate who has some work experience

Paths for Being Territory Manager

FAQs about Territory Manager

Who are the major recruiters for Territory Manager?

Some of the major recruiters for Territory Manager are PepsiCo, ICICI Bank, Sony India, Nestle and LIC

What profiles are available for a Territory Manager?

Some of the other profiles available for a Territory Manager are Regional Sales Manager, Market Research Analyst, Sales Order Planner, Zonal Business Manager and Business Development Manager.

Is a master’s degree necessary to be a Territory Manager?

Most of the companies prefer a candidate who has completed a master’s degree. You can check the job description of the company to know the eligibility criteria.

What is the eligibility criteria to become a Territory Manager?

You must have completed a bachelor’s degree in business administration, business management or marketing to become a Territory Manager.

Who does the Territory Manager report to?

Territory Manager reports to the Sales Manager or Sales Director.

Where can a Territory Manager apply for a job?

Territory Manager can apply to Insurance Firms, Tour and Travel Firms, IT Companies and Pharmaceutical Companies

What skills do I need to be a Territory Manager?

You should have good leadership skills, time management skills, leadership skills and problem-solving skills.

What does territory management mean?

Territory Management is related to managing sales within a specific territory. You will be overseeing all sales activities within a territory.

How can I be a good Territory Manager?

You should possess good communication skills and analytical skills. Besides this, you should be able to complete the targets within in the specific time.

What is the role of a Territory Manager?

Territory Manager is responsible for improving the sales and revenue in the specific area. Besides this, he is also responsible for developing new marketing strategies.

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