Territory Manager
Socket.dev
Get more replies from employers
Send a job-specific resume in minutes.
Benefits offered by this job
Job summary
Action Target is seeking a driven Territory Manager to own and grow direct sales in an assigned territory, focusing on commercial gun ranges and law enforcement agencies. You will manage the full sales cycle, nurture multi-threaded accounts, and coordinate with distributors to extend market reach.
The ideal candidate has 3+ years of account sales experience, a proven track record closing deals, and strong CRM/ERP skills. Travel about 10% and a valid driver’s license are required.
Qualifications
- 3+ years of account sales experience with revenue results.
- Proven ability to run a full sales cycle from prospecting to closing.
- Strong pipeline discipline and territory-management skills.
Responsibilities
- Own an assigned territory with revenue and margin accountability.
- Develop and execute a territory plan prioritizing key accounts.
- Manage the full sales cycle from discovery to close and post-sale follow-up.
- Maintain a healthy pipeline to meet targets and forecast accurately.
- Build relationships with ranges, agencies, and distributors.
Skills
Education
Tools
Job description
Action Target has the creativity and drive to develop innovative new firearms training technology, the experience to properly apply that technology to solve today’s training problems, and the dedication to provide the best ongoing service and support in the industry!
- A pretty cool industry where you will get to work with and interact with some very unique and cool customers.
- Competitive wages- We look at the market to make sure we are paying our employees what they are worth!
- A chance to grow in a positive working environment with an outstanding team and make a difference
- Industry Perks- As a community of outdoor and shooting enthusiasts, we are passionate about our gear. Working with our industry partners we have obtained discounts for our employees on firearms, targets, optics, range passes, and many other products.
The Territory Manager owns and grows Action Target’s direct sales presence for the ATI Store within an assigned territory and carries direct accountability for revenue and gross margin growth in that territory. The role sells primarily into commercial gun ranges and law enforcement agencies, and extends reach into additional market segments through active channel management of distributors and resellers. This is a full-cycle sales position: the Territory Manager builds the territory plan, develops and qualifies pipeline, asks for and closes business, and owns the customer relationship after the sale. Success in this role requires a self-directed seller who thinks like a territory owner, applies pricing and incentive tools within established margin guardrails, and consistently converts activity into booked revenue.
- Own an assigned sales territory with direct accountability for annual revenue and gross margin dollar growth.
- Build and maintain a written territory plan that prioritizes accounts by opportunity size, segment, and likelihood to convert.
- Execute the full sales cycle from prospecting and discovery through proposal, negotiation, and close.
- Maintain an accurate, healthy pipeline sufficient to meet or exceed assigned territory targets.
- Serve as the primary sales lead for commercial gun ranges and law enforcement agencies within the territory.
- Identify decision makers and decision-making units within agencies and ranges - training staff, range masters, procurement, and command leadership - and build multi-threaded relationships.
- Position Action Target products - Targets, backers, range supplies, etc against competing suppliers.
- Navigate agency and range purchasing processes, including quotes, bids, cooperative contracts, and budget-cycle timing.
- Manage and grow distributor and reseller relationships in the territory to reach military, commercial, and consumer segments.
- Train and enable partner sales teams on Action Target products, positioning, and ordering processes.
- Coordinate account coverage with channel partners to expand territory reach while avoiding channel conflict and protecting partner pricing.
- Monitor partner performance, reorder patterns, and product mix to identify growth opportunities.
- Win new business from ranges, agencies, and partners currently purchasing from competitors.
- Re-engagedormant accounts through structured outreach that presents current products and capabilities.
- Expand share of wallet within existing accounts by introducing additional product categories and increasing purchase frequency.
- Apply approved pricing andincentive programsto convert opportunities while maintaining company margin requirements.
- Understand total delivered cost and competitive dynamics before offering price-based incentives.
- Document all discounts and incentives with clear justification and elevate exceptions for Director-level approval.
- Serve as the primary point of contact for customers in the territory, managing quoting, ordering, and follow-through.
- Accurately enter and manage customer orders and opportunity data within internal ERP and CRM systems.
- Resolve customer concerns, complaints, and service issues with urgency, professionalism, and accountability.
- Track and report territory performance including revenue growth, margin, new account acquisition, reactivations, and pipeline health.
- Provide accurate forecasts and activity reporting to the Director of Business Operations.
- Monitor competitor activity, pricing trends, and customer feedback, and recommend adjustments to territory strategy.
- Territory revenue and gross margin growth versus plan
- New accounts opened and inactive accounts reactivated
- Pipeline coverage and conversion rate from prospect to first order
- Revenue growth through distributor and reseller partners
- Product category penetration and average order value within existing accounts
- 3+ years of account sales experience with direct responsibility for revenue results, quota attainment, or territory growth.
- Demonstrated ability to run a full sales cycle, including prospecting, discovery, proposal, negotiation, and closing.
- Proven track record of asking for and winning new business, not only servicing existing accounts.
- Strong pipeline discipline and comfort working in a performance-driven environment with annual territory accountability.
- Excellent verbal, written, and phone-based communication skills with credible presence in front of operational and command-level buyers.
- Ability to manage a portfolio of accounts with organization, prioritization, and consistent following-through.
- Proficiency with CRM and/or ERP tools for quoting, order entry, and pipeline management.
- Ability to travel approximately 10% and maintain a valid driver’s license.
- Previous law enforcement experience is preferred, including familiarity with agency training operations, range operations, and public-sector purchasing cycles.
- Experience selling into commercial ranges, law enforcement agencies, or military organizations.
- Experience managing distributor or reseller channel relationships, including partner enablement and channel conflict management.
- Experience with consultative or solution-based selling and negotiating with procurement teams.
- Working knowledge of firearms, range operations, and the shooting sports industry.
- Bachelor’s degree or equivalent professional experience.
'/%3e%3cpath%20d='M101.744%2012.4726L102.894%2016.1947L99.0021%2013.2201L101.744%2012.4726ZM105.3%208.40937H100.488L99.0026%203.59473L97.5116%208.41047L92.7%208.40385L96.5965%2011.3834L95.1055%2016.1942L99.0021%2013.2196L101.408%2011.3834L105.3%208.40992V8.40937Z'%20fill='white'/%3e%3cdefs%3e%3clinearGradient%20id='paint0_linear_5593_1381'%20x1='90'%20y1='9.44471'%20x2='99'%20y2='9.44471'%20gradientUnits='userSpaceOnUse'%3e%3cstop%20stop-color='%2300AD70'/%3e%3cstop%20offset='0.998594'%20stop-color='%2300B67A'/%3e%3cstop%20offset='1'%20stop-color='%23DCDCE6'/%3e%3c/linearGradient%3e%3c/defs%3e%3c/svg%3e){kind=small}
