Territory Sales Manager

I-Pro Martin is seeking a driven Territory Sales Manager to own and grow a commercial-market account base — commercial electrical contractors and the distributors that serve them — across the assigned territory. This role manages an established, multi-million dollar book of business spanning our full line of represented manufacturers, with responsibility for both retention and growth across the portfolio. Wire & cable and commodity products carry particular emphasis, and the right candidate will be equally comfortable specifying, quoting, and closing across the balance of the line card.

The ideal candidate demonstrates the ability to navigate dynamic, multi-party customer situations involving end users, distributors, electrical contractors, consulting engineers, and manufacturing partners. Much of this work happens inside a multi-layered commercial channel — manufacturer to distributor to contractor — where pricing, project registration, and stakeholder alignment must all be managed at once. You will coordinate competing interests, align stakeholder communications, and develop creative solutions that advance business objectives for all parties involved. We are looking for someone who approaches their territory with an owner's mentality — taking initiative, identifying opportunities, and driving growth without being managed to it.

Strong communication skills and a customer-service attitude are essential. As a Territory Sales Manager, you will create and apply effective sales strategies to promote our products and services to the electrical distribution channel and end customer market, driving sustainable financial growth through increased sales, stronger client relationships, elevated brand awareness, and consistent generation of new opportunities.

Key Performance Measures

Success will be measured by:

• New customer acquisition and territory penetration
• Retention and growth of the existing book of business
• Wire & cable / commodity sales growth against targeted focus segments and accounts
• Balanced growth across the full line card, including specification and project wins outside the commodity categories
• Customer retention and brand-preference scores
• Upsell and cross-sell performance across represented lines
• Customer satisfaction and stakeholder relationship quality
• Pipeline development and project specification wins
• Contribution to team and overall I-Pro Martin business results

Key Responsibilities Territory Management

• Manage the assigned territory as an owner — plan, prioritize, and execute on a defined call pattern with overnight travel as required
• Assume ownership of an existing book of business — protect current volume and relationships while executing a defined growth plan across the full line card, with targeted focus on wire & cable and commodity segments
• Sell, market, promote, and demonstrate products across all represented principals to grow sales with both new and existing customers
• Arrange and conduct strategic planning meetings with assigned electrical distributors within the territory
• Coordinate territory visits with principals throughout the year and lead joint field work

Wire & Cable / Commodities

• Negotiate wire and cable contracts and commodity pricing, applying a working understanding of metal exchange markets (copper and aluminum) to time strategy, protect margin, and close deals
• Work closely with the commodities team and Commodity Sales Coordinator internally to generate BOMs and quotes to secure orders
• Own commodity project pursuits from takeoff through award and release, coordinating pricing, lead time, and delivery schedules across distribution and the contractor
• Package commodity opportunities with the broader line card — connectors, fittings, enclosures, grounding, and supports — so projects and BOMs are quoted as complete solutions rather than single-category buys
• Leverage wire & cable opportunities to develop comprehensive project solutions, expand project participation, and create additional value for contractors and distribution partners
• Track metals movement and translate pricing volatility into customer buy timing, contract strategy, and margin protection

Stakeholder Management

• Navigate and coordinate multi-party customer situations involving distributors, end users, contractors, consulting engineers, and manufacturing partners
• Manage the manufacturer-to-distributor-to-contractor chain, including project registration, price protection, and competing distributor interests on the same opportunity
• Analyze customer requirements and develop comprehensive solutions that address multiple stakeholder needs simultaneously
• Facilitate communication between parties to ensure alignment and project success
• Resolve conflicts and competing priorities while maintaining positive, durable relationships

Prospecting & Business Development

• Develop strategic contractor relationships to identify projects early, influence product selection, create demand for represented manufacturers, and coordinate opportunities through distribution from identification through award
• Proactively identify, qualify, and pursue new business opportunities, projects, and accounts
• Execute cold calling, warm outreach, and referral-based prospecting to build pipeline
• Research industries, companies, and decision-makers to focus time on high-value targets
• Partner with sales leadership to plan, prepare, and execute strategic deals in complex sales cycles
• Collect and document competitive intelligence; provide structured feedback to principals on product, pricing, and market trends

Sales & Customer Development

• Manage CRM and actively use company sales-enablement tools to organize sales activity and opportunity management
• Preserve customer loyalty and brand preference through disciplined relationship management
• Advance upselling and cross-selling opportunities across the line card as they are identified
• Develop growth strategies focused on both financial gain and customer satisfaction
• Build long-term relationships with new and existing customers across multiple organizational levels

Technical & Product Expertise

• Create and deliver compelling presentations and product demonstrations that clearly communicate value propositions
• Thoroughly understand the full portfolio of represented products and applications
• Provide product and application training for distributor counter staff, outside sales, end users, and engineering firms
• Support solution selling into prospect and existing account bases
• Stay current on new products, codes, standards, and competitive offerings

Customer Support & Relationship Management

• Provide trustworthy feedback and comprehensive after-sales support
• Resolve issues and handle complaints quickly, decisively, and professionally
• Gather feedback and surface ways to increase customer engagement and satisfaction
• Identify client needs and recommend appropriate products and services
• Process product quotations with continuous follow-up throughout the customer's purchasing cycle

Marketing & Events

• Assist in organizing and executing marketing events, principal trade days, and distributor events
• Collaborate with marketing to coordinate brand awareness and demand-generation efforts
• Participate in trade shows as a company spokesperson
• Qualify marketing-generated leads into sales opportunities

Reporting & Analysis

• Gather and report on company performance, competitors, pricing, products, and market trends
• Provide accurate sales forecasts and activity reports to leadership and principals
• Support the development of new markets through market intelligence and analysis

Key Competencies Core Competencies

• Absolute determination and ambition to succeed in sales
• Strong analytical thinking and problem-solving in complex, multi-stakeholder situations
• Ability to synthesize information from multiple sources into comprehensive solutions
• Exceptional negotiation and persuasion ability
• Capability to work independently and collaboratively within a team
• Outstanding relationship-building and rapport development

Communication & Presentation

• Clear, persuasive verbal communication in meetings, on calls, and in the field
• Strong active listening with the ability to diagnose real customer needs
• Ability to tailor messaging to different decision-makers — executives, buyers, engineers, tradespeople
• Confident, polished product and service demonstrations
• Exceptional written communication, including proposals and follow-ups

Consultative Selling & Negotiation

• Diagnose customer pain points and align solutions from the represented portfolio
• Position value rather than features or price alone
• Handle objections confidently and professionally
• Negotiate pricing, terms, and commitments to close deals while protecting margin

Problem-Solving & Adaptability

• Adjust approach based on customer behavior, objections, or market signal
• Navigate unexpected issues in the field and own the resolution
• Tailor solutions when standard offerings don't fully fit the opportunity
• Remain resilient and constructive after rejection or lost deals

Professionalism & Integrity

• Represent I-Pro Martin and our principals with credibility and positive presence in the field
• Practice ethical selling and transparent communication with customers and partners
• Demonstrate accountability for commitments and results
• Strong follow-through and responsiveness — do what you said you would do, when you said you would do it

CRM & Sales Technology Proficiency

• Use CRM systems to manage pipeline, contacts, and opportunities with discipline
• Accurate forecasting and reporting
• Leverage sales tools for scheduling, routing, and activity analytics
• Data-driven decision-making based on sales performance metrics and KPIs

Industry, Product & Market Knowledge

• Deep understanding of represented product categories and their end-use applications
• Familiarity with the electrical distribution channel and competitive landscape
• Ability to articulate ROI and business impact to end users and specifying engineers
• Ongoing awareness of market trends, codes, and customer challenges
• Good understanding of commercial market dynamics involving multi-layered sales from manufacturer to distributor to contractor
• Working knowledge of wire & cable construction and application, plus commodity pricing mechanics including metal exchange indexing

Qualifications Required

• 5+ years of outside sales experience in the electrical, industrial, construction, or closely related industry
• Strong technical aptitude and the ability to learn, retain, and communicate product specifications across multiple principals
• Excellent interpersonal, communication, and presentation skills
• Proven ability to forge strong, long-lasting relationships with senior executives across multiple organizations
• Highly organized with strong time management and territory planning skills
• Self-starter capable of working independently and managing multiple priorities
• Proficiency in CRM systems, Microsoft Office, and mobile sales tools
• Valid driver's license with the ability to travel extensively within the assigned territory, including overnight travel
• Strong commercial market experience and background, with emphasis on wire & cable / commodities sales
• Strong comfort working with commercial contractors at the estimating, project management, and ownership levels
• Ability to negotiate wire contracts and commodity pricing, with a good understanding of metal exchange markets to maximize strategies and close deals
• Confident running a multi-million dollar book of business and coordinating internally and externally to execute sales plans in a multi-party environment
• Demonstrated record of growing an inherited book of business, not simply maintaining it

Preferred

• Bachelor's degree in business, marketing, engineering, or a related field (equivalent industry experience with a strong sales track record will be given serious consideration)
• Experience working for a manufacturers' representative agency, electrical distributor, or OEM
• Established relationships with electrical distributors, contractors, and specifying engineers in the territory
• Knowledge of product lines in electrical distribution (e.g., wire & cable, enclosures, transformers, lighting, wiring devices, industrial controls, grounding & connectors)
• Experience with Salesforce.com or comparable enterprise CRM platforms
• Comfort working with modern AI tools to streamline daily workflows and build efficiencies; willingness to actively help shape internal AI systems and models to support the future needs of the broader business.
• Established relationships with commercial electrical contractors and wire & cable distribution within the territory
• Prior experience with wire & cable bid and contract pricing, mill-direct programs, reel management, or commodity buy-outs

Work Environment

• Approximately 50% face-to-face client interaction in the field
• Approximately 50% office / home-office based work — follow-ups, CRM discipline, meeting preparation, and quoting
• Regular participation in training, trade shows, principal events, and sales meetings
• Occasional post-sale product demonstrations and jobsite support as needed

Personal Attributes

• Self-motivated and results-driven
• Well-organized with strong attention to detail
• Excellent time management and planning skills
• Natural leadership and teamwork orientation
• Adaptability and resilience in dynamic business environments
• Entrepreneurial mindset — thinks and acts like a business owner within the assigned territory, taking initiative to identify opportunities, solve problems creatively, and drive growth

Why Join I-Pro Martin

I-Pro Martin is a leading manufacturers' representative agency serving the Rocky Mountain region, representing best-in-class electrical and industrial product lines to distributors, contractors, engineering firms, and end users. We combine deep industry relationships with a modern, technology-forward approach to sales execution.

• Competitive base compensation with performance-based incentives
• Vehicle allowance or mileage reimbursement
• Business expense reimbursement
• Comprehensive benefits package including medical, dental, vision, and 401(k)
• Ongoing manufacturer and product training, professional development, and clear paths for advancement
• Access to a proprietary CRM and business intelligence platform built specifically for our business — giving our reps a real data and workflow advantage in the field
• Supportive, team-oriented culture within a growing, relationship-driven agency and respected industry leader