VP Territory Sales (e.g. Country/Cluster)

Role summary

Responsible for implementing the sales strategy and plans for the company's entire portfolio of offerings or for a key product of significant importance within an assigned, large, multi-state country or cluster of key markets within a region. Determines staffing needs and selects, recruits, manages, and evaluates a staff of District / Territory Managers and their subordinate staff of sales professionals and sales support staff. May directly call on and service a portfolio of large strategically important clients or may operate more indirectly by providing guidance and advice to the sales team in handling these accounts. May be involved in the final negotiation stages of a sales process, typically interacting with senior customer executives, and may serve as a point of escalation and authority on pricing, terms of trade, policy or other issues necessary to secure the business orders. Travels frequently within the region, monitoring sales performance and taking a variety of corrective actions where necessary to ensure that regional revenues, margin, growth and service goals and objectives are met or exceeded. Also attends meetings with peer regional managers and central sales executives to ensure a coordinated approach to the marketplace and to leverage successes nationally. Ensures that regional staff are made aware of national developments through regularly scheduled group meetings, conference calls or webcasts. Typically requires a degree and sales management experience.

Job summary sourced from the Empsight benchmark job library.