Territory Account Manager - IND MW

The Role

The Territory Account Manager is responsible for managing and growing a defined portfolio of non-key accounts across assigned territories, industries, or product lines. This role focuses on driving revenue growth through proactive prospecting, relationship building, and execution of regional sales strategies. The Territory Account Manager works closely with internal teams and channel partners to deliver exceptional customer experiences and identify opportunities for expansion.

Key Responsibilities

Account Management & Growth

• Manage and grow a portfolio of non-key accounts within assigned territory.

• Identify new business development opportunities for instruments, consumables, and service programs.

• Qualify and develop accounts with potential to transition into Key Account or strategic segments.

• Understanding industry trends and competitor offerings.

• Identifying key decision-makers and influencers within target accounts.

• Tailoring value propositions to specific customer pain points.

Sales Execution

• Drive high-activity selling motions including prospecting, quoting, follow-up, and account planning.

• Execute pricing within established guardrails and ensure clean purchase orders.

• Support regional marketing campaigns and lead generation activities.

Customer Engagement

• Build strong relationships with customer contacts in quality, operations, procurement, and engineering.

• Understand customer needs and position Industrial Physics solutions effectively with support from product and applications 

  experts.

• Attending trade shows, conferences, and webinars.

• Leveraging LinkedIn and other platforms to engage prospects.

Operational Excellence

• Maintain accurate CRM data, forecasting, and territory planning.

• Collaborate with Customer Success Managers (CSMs) to manage small orders, renewals, and consumables.

• Escalate issues where needed to ensure quick resolution and positive customer experience.

Cross-Functional Collaboration

• Work closely with marketing, service, applications support, and channel partners to deliver customer outcomes.

• Provide input into regional sales strategy and customer segmentation.

Other duties as assigned.

Skills & Experience

• Sales Skills: Strong foundational sales skills including prospecting, qualification, needs-based selling, and closing.

• Account Management: Ability to manage a high volume of accounts and maintain territory discipline.

• Technical Aptitude: Comfortable learning measurement and testing instrument technologies and working in manufacturing or 

  QA/QC environments.

• Communication: Strong interpersonal and presentation skills; builds positive relationships with customer contacts at various 

  levels.

• Collaboration: Works effectively with internal teams and channel partners; willingness to learn and develop toward more complex 

  key account responsibilities.

• Experience: 5+ years in sales or customer-facing roles, ideally in industrial, technical, or manufacturing markets. Exposure to 

  instrumentation or capital equipment is beneficial but not required.

Key Performance Metrics

• Bookings growth within assigned accounts.

• New business development and pipeline generation.

• Account penetration across product lines and service offerings.

• CRM accuracy, forecasting reliability, and activity metrics.

• Customer satisfaction and retention across the account base.

• Successful development of accounts into potential Key Accounts.