Amwear USA Group is seeking a highly motivated and autonomous Territory Sales & Business Development Manager to take full ownership of a multi-state territory. This critical hybrid role is based directly out of our Corona, CA corporate office but requires approximately two weeks of overnight travel per month to the assigned sales region.
The successful candidate will be responsible for a balanced, three-pronged approach to significantly expanding revenue: deepening sales within existing dealer accounts, aggressively hunting and converting new dealers and other business opportunities, and strategically influencing end-users/agencies to specify our products (demand creation). This is an entrepreneurial position demanding sharp data analysis, strategic planning, extensive travel, and measurable results.
Own the Territory: Working closely with the Sales Director, develop, manage, and achieve ambitious sales volume and gross margin targets across the entire assigned multi-state territory.
Relationship Selling: Maintain strong, multi-tiered relationships at both the end-user/agency level as well as the dealer/distributor network level.
Market Analysis: Become the internal expert on the assigned region, tracking competitor activities and localized market trends to build an actionable plan to capture market share.
Logistics & Planning: Maximize efficiency by strategically planning travel routes and customer/end-user visits to maximize face-to-face time while minimizing travel expenses.
Hunting (Adding New Customers): Aggressively prospect, identify, and secure new, high-potential dealer customers within the designated territory. This involves proactive cold-calling, lead generation, strategic networking, research, and conducting initial on-site meetings to establish profitable, long-term business relationships. Develop and execute a clear plan to systematically identify, target, and convert companies we do not currently serve.
Farming (Growth Via Existing Customers): Identify and consult with existing customers to uncover deeper needs, introduce new product lines, and drive significant account penetration and expansion.
Seeding (Creating Demand): Proactively cultivate relationships with key end-user agencies (e.g., Police, Fire, EMS, Transit, etc.) within the territory to drive product specification. Work to secure formal or informal mandates for the use of our uniforms and other products/accessories so that end-users actively demand our brands through their local dealers.
Strategizing (Maximize Sales via Data and Analysis): Conduct deep analytical reviews of existing customer purchasing patterns and territory trends to identify product gaps and opportunities. Develop and execute targeted sales strategies to introduce, position, and close business for missing products/product lines, driving maximum account penetration and market share.
Experience: Minimum of 2–5 years of progressive, full-cycle business-to-business (B2B) sales experience, demonstrating success in a role requiring consistent overnight travel and outside business development.
Disposition: Must be a highly organized self-starter with excellent communication skills. The successful candidate will possess an entrepreneurial "hunter" mentality combined with the ability to manage a large territory autonomously from our corporate base.
Communication: Since communication is key, the successful Territory Manager must possess excellent communication skills both internally and externally.
Education: High School Diploma or equivalent required.
Tech Proficiency: High proficiency with Microsoft Office Suite and Google Workspace. CRM experience preferred. NetSuite experience preferred, but will train.
Communication:
Driver’s License: Must possess a valid driver’s license and maintain a clean driving record for extended business travel where vehicle rentals will be necessary.
Salary & Commission: Competitive base salary commensurate with experience, plus a commission structure based directly on regional sales growth.
Benefits: Group medical and dental plans are available; Paid Time Off (PTO).
Expense Management: Company credit card provided for all approved overnight travel and corporate business expenses.