Territory Manager

Job Description

Job Description

Company Classification :

Furniture Manufacturer

Position : Territory Manager

Offered By :

Open Plan Systems 4700 Deepwater Terminal Rd. Richmond, VA 23234

Company Description :

Open Plan Systems is a leading manufacturer of quality manufactured office products, but at a fraction of the cost of larger manufacturers. In addition, we are also a leading distributor of seating, storage and accessories. We are passionate about keeping our customers satisfied by providing them with unparalleled service, quality and savings. Open Plan Systems is located in Richmond, Virginia; established in 2001. Our showroom, and administration building cover 400,000 square feet and our manufacturing center covers 10.8 acres' we continue to keep growing! Open Plan Systems ships its products nationwide, with a focus on the Eastern United States.

Job description :

We are seeking a highly motivated and results-driven Territory Manager to manage and grow our assigned geographical territory. Reporting directly to the Director of Sales, this role is critical for driving sales growth, maintaining strong dealer relationships, ensuring consistent brand messaging, and managing the entire sales cycle within the territory. The successful candidate will be a disciplined CRM user, an excellent communicator, and possess a proactive, process-oriented approach to sales.

Key Responsibilities :

• Achieve and Exceed Targets : Drive sales growth with a minimum target of 10% year-over-year increase within the assigned territory.
• Dealer Management : Serve as the primary point of contact for the existing dealer base, ensuring consistent messaging and actively promoting all company programs, brands, and products.
• Territory Expansion : Develop and execute strategies to expand market penetration by establishing new dealer representation in under-represented geographical areas.
• Forecasting & Reporting : Assemble and submit a comprehensive Monthly Forecast to the Director of Sales in a timely manner. Provide weekly potential booking opportunities to the Director of Sales every Monday morning.
• Pipeline Management :
• Develop and implement a clear follow-up process for all quotes ranging from $10,000 to $20,000 (net).
• Ensure timely follow-up on all large quotes ($20,000 net and above), collaborating directly with the Director of Sales.
• Contract Expertise : Achieve proficiency in marketing and utilizing state contracts (where applicable), as well as the company's TIPS and GSA programs to maximize sales opportunities.
• Performance Analysis : Work with the Director of Sales to regularly measure and analyze performance metrics by state, product line, program, and overall territory performance.

Travel and Collaboration :

Business Travel : Conduct 6 business travel days per month within the assigned territory, preferably structured as two trips per month, Tuesday through Thursday.

Cross-Functional Support :

Work with Customer Service, Design, and the Dealer network to provide project-specific assistance when necessary.

Collaborate with the Director of Sales on appropriate Contract Discounts for large-scale deals.

Marketing & Promotions :

Partner with the Marketing department on creating effective Dealer Presentations and other necessary sales collateral.

Assist Marketing in executing successful "call to action" email promotions and identifying potential end-user contacts to generate dealer business.

Training : Take ownership of all New Dealer Training to ensure our partners are fully equipped to represent our products and services.

Tasks :

Daily communication with clients and prospects via email, phone, or in-person meetings.

Follow up on quotations, samples, and ongoing orders.

Assist in drafting and reviewing sales agreements and contracts.

Analyze competitor activity and market trends to identify potential gaps or opportunities.

Organize and lead internal meetings to align sales strategies with production capacity and timelines.

Prepare weekly and monthly sales reports for review with the Sales Manager.

Support pricing strategy discussions with insights from the market and customer feedback.

Additional Requirements :

CRM Proficiency and Discipline

Hands-on Experience : Demonstrated hands-on proficiency with Customer Relationship Management (CRM) systems (HubSpot experience is a plus). Must be adept at entering, tracking, and managing sales leads, accounts, pipeline activities, and customer interactions.

Data Integrity : Proven commitment to maintaining excellent data hygiene, including timely and accurate record-keeping, activity logging, and consistently updating customer and deal stage information.

Process Orientation : Commitment to following established CRM processes and standards, ensuring data integrity for accurate forecasting and management reporting.

Analytical Skills : Ability to leverage CRM data to analyze trends, prioritize high-value opportunities, and drive effective sales strategies.

A minimum of [Insert Number, e.g., 3-5] years of experience in B2B sales, territory management, or a related field.

Exceptional communication, presentation, and negotiation skills.

Proven ability to work independently and manage a large geographical territory effectively.

Strong organizational skills with a disciplined approach to planning, forecasting, and follow-up.

Willingness and ability to travel up to 6 days per month.

Benefits :

HRA

Health Insurance

Dental Insurance

Vision Insurance

Flexible Spending Account

Paid time off

Life Insurance

Long Term Disability

Short Term Disability

401K Program

This posting was last updated on : October 28, 2025

OPS is an equal opportunity, M / F / V / D, and affirmative action employer and does not discriminate in recruitment, hiring, training, promotion or other employment practices based on race, creed, color, gender, religion, national origin, age, disability, veteran status, sexual orientation, or any other classification protected by applicable law.

Job Number : 04O-1028112825