Territory Sales Manager

The Territory Sales Manager is responsible for developing and growing an assigned geographic territory and customer base through strategic business development, account management, and sales execution. This position serves as the primary commercial owner for the territory and is accountable for identifying new business opportunities, expanding existing customer relationships, developing strategic accounts, and achieving assigned revenue and profitability objectives. The Territory Sales Manager is expected to independently navigate the sales process for both transactional and complex, multi-service opportunities. The role works closely with Inside Sales Representatives and Key Account Managers to develop leads, qualify opportunities, coordinate customer engagement, manage follow-up activities, and maximize the overall productivity of the territory.

Success in this role is measured by territory revenue growth, profitability, new customer acquisition, customer retention and expansion, pipeline development, forecast accuracy, and effective collaboration with Inside Sales and operational teams.

MAJOR RESPONSIBILITIES/ACTIVITIES:

• Develop and execute an annual territory sales plan designed to achieve revenue, profitability, customer acquisition, and growth objectives.
• Own the overall sales performance and commercial development of the assigned territory.
• Develop and maintain a strong understanding of Mistras' OneSource Solution portfolio, with a particular focus on NDT services and related inspection, testing, and asset integrity solutions.
• Develop relationships with key decision-makers, influencers, procurement organizations, engineering teams, maintenance leaders, and other customer stakeholders.
• Develop strategic account plans for high-value and high-potential customers within the assigned territory.
• Expand existing customer relationships by identifying cross-selling, upselling, and additional service opportunities.
• Partner closely with Inside Sales Representatives to establish lead-generation strategies, qualify opportunities, coordinate customer outreach, and ensure timely follow-up.
• Develop customer-specific value propositions and commercial strategies based on customer needs, operational requirements, competitive conditions, and Mistras capabilities.
• Lead customer meetings, presentations, site visits, proposal discussions, negotiations, and other activities associated with significant sales opportunities.
• Develop and present proposals, pricing strategies, and commercial solutions within established company guidelines and delegated authority.
• Coordinate with operations, estimating, technical resources, and leadership to develop solutions and proposals that appropriately address customer requirements.
• Negotiate commercial terms and close business while maintaining appropriate pricing, profitability, and contractual discipline.
• Regularly assess territory performance, market conditions, competitive activity, customer trends, and whitespace opportunities to identify areas for growth.
• Identify target industries, accounts, and geographic markets that represent the greatest potential for revenue growth.
• Maintain strong relationships with existing customers and proactively identify opportunities to improve customer satisfaction and increase share of wallet.
• Monitor customer activity and market conditions to anticipate future demand and proactively position Mistras for upcoming opportunities.
• Maintain accurate sales forecasts and provide regular updates regarding pipeline health, expected bookings, major opportunities, risks, and territory performance.
• Use CRM tools to document customer interactions, opportunity status, sales activities, account plans, and forecasts.
• Maintain current knowledge of industry trends, competitive offerings, regulatory developments, and customer business conditions.
• Participate fully in training sessions, meetings, skill-building, and professional development classes.
• Perform other duties as assigned.

DESIRED COMPETENCIES:

• Business development and prospecting
• Commercial and financial acumen
• Strong negotiation and closing skills
• Customer relationship management
• Pipeline and forecast management
• Market analysis and territory development
• Ability to manage complex sales opportunities
• Ability to influence internal and external stakeholders

MINIMUM REQUIREMENTS:

• High school diploma, Undergraduate degree preferred
• Industry specific and/or NDT experience a plus.
• Experience in Sales and Marketing
• Valid Driver’s License
• Travel between 50-60% to customer sites/trade shows when the business need is required
• Microsoft Office suite (Word, PowerPoint, Excel etc.)
• CRM proficiency preferred
• Exceptional communication skills.
• Able to work in fast-paced, self-directed environment.

ESSENTIAL PHYSICAL FUNCTIONS:

• Frequent lifting up to 30 lbs.
• This job description reflects management's assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned.