Territory Manager – North Bay, CA

At Makita USA, we believe our employees are the driving force behind our success. That’s why we offer a competitive and comprehensive benefits package to support your health, financial well-being, and professional growth. When you join Makita, you become part of a dynamic, innovative, and team-oriented culture that values hard work and dedication.

Makita is a worldwide leader in the professional power tool industry. Over the past 100 years, we have built a reputation for using the finest raw materials, the most advanced manufacturing equipment, and the most rigorous quality testing in the industry.

Job Summary: The Territory Sales Manager is responsible for owning and growing revenue within the assigned geographic territory. This role serves as the primary business leader for the territory, driving sales growth, market share, and profitable expansion through disciplined planning, strong customer relationships, and consistent field execution. Success in this role is measured by sustainable growth, execution consistency, and strong relationship development across the territory.

Essential Job Duties and Responsibilities:

• Deliver annual revenue, market share, and profitability targets within the assigned territory.
• Execute company initiatives, promotions, and product launches with measurable in-market follow-through.
• Maintain a strong opportunity pipeline and actively manage accounts through the full sales cycle.
• Ensure consistent call frequency aligned with territory segmentation and growth priorities.
• Monitor competitive activity and respond with effective positioning.
• Provide accurate forecasting and maintain CRM integrity.

Territory Strategy & Planning:

• Develop and execute an annual territory business plan aligned to district and regional objectives.
• Analyze sales data, market trends, and competitive activity to identify growth opportunities.
• Prioritize accounts and allocate time based on revenue potential and strategic value.
• Maintain accurate forecasting and pipeline visibility.

Account Development:

• Grow existing accounts through relationship expansion, product penetration, and end-user pull-through.
• Identify, prospect, and convert new distribution and end-user opportunities.
• Conduct joint business planning sessions with key accounts.
• Execute promotional programs with disciplined in-store and field follow-through.

End User Engagement:

• Drive demand creation through jobsite visits, product demonstrations, and training events.
• Partner with distributor sales teams to build advocacy and product knowledge.
• Support large project opportunities through specification selling and application expertise.

Cross-Functional Collaboration:

• Partner with DSM on territory alignment and execution coaching.
• Coordinate with service, marketing, and operations to deliver exceptional customer experience.
• Support regional initiatives, contests, and product launches.

Skills Required:

• Strong communication and presentation skills.
• Ability to influence across customer types.
• Territory planning and organizational discipline.
• Analytical thinking and business acumen.
• Ability to conduct product demonstrations and training.
• Relationship-building across distributors and end users.
• Initiative and self-motivation in a field-based role.
• Comfort navigating industrial and construction environments.

Work Environment:

This position operates in a highly mobile, field-based sales environment, working primarily from a home office. The TM spends most of their time traveling within their assigned geographic territory. Daily activities regularly include in-person meetings, jobsite visits, product demonstrations, and ride-alongs with distributor partners.

Travel:

This role requires regular travel within the assigned territory, primarily involving local and regional driving to customer locations, distributor facilities, and jobsites.

Physical Requirements:

Ability to lift, carry, push, and pull equipment and products weighing up to approximately 50-75 pounds. Ability to safely operate and demonstrate power tools. Ability to transport tools, displays, and merchandising materials into and out of vehicles, customer facilities, and jobsites environments.

Education and/or Experience Desired:

• Bachelor’s degree or equivalent experience preferred.
• 3–7 years of field sales experience (industrial, construction, or durable goods preferred).
• Proven track record of quota attainment.
• Strong territory planning and account development skills.
• Proficiency with CRM systems and Microsoft Office.

Our Benefits Include:

• Medical, Dental, and Vision insurance options after 30 days of employment.
• Flexible spending accounts (FSA) & Health Savings Accounts (HSA).
• Employee assistance program (EAP) for mental health and well-being.
• Paid subscription to Headspace and 5 other members of your choice.
• Competitive pay & performance-based incentives.
• 401(k) retirement plan with company match.
• Paid time off (vacation, sick leave, and 13 paid holidays).
• Employee discounts on Makita tools and accessories.
• Training programs and tuition reimbursement.

Join Makita USA and power up your career with a company that values innovation, teamwork, and excellence!