Territory Manager

Remote - in or near, Allentown, PA & Los Angeles, CA

Purpose of Role

The purpose of this role will be prospecting new and growing existing accounts using a consultative selling approach to deliver added value based on our portfolio of Delivery Solutions products and services. The Territory Manager (TM) is the direct point of contact with the customer and in charge of ensuring the customer’s needs and expectations are met. The TM will be subject matter experts on Delivery Solutions products and services and guide their customers through the validation process efficiently and satisfactorily.

Key Areas of AccountabilityCustomer Relationship Management & Sales Execution

• Build strong customer relationships by understanding customer needs and aligning them with Rehrig Pacific solutions.
• Present, promote, and sell products and solutions using a consultative sales approach to both existing and prospective customers.
• Perform Return on Investment (ROI) analyses for current and potential customers.
• Serve as the primary contact for SMB accounts, securing long-term commitments and revenue growth.
• Conduct outreach to new prospects through cold calling and other lead-generation activities.
• Lead customer negotiations and support pricing strategy development.
• Resolve customer issues promptly to ensure maximum satisfaction.
• Utilize sales tools—including Salesforce, Gong, and LinkedIn—to effectively manage the territory and sales pipeline.
• Drive new business opportunities across the Rehrig portfolio, with a focus on QTEK pallet solutions.
• Achieve assigned sales targets and key performance outcomes within the territory.
• Analyze market potential, track results, and monitor territory status.
• Communicate and quantify the financial value of Rehrig Pacific products and services.
• Differentiate Rehrig Pacific solutions by monetizing and translating their value for customers.

Cross-Functional Collaboration

• Partner with the Director of Sales and cross-functional teams to meet broader sales objectives.
• Provide regular reporting on customer needs, issues, competitive activity, and opportunities for new products or services.
• Build and maintain strong relationships with key decision makers and influencers at all organizational levels.
• Develop and deliver compelling presentations tailored to customer challenges and aligned to solution value.
• Collaborate with Directors, Solution Specialists, and National Account Managers to grow new and existing SMB accounts.
• Work with Accounts Receivable to optimize receivables and mitigate risk of bad debt.
• Utilize the Account Services team to deliver product information, pricing, references, and other materials to customers.
• Coordinate with SDRs to secure high-quality appointments with new prospects.
• Submit sales activity, forecasts, and update reports as required by the Sales Manager.

Industry Knowledge & Professional Development

• Participate in trade shows and maintain an active presence in industry associations within the territory.
• Stay current on products, industry trends, and technical knowledge; share market and competitor insights with internal stakeholders.
• Understand and communicate Rehrig Pacific’s unique solutions using the company’s sales model to maximize customer value.
• Develop familiarity with the New Product Development (NPD) process.
• Attend required training sessions, including Value Engineering (VE) and other professional development programs.

Knowledge, Skills & Experience

• Bachelor’s degree required.
• 2–3 years of B2B field sales experience required; 3+ years preferred.
• Experience with CRM systems; Salesforce experience strongly preferred.
• Background in consultative selling, retail, manufacturing, supply chain, or B2B environments preferred.
• Strong verbal and written communication skills, including experience delivering formal presentations.
• Proficiency in Microsoft Office and Salesforce.
• Ability to travel at least 25% of the time, including overnight stays via car or air travel.

Why Rehrig Pacific? Rehrig Pacific is a leading manufacturer of integrated sustainable solutions for the supply chain and environmental waste industries with a diverse customer list of industry leaders. We provide end-to-end solutions including returnable plastic products, delivery lifts and sleds, technology to track those assets, and a service team to ensure their longevity. Our team is dedicated to the values, mission, and unique culture within our organization that celebrates our people. We believe in fostering an environment where employees can be their authentic selves and know that they are viewed as integral members of the Rehrig Pacific Family.