• Job Description

  Req#: 1006922375
  Description
  
  Position Overview
  
  We are seeking an experienced, strategically minded Territory Manager to lead sales growth, market penetration, and infrastructure development across New Jersey.
  
  This individual will oversee a mature but underpenetrated territory with significant growth potential, particularly as the company continues expanding its service, SCBA, turnout gear, and major-account presence throughout the Northeast. The territory includes existing outside sales representatives requiring mentorship, performance improvement, and strategic direction, as well as established high-performing reps capable of accelerating growth in priority markets.
  
  The ideal candidate will bring deep knowledge of the regional fire service landscape-including procurement structures, union relationships, competitive dynamics, and service expectations-along with demonstrated success building territory structure, recruiting sales talent, and increasing wallet share within existing markets.
  
  This role will also play a key part in supporting the company's continued expansion into Eastern New York and New England and strengthening operational readiness in the growing New York/New Jersey metropolitan market.
  
  This job is remote. The successful candidate must reside in the territory.
  
  Territory Coverage
  
  Primary states and regions include:
  
  • New Jersey
  
  
  Key Responsibilities
  
  Strategic Market Penetration & Growth
  
  • Develop and execute a territory growth strategy focused on increasing market share, expanding wallet share within existing departments, and strengthening competitive positioning across the region.
  • Identify underrepresented counties, departments, and service gaps and develop plans to improve territorial coverage and customer engagement.
  • Partner with leadership and HR to recruit, onboard, and develop additional outside sales representation in key markets.
  • Support strategic expansion efforts into Eastern New York and New England as the company's regional footprint continues to grow.
  
  
  Sales Team Leadership & Development
  
  • Mentor, coach, and develop outside sales representatives across the territory, improving accountability, territory management discipline, and sales execution.
  • Assist underperforming reps in developing actionable territory plans, improving customer engagement, and increasing product line penetration.
  • Support high-performing reps through strategic account planning, major opportunity coordination, and vendor alignment.
  • Foster a collaborative regional sales culture focused on accountability, teamwork, customer service, and profitable growth.
  
  
  Service & Infrastructure Alignment
  
  • Work closely with company leadership and service management to ensure the territory's sales growth aligns with long-term service capacity and operational readiness.
  • Identify infrastructure opportunities that support regional growth, including service support, regional inventory positioning, demo equipment needs, and customer support capabilities.
  • Help strengthen the company's support structure throughout the New York/New Jersey metropolitan market as demand for SCBA and service support continues to grow.
  
  
  Customer & Stakeholder Engagement
  
  • Build and maintain relationships with fire chiefs, union leadership, procurement officials, training officers, and municipal decision-makers throughout the territory.
  • Support field reps in navigating complex specifications, cooperative purchasing vehicles, and competitive procurement environments.
  • Participate directly in major account opportunities, high-level presentations, contract discussions, and strategic customer meetings.
  
  
  Product & Industry Expertise
  
  • Maintain expert-level knowledge of MSA SCBA systems, Globe turnout gear, thermal imaging, service programs, and the company's broader firefighting product portfolio.
  • Serve as a subject matter expert and strategic resource for field reps and internal stakeholders.
  • Coordinate closely with vendor partners to support product launches, demonstrations, evaluations, and strategic initiatives.
  
  
  Sales Execution & Performance Management
  
  • Monitor territory performance against sales and profitability goals.
  • Analyze sales data, customer trends, and market penetration metrics to identify growth opportunities and operational challenges.
  • Ensure field reps are effectively utilizing CRM tools, contract resources, pricing structures, and company systems.
  • Assist with RFQs, bids, cooperative contract opportunities, and large-scale account pursuits within the territory.
  
  
  Market Representation & Regional Leadership
  
  • Represent the company at trade shows, regional conferences, vendor events, and industry meetings.
  • Participate in periodic travel to HQ and vendor partner locations as needed.
  • Provide leadership and support on strategic regional initiatives extending beyond the immediate territory.
  
  
  Requirements
  
  Qualifications
  
  
  • 10+ years of outside sales, territory management, or regional leadership experience within the fire service, public safety, PPE, or related industries.
  • Deep knowledge of New Jersey fire service market
  • Strong understanding of municipal procurement, cooperative purchasing contracts, union dynamics, and competitive sales environments.
  • Demonstrated ability to mentor and develop sales personnel while driving territory growth and accountability.
  • Excellent communication, leadership, and strategic planning skills.
  • Ability to travel regularly throughout the territory and broader Northeast region as needed.

• About the company

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