Territory Sales Manager

Our Mission

As the world’s largest sheet music retailer, Pepper makes a difference in supporting music leaders in bringing music to their communities. Pepper primarily serves people who direct music programs in schools, churches, and community groups, and it’s our goal to thrill them with our service throughout their careers. This Territory Sales Manager role must provide value to our customers, matching the enormous passion directors have for bringing music to their communities.

Position Purpose

The Territory Sales Manager is a salaried sales role responsible for owning, developing, and growing an assigned U.S. K-12 territory. The role combines proactive selling, consultative account development, excellent customer care, and human-to-human relationship building. Territory Sales Managers protect and strengthen the business J.W. Pepper already has while continually looking for business we have not yet earned.

Primary Customer Focus

K-12 schools, school districts, music educators, fine arts leaders, and related education customers within an assigned territory. Additional customer segments may be assigned deliberately based on territory strategy and business need.

Core Responsibilities

• Territory Ownership & Growth - Own the sales performance of an assigned territory, identify areas of opportunity, and take proactive action to grow revenue and customer relationships.
• Meaningful Customer Contact - Maintain consistent, purposeful outreach through calls, email, virtual meetings, and in-person engagement.
• Human-to-Human Customer Relationships - Build trusted relationships with music educators, fine arts leaders, purchasing contacts, administrators, and other decision-makers.
• Consultative & Relationship-Based Selling - Understand customer needs and recommend solutions that create value rather than simply taking orders.
• Breadth of Offering & Account Expansion - Look beyond a customer’s current purchasing patterns to identify opportunities across J.W. Pepper’s broader offering, including music, accessories, equipment, furniture, and services.
• Customer & Market Intelligence - Learn the territory, identify changing customer needs, and surface opportunities such as reading sessions, state and festival programs, events, and other customer initiatives for appropriate internal follow-through.
• Strategic Account & Customer Ownership - Own the customer relationship and remain accountable for a strong customer experience from opportunity through follow-up.
• Quotes, Invoicing & Sales Follow-Through - Develop and manage quotes, support invoicing needs, and stay engaged in customer-facing order and issue resolution when it affects the relationship or sale.
• Salesforce & Pipeline Management - Maintain accurate customer, opportunity, activity, and pipeline information in Salesforce and use it to manage follow-up and territory priorities.
• Territory & Account Planning - Prioritize accounts, identify growth opportunities, develop outreach plans, and use available sales data to focus effort where it can have the greatest impact.
• Events & Field Engagement - Use conferences, customer visits, professional development opportunities, and other field activity to strengthen relationships and create sales opportunities.
• Cross-Functional Sales Collaboration - Identify customer needs and opportunities, make clear internal handoffs when execution belongs to another function, and remain connected to the customer and sales outcome.
• Performance Ownership - Take responsibility for sales objectives, activity expectations, opportunity development, customer retention, and overall territory performance.

Requirements

Core Responsibilities

• Territory Ownership & Growth - Own the sales performance of an assigned territory, identify areas of opportunity, and take proactive action to grow revenue and customer relationships.
• Meaningful Customer Contact - Maintain consistent, purposeful outreach through calls, email, virtual meetings, and in-person engagement.
• Human-to-Human Customer Relationships - Build trusted relationships with music educators, fine arts leaders, purchasing contacts, administrators, and other decision-makers.
• Consultative & Relationship-Based Selling - Understand customer needs and recommend solutions that create value rather than simply taking orders.
• Breadth of Offering & Account Expansion - Look beyond a customer’s current purchasing patterns to identify opportunities across J.W. Pepper’s broader offering, including music, accessories, equipment, furniture, and services.
• Customer & Market Intelligence - Learn the territory, identify changing customer needs, and surface opportunities such as reading sessions, state and festival programs, events, and other customer initiatives for appropriate internal follow-through.
• Strategic Account & Customer Ownership - Own the customer relationship and remain accountable for a strong customer experience from opportunity through follow-up.
• Quotes, Invoicing & Sales Follow-Through - Develop and manage quotes, support invoicing needs, and stay engaged in customer-facing order and issue resolution when it affects the relationship or sale.
• Salesforce & Pipeline Management - Maintain accurate customer, opportunity, activity, and pipeline information in Salesforce and use it to manage follow-up and territory priorities.
• Territory & Account Planning - Prioritize accounts, identify growth opportunities, develop outreach plans, and use available sales data to focus effort where it can have the greatest impact.
• Events & Field Engagement - Use conferences, customer visits, professional development opportunities, and other field activity to strengthen relationships and create sales opportunities.
• Cross-Functional Sales Collaboration - Identify customer needs and opportunities, make clear internal handoffs when execution belongs to another function, and remain connected to the customer and sales outcome.
• Performance Ownership - Take responsibility for sales objectives, activity expectations, opportunity development, customer retention, and overall territory performance.

** Role is flexible to being either in-house or remote due to location.

Performance Expectations and Requirements

Performance will be evaluated through a combination of territory and revenue growth, meaningful customer engagement, proactive business development, opportunity creation and progression, customer retention, expansion of customer purchasing across J.W. Pepper’s offerings, pipeline and CRM discipline, follow-through, and achievement of established sales objectives.

Specific activity expectations and targets may change as tools, customer behavior, territory needs, and sales strategy evolve. The expectation that Territory Sales Managers consistently create meaningful customer contact, develop opportunities, expand customer relationships, and own territory performance will remain.