Territory Sales Manager

• Territory Sales Manager
• Business Development
• Telecommunications

Senior Territory Sales Manager - Telecom Division
Calgary, AB
Competitive Base Salary (75-80K) + uncapped commission (opportunity to earn 150-200K OTE)

Client Overview:

Our client is a leading Canadian distributor serving the telecommunications, utility, and infrastructure markets across the country. With a strong national footprint and deep technical expertise, the organization supports major network operators, contractors, and service providers with a comprehensive portfolio of telecom and broadband wire, cable, and connectivity solutions.
The telecom division represents a strategic growth pillar of the business, supplying products and services critical to fiber, broadband, and network infrastructure projects. This role will be primarily focused on expanding and strengthening the client’s telecommunications distribution presence across Western Canada through strategic account development, vendor partnerships, and market expansion initiatives.

Role Overview:

The Senior Territory Manager is a senior-level commercial role responsible for driving growth, profitability, and market share within the telecommunications distribution business across an assigned territory. This individual will lead strategic account development efforts, build executive-level customer and partner relationships, and collaborate closely with internal sales leadership, product category managers, and vendors.
The role blends territory strategy, key account management, and business development, with a strong emphasis on expanding telecom and broadband distribution partnerships, improving margin performance, and supporting long-term regional growth objectives. The Senior Territory Manager will serve as a trusted partner to customers, suppliers, and internal stakeholders while representing the organization at a senior level in the market.

Key Accountabilities:

Account Development & Strategic Account Management (Approx. 60%)

• Lead and execute regional sales and account strategies within the telecommunications and broadband distribution market.
• Build and maintain senior-level relationships with major service providers, contractors, and strategic customers.
• Establish preferred supplier and long-term distribution partnerships with key regional and national accounts.
• Expand the regional customer base, including service providers, contractors, and infrastructure partners.
• Drive margin improvement initiatives and ensure alignment with overall company profitability targets.
• Monitor market trends, customer needs, and competitive activity to inform sales and growth strategies.

Business Development & Vendor Partnerships (Approx. 25%)

• Develop and manage strategic vendor relationships to position the organization as a preferred distribution partner.
• Collaborate with suppliers on large projects, pricing strategies, and supply chain programs.
• Leverage inventory commitments and project opportunities to secure competitive pricing and supply continuity.
• Support the introduction and expansion of product lines aligned with market demand.

Inventory & Product Category Collaboration (Approx. 15%)

• Partner with Product Category Managers to ensure efficient inventory flow and optimal product mix across branches.
• Support demand planning, inventory redistribution, and management of slow-moving or commodity items.
• Act as a liaison between sales teams, product management, and vendors to align product strategies.

Key Responsibilities:

• Contribute to the development and execution of regional sales strategies and annual business plans.
• Manage sales and expense budgets in line with forecasted objectives.
• Support accurate sales forecasting and reporting.
• Maintain a high level of customer satisfaction through proactive account management and issue resolution.
• Identify opportunities for new business through strategic prospecting and relationship development.
• Participate in closing strategic and high-value opportunities.
• Travel as required to support customer, partner, and vendor relationships.
• Collaborate cross-functionally with marketing, operations, purchasing, and administration teams.
• Support customer engagement initiatives, including events, vendor programs, and value-added activities.
• Maintain compliance with internal policies, procedures, and operational standards.
• Stay current on product offerings, industry trends, and professional development related to leadership and account management.

Qualifications & Experience:

• Post-secondary education preferred.
• Proven sales and account management experience within the telecommunications, broadband, or related distribution industries.
• Strong understanding of distribution, supply chain, and vendor partnership models.
• Excellent interpersonal, communication, and relationship-building skills.
• Demonstrated ability to manage complex accounts and long-term client relationships.
• Strong organizational skills with the ability to manage multiple priorities.
• Technically proficient with the ability to learn and understand complex product portfolios.
• Experience preparing quotations, pricing strategies, and project bid documentation.
• Willingness to travel as required.
• Knowledge of the electrical or industrial distribution industry is considered an asset.