Field Sales Manager Job Description Template - 2025 Guide

A Field Sales Manager leads regional sales operations by managing field sales teams, building client relationships, and executing territory-based sales strategies across geographic regions. This role combines hands-on sales leadership with strategic territory management to drive revenue growth through direct field engagement and team development.

Key Highlights

• Average Salary Range: $90,000 - $150,000 annually (plus commission and bonuses)
• Experience Level: 6-8 years in field sales with 3+ years in management
• Team Size: Typically manages 8-12 field sales representatives
• Travel Requirements: 60-75% travel within assigned territory
• Key Skills: Territory management, team leadership, relationship building, strategic planning
• Growth Path: Regional Sales Director, VP of Sales, Area General Manager

Why This Role Matters

Field Sales Managers serve as the vital connection between corporate sales strategy and frontline execution across geographic territories. They ensure sales teams effectively penetrate their markets while maintaining the personal relationships that drive complex B2B sales success. In an increasingly digital world, Field Sales Managers bring the essential human element that closes high-value deals and builds lasting client partnerships.

This role directly impacts regional revenue growth, market penetration, and competitive positioning. Field Sales Managers who excel create scalable territory processes, develop high-performing distributed teams, and establish the foundation for sustainable geographic expansion.

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Primary Job Description Template

About the Role

We are seeking an experienced Field Sales Manager to lead our regional sales operations and drive revenue growth through strategic territory management. You will be responsible for managing a distributed team of field sales representatives while personally engaging with key accounts to maximize market penetration and customer satisfaction across your assigned geographic territory.

As our Field Sales Manager, you will split your time between coaching your sales team and directly engaging with prospects and customers in the field. This role requires strong leadership capabilities, deep sales expertise, and the ability to thrive in a travel-intensive environment. You will be accountable for achieving ambitious revenue targets while building long-term relationships that position our company for sustained territorial growth.

The ideal candidate brings proven experience in field sales management, a track record of exceeding territory targets, and the ability to inspire and develop high-performing distributed sales teams. You will work closely with marketing, customer success, and product teams to ensure aligned go-to-market execution across your region.

Key Responsibilities

• Lead and develop field sales team consisting of 8-12 sales representatives across assigned territory
• Achieve quarterly and annual revenue targets through effective territory planning and team performance management
• Conduct regular field visits with sales representatives to coach selling techniques and support complex deals
• Build and maintain relationships with key regional accounts and strategic prospects in the territory
• Develop territory expansion strategies to penetrate new markets and increase geographic market share
• Implement sales processes and methodologies to ensure consistent execution across the distributed team
• Provide accurate sales forecasting and pipeline reporting to senior leadership
• Collaborate with marketing teams to execute territory-specific campaigns and regional lead generation
• Recruit, hire, and onboard new field sales representatives as territory expands
• Analyze territory performance metrics and implement improvement strategies to optimize regional results

Requirements

Must-Have Qualifications:

• Bachelor's degree in Business, Marketing, or related field
• 6+ years of field sales experience with proven track record of exceeding quotas
• 3+ years of sales management or team leadership experience
• Experience managing territory-based sales operations across multiple states
• Strong presentation and communication skills for executive-level interactions
• Proficiency in CRM systems (Salesforce, HubSpot, or similar)
• Valid driver's license and ability to travel 60-75% of the time
• Experience with consultative selling and complex B2B sales cycles

Nice-to-Have Qualifications:

• MBA or advanced degree in business-related field
• Industry-specific experience relevant to our market sector
• Experience with sales methodology frameworks (SPIN, Challenger, etc.)
• Track record of developing successful field sales representatives
• Experience with channel partners and distributor relationships

What We Offer

• Competitive base salary: $90,000 - $150,000 based on experience and territory
• Uncapped commission structure with average total compensation of $140,000 - $220,000
• Comprehensive benefits package including health, dental, vision, and 401(k) matching
• Company vehicle or car allowance plus full travel expense reimbursement
• Professional development opportunities including sales training and leadership programs
• Flexible work arrangements with home office setup allowance
• Stock options or equity participation in company growth
• Annual sales incentive trips and regional recognition programs

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Context Variations

Corporate Environment

Field Sales Managers in large corporations typically manage broader territories with established processes and extensive support resources. They focus on strategic account management, enterprise deal coordination, and cross-functional collaboration with marketing and product teams. The role emphasizes forecast accuracy, structured sales methodologies, and adherence to corporate compliance requirements. Compensation includes higher base salaries with structured commission plans and comprehensive benefits.

Startup Environment

In startup settings, Field Sales Managers wear multiple hats and often personally close deals while building their teams from scratch. They work with limited resources, focus on rapid market penetration, and need to be highly adaptable as products and strategies evolve quickly. The role requires entrepreneurial thinking, the ability to establish processes from the ground up, and comfort with ambiguity. Higher variable compensation potential with significant equity upside.

Remote/Hybrid Environment

While inherently field-based, modern Field Sales Managers leverage technology extensively for team management and customer engagement. They conduct virtual team meetings, use digital tools for territory optimization, and balance in-person relationship building with efficient remote communication. Success requires strong digital communication skills, virtual coaching capabilities, and the ability to maintain team cohesion across distributed geographic locations while maximizing travel efficiency.

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Industry Considerations

Industry	Key Requirements	Compliance Notes
Technology/SaaS	Technical product knowledge, consultative selling expertise, long sales cycles	SOC 2 compliance, data privacy regulations
Healthcare/Medical	Clinical understanding, healthcare provider relationships, regulatory knowledge	HIPAA compliance, FDA regulations
Manufacturing	Industrial sales experience, technical specifications knowledge, supply chain understanding	Safety certifications, industry standards
Financial Services	Securities licensing, regulatory compliance experience, trust-based selling	FINRA regulations, SEC compliance
Pharmaceutical	Life sciences background, clinical trial experience, healthcare relationships	FDA regulations, compliance documentation
Construction/Engineering	Project-based selling experience, contractor relationships, bid management	Safety certifications, union considerations

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Compensation Guide

Salary Information

National Average Ranges:

• Base Salary: $90,000 - $150,000
• Total Compensation: $140,000 - $240,000 (including commission)
• Top Performers: $200,000 - $350,000+ annually

Factors Affecting Compensation:

• Territory size and market potential significantly impact earning potential
• Industry complexity and deal sizes influence base salary levels
• Company size and stage affect both base pay and commission structures

Regional Variations:

Metro Area	Base Salary Range	Total Comp Range
San Francisco, CA	$105,000 - $170,000	$160,000 - $270,000
New York, NY	$100,000 - $165,000	$155,000 - $255,000
Chicago, IL	$90,000 - $150,000	$140,000 - $240,000
Dallas, TX	$85,000 - $145,000	$135,000 - $230,000
Atlanta, GA	$82,000 - $140,000	$130,000 - $220,000
Denver, CO	$88,000 - $148,000	$138,000 - $235,000
Seattle, WA	$95,000 - $155,000	$145,000 - $245,000
Miami, FL	$80,000 - $135,000	$125,000 - $215,000

Data sourced from industry salary surveys and job market analysis, January 2025

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Interview Questions

Technical/Functional Questions

1. Territory Management: "Describe your approach to analyzing and prioritizing accounts within a large geographic territory. How do you ensure optimal coverage and resource allocation?"

2. Sales Process: "Walk me through how you would implement a new sales methodology across your distributed field team. What challenges would you anticipate and how would you address them?"

3. Pipeline Management: "How do you maintain accuracy in your sales forecasting when managing multiple representatives across different markets with varying skill levels?"

4. Team Development: "Describe a time when you had to improve the performance of an underperforming field sales representative. What was your approach and what was the outcome?"

5. Strategic Planning: "How would you approach entering a new geographic market or industry vertical within your territory? Walk me through your planning process."

6. Customer Relationship Management: "Tell me about a complex B2B relationship you managed across multiple locations. How did you navigate different stakeholders and decision-makers?"

7. Performance Metrics: "What KPIs do you consider most important for field sales teams, and how do you use data to drive performance improvements across your territory?"

8. Competitive Positioning: "Describe a situation where you had to compete against a well-established competitor in your market. How did you position your team for success?"

Behavioral Questions

1. Leadership: "Tell me about a time when you had to motivate a distributed sales team during a challenging period. What specific actions did you take and what were the results?"

2. Problem-Solving: "Describe a situation where you had to quickly adapt your territory strategy due to market changes or competitive pressures. How did you manage the transition?"

3. Communication: "Give me an example of how you've successfully presented complex territory performance information to C-level executives."

4. Conflict Resolution: "Tell me about a time when you had to resolve a conflict between team members in different locations or between your team and another department."

5. Results-Driven: "Describe your greatest territory expansion achievement as a field sales manager. What made it successful and what did you learn?"

6. Adaptability: "Tell me about a time when you had to implement significant changes to your field sales processes. How did you manage the change across your distributed team?"

Culture Fit Questions

1. Work Style: "How do you balance the demands of managing a distributed team with maintaining your own customer relationships and travel requirements?"

2. Travel Requirements: "This role requires significant travel across multiple states. How do you maintain work-life balance and team connectivity?"

3. Company Values: "What motivates you most about field sales management, and how do you stay energized during challenging periods?"

4. Growth Mindset: "How do you stay current with industry trends and continue developing your field sales management skills while managing a territory?"

Evaluation Tips: Look for candidates who demonstrate strong analytical thinking in territory management, show genuine leadership experience with measurable results across distributed teams, and express enthusiasm for field-based selling. Pay attention to their ability to balance strategic territory planning with tactical execution and team development.

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Hiring Tips

Quick Sourcing Guide

Top Platforms for Field Sales Managers:

• LinkedIn Sales Navigator: Target sales professionals with field management experience and geographic expertise
• Indeed/ZipRecruiter: Cast wider net for experienced field sales professionals seeking management roles
• Industry-specific job boards: Utilize sector-specific platforms for specialized field sales expertise
• Professional associations: Connect with Sales Management Association, National Association of Sales Professionals

Professional Communities:

• Sales Management Association: Access to certified field sales managers and territory management best practices
• LinkedIn Sales Groups: Revenue Collective, Field Sales Leadership Network, Territory Management Community
• Industry conferences: Attend trade shows and field sales leadership events for networking

Posting Optimization Tips:

• Highlight territory details, coverage area, and travel requirements upfront
• Emphasize earning potential and commission structure transparency
• Include specific industry experience requirements and customer types
• Mention company culture, field support systems, and career advancement opportunities

Red Flags to Avoid

• Lack of field experience: Candidates who have only worked in inside sales or office-based environments
• Poor travel acceptance: Hesitation about travel requirements or unrealistic expectations about territory coverage
• Management inexperience: Strong individual contributors without demonstrated leadership of distributed teams
• Short tenure patterns: Frequent job changes without clear progression or compelling territory-based reasons
• Limited territory planning: Inability to discuss strategic territory management and account prioritization
• Weak relationship skills: Poor interpersonal communication during interviews indicates potential client interaction issues

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FAQ Section