Territory Sales Representative Job

Territory Sales Representative – Packaging Adhesives (North America)

Location:

Remote (Up to 50% travel)

Department:

Sales – HPC

Reports To:

National Sales Manager – Packaging

Position Summary

We are seeking a highly driven and results-oriented Territory Sales Representative to join our North America Packaging Adhesives team. This role is responsible for driving new business development and expanding market presence within an assigned geographic region.

The Territory Sales Representative focuses on identifying, pursuing, and closing new customer opportunities while building a strong sales pipeline and increasing market share. This role requires a proactive, “hunter” mindset combined with the ability to apply technical expertise in a consultative sales approach to win business in the food & beverage, personal care, and consumer goods markets.

Key Responsibilities

New Business Development & Territory Growth

Own and execute a territory sales strategy to drive new customer acquisition and market share expansion

Identify, target, and penetrate high-potential accounts within the assigned region

Generate and maintain a robust pipeline of qualified opportunities through:

Cold outreach

Networking

Industry events

Referrals

Proactively pursue and close net new business opportunities to meet or exceed revenue and margin targets

Continuously evaluate territory performance and adjust strategies to maximize growth and coverage

Sales Execution & Pipeline Management

Manage all stages of the sales cycle, including:

Prospecting

Discovery

Solution development

Proposal delivery

Negotiation and closing

Maintain accurate and up-to-date opportunity tracking, forecasting, and pipeline management in CRM (e.g., Salesforce)

Drive deal velocity and conversion rates through disciplined sales execution

Customer Engagement & Early-Stage Relationship Building

Establish strong relationships with new customers and key decision-makers during the sales and onboarding phases

Ensure a smooth transition from initial sale to implementation and early-stage growth

Collaborate with internal teams or Account Managers (if applicable) to transition accounts for long-term management once established

Technical Sales & Solution Positioning

Apply technical knowledge of packaging adhesives to deliver consultative, value-based solutions

Conduct product demonstrations, trials, and presentations to differentiate offerings and win new business

Partner with Technical Service teams to:

Support product trials and line qualifications

Address customer requirements

Ensure successful product adoption

Market Intelligence & Competitive Positioning

Monitor market trends, customer needs, and competitor activity within the territory

Identify emerging opportunities and risks to inform territory strategy

Provide voice-of-customer (VOC) insights to support product development and commercial strategy

Cross-Functional Collaboration

Partner with internal teams (Technical, Marketing, Supply Chain) to support successful customer acquisition and onboarding

Align on pricing, proposals, and contract terms to ensure competitive and profitable outcomes

Qualifications

Bachelor’s degree in Business, Engineering, Chemistry, or a related field required (advanced degree preferred)

5+ years of experience in B2B sales with a strong focus on new business development

Proven track record of meeting or exceeding sales targets and acquiring new customers

Demonstrated ability to build and manage a high-performing sales pipeline

Experience in industrial adhesives, packaging materials, or technical product sales preferred

Strong prospecting, negotiation, and closing skills

Ability to navigate complex, multi-stakeholder sales environments

Technical aptitude with the ability to translate customer needs into solutions

Knowledge of packaging processes and adhesive applications is a strong advantage

Excellent communication, organizational, and time management skills

Self-motivated, competitive, and results-driven mindset

Proficiency in CRM tools (Salesforce or equivalent)

Willingness to travel up to 50% within North America