A day in the life of a Territory Manager
Recruiting the right talent for any role requires more than just a good job description—it takes an understanding of the day-to-day responsibilities and the unique challenges that come with it.
North American-based People Business Partner Katie McKee got an immersive look into the life of a Gallagher Territory Manager by shadowing Robert Fields, who oversees Kansas and Oklahoma.
“I was keen to get a better understanding of the role so I can best recruit new Territory Managers (TMs)!
"We kicked off the week by doing a 52-foot store reset at Stillwater Milling in Claremore, Oklahoma. I learned that this is one of the largest store sets we have! It was a long day of constant cleaning, moving, organizing and rearranging, all while still answering phone calls and educating customers who were browsing the store.
“We barely finished by the time the store closed and hit the road for the next two hours. This was just the beginning of a packed week. The next couple of days were filled with driving, visiting co-ops, dealers, other customers, driving, answering calls, and driving some more. I now understand how a vehicle can become your office!”
The life of a TM isn’t just about moving from one location to the next—it’s about building strong relationships along the way.
“As we drove from one town to the next, I witnessed firsthand the importance of building relationships and understanding the unique needs of each customer. We had great conversations, and Robert answered every question I had!
“Across the week, not only did I learn more about our products and the agriculture business, but how each department plays a role in getting a sale out the door. Everyone plays a part in making Gallagher successful.”
From negotiating deals to resolving issues on the fly, Robert’s ability to pivot between tasks highlighted the skill set necessary to thrive as a TM.
“The dedication and resilience required to excel in this role became really clear. Robert’s deep knowledge of our products and the market, combined with his ability to adapt to different circumstances, highlighted the expertise required to succeed as a TM.
“I have an immense appreciation for the hard work and dedication that Robert, and all of our TMs, bring to their roles day in and day out. Their efforts not only drive business success but also foster strong connections and trust within their community.”
By spending this time on the ground, Katie is better equipped with a clearer picture of the role, enabling her to recruit future TMs who not only have the skills, but also the drive and passion to thrive.
“I can’t thank Robert enough for allowing me to tag along and show me what it takes to be a Territory Manager with Gallagher!”