Territory Sales Manager

The Territory Sales Manager is responsible for planning, organizing, maintaining, developing and growing a volume driven and profitable base of target and core dealers while ensuring that each member of the dealer base is aware of the features and benefits of COD products and services.

Position Responsibilities may include:

Plan, organize, maintain, develop, and grow a volume driven and profitable base of approximately 50 target and core dealers.

Target and sign-up Dealers within assigned territory.

Build sales through active communication with existing and potential customers about new product launches, services, supplies, prices, programs and discounts.

Maintain and improve sales revenue and gross margin.

Maintain an accurate call history within the CRM system.

Collaborate with Branch Managers and their teams to increase sales within the assigned branches within territory

As required, develop remedial action plans to meet or exceed customer development and sales targets on a weekly basis.

Be the channel expert on the features, benefits, product performance, and design guidelines for products sold.

Ensure client accounts have all the information they require to maintain and exceed customer service expectations including policies and processes on promotions, new product launches, billing, returns, product changes etc.

Periodically reach out to customers to determine satisfaction with the organization, products and services

Monitor competitive activity and trends within territory. knowledge base of the company’s products and features.

Understand and follow work instructions, operating procedures and company policies.

Perform additional projects/duties to support ongoing business needs.

Nature & Scope:

Has working knowledge and skills to perform a defined set of analytical/scientific methods or operational processes

Applies experience and skills to complete assigned work within own area of expertise

Works within standard operating procedures and/or scientific methods

Works with a moderate degree of supervision

Knowledge & Skills:

Proficient sales ability with the ability to build and action a robust sales plan

Excellent communication and presentation skills; both verbal and written

Proficient computer skills required including Microsoft Office and internal systems like CRM, expense reporting, etc.

Strong relationship building and customer service skills with the ability to generate new business through negotiating and carrying out a sales plan

Strong organizational and multi-tasking and time management skills

Ability to focus and high level of attention to detail

Ability to read and interpret construction documents and drawings/plans

Knowledge of HVAC products, services, customers and market trends

Demonstrates discernment and sound judgment

Self-motivated with the ability to work autonomously with minimal supervision

Ability to apply good judgement, strong work ethics and integrity on the job.

Competency:

Experience:

Minimum 5 years of sales experience preferably within the HVAC industry

Education/Certification:

High School Diploma or GED equivalent

College degree preferred

People Management: No

Physical Requirements / Work Environment:

Must be able to perform essential responsibilities with or without reasonable accommodations

Reports To:

Area Sales Manager