Territory Sales Manager

Job Description

Job Description

Territory Sales Manager - Territory Upstate SC/Greenville/Spartanburg

Position Summary

The Territory Sales Manager (TSM) is responsible for driving profitable sales growth within an assigned territory by developing and maintaining strong relationships with industrial / commercial end users. This role focuses on promoting the company’s commercial and industrial HVAC products, programs, and services to increase market share and enhance customer satisfaction.

Key Responsibilities

• Sales & Business Development
• Develop and execute a strategic sales plan to achieve sales goals and market growth targets.
• Identify and pursue new business opportunities with End-Users.
• Conduct regular in-person visits and follow-ups to maintain strong customer relationships.
• Analyze market trends, competitor activity, and customer needs to identify growth opportunities.
• Account Management
• Serve as the primary contact for assigned accounts, ensuring timely communication and issue resolution.
• Provide pricing quotes, assist with bids, and negotiate within company guidelines.
• Collaborate with inside sales, branch operations, and technical support to ensure customer satisfaction.
• Monitor customer credit and collections in partnership with the accounting team.
• Product Knowledge & Training
• Maintain expert knowledge of HVAC products, systems, and applications.
• Conduct or coordinate product training sessions, demonstrations, and contractor events.
• Support marketing initiatives, promotions, and rebate programs.
• Assist customers with equipment selection and product recommendations.
• Reporting & Administration
• Track and report sales activities, pipeline opportunities, and market intelligence.
• Master the company’s ERP system to manage accounts, quotes, and territory activity.
• Prepare regular sales forecasts and performance reports.
• Participate in trade shows, vendor meetings, and company events as required.

Qualifications

• Education: Bachelor’s degree preferred, or equivalent combination of education and HVAC experience.
• Experience: 3-5+ years of inside counter or outside sales experience in HVAC distribution or contracting (residential/light commercial preferred).

Skills:

• Strong communication, presentation, and negotiating skills
• Knowledge of HVAC systems, components, and applications.
• Self-motivated with the ability to work independently in the field.
• Proficient in CRM software, Microsoft Office Suite, and mobile technology.
• Licenses: Valid driver’s license and clean driving record required.
• Performance Metrics
• Achievement of monthly and annual sales goals.
• Territory growth and new account development.
• Customer satisfaction and retention rates.
• Participation and engagement in company promotions and training programs.

Compensation & Benefits

• Base salary plus commission plan.
• Company vehicle or car allowance.
• Health, dental, and vision benefits.
• 401 (k) with company match.
• Paid time off and holidays.

Core Values:

• Customer Service – Effectively and efficiently work to enhance the level of customer satisfaction. Customers are our top priority.
• Attention to detail – Job requires careful attention to detail and thoroughness in completing work tasks.
• Dependability – Being reliable, responsible, dependable, and fulfilling obligations.
• Adaptability and Flexibility – Job requires being open to change. Effective multi-tasking and daily prioritizing of duties are required.
• Establish and Maintain Interpersonal Relationships – Developing constructive and cooperative working relationships with others and maintaining them over time.
• Team Oriented – Job requires working with sales engineers, order correspondents, other sales teams, Parts Department, Warehouse, Accounting Department, manufacturers and customers. Strong emphasis on teamwork.

Physical Demands:

• Standing: Frequently
• Walking: Frequently
• Sitting: Frequently
• Handling/Fingering: Frequently
• Reaching Outward: Frequently
• Bending: Frequently
• Pushing/Pulling 12 lbs. or less: Frequently
• Lifting/Carrying 10 lbs. or less: Frequently
• Lifting/Carrying 11-20 lbs.: Occasionally
• Reaching Above Shoulder: Occasionally
• Squatting/Kneeling: Occasionally

The work environment at Hoffman & Hoffman, Inc. is an open office environment in a controlled atmosphere building.

This job description is intended to provide information regarding the essential functions and basic duties of this position. It is not intended to be construed as an exhaustive list of all functions, responsibilities, skills and duties that could be assigned. Additional functions and requirements may be assigned by management as it deems appropriate. This document does not constitute a contract and is subject to change at the discretion of Hoffman & Hoffman, Inc.

No phone calls or drop-ins please.

EEO Employer/Vets/Disabled