Territory Sales Manager

Territory Sales Manager Commercial HVAC

Location: Florida — Jacksonville, Orlando, Tampa, or South Florida

Status: Full-Time, Exempt | Outside Sales (Hybrid / Field-Based)

Compensation: Base + Commission | Car Allowance | Full Benefits

About The Opportunity

Our client is a commercial HVAC distributor with a strong technical-sales approach, operating both as a traditional distributor and an applied manufacturer rep firm. Their team partners with contractors, engineers, and building owners on product selection, applications, project support, and full life-cycle service. As part of a major expansion of their commercial HVAC presence across Florida, they are building around four key markets and seeking a Territory Sales Manager to establish and grow their presence in one of them.

Position Summary

The Territory Sales Manager – Commercial HVAC is responsible for growing the commercial HVAC business within an assigned Florida territory. Reporting to the Director of Sales, this role owns day-to-day territory execution, customer development, pipeline management, and profitable sales growth in alignment with company sales strategy and pricing discipline.

This is a true outside sales role with a strong focus on new business development, building contractor relationships, account growth, and market expansion — but it is not a hand-off role. The Territory Sales Manager finds new contractor relationships, develops those accounts, and continues to own and grow them over time. It is best suited to an experienced HVAC distribution sales professional who understands the contractor customer and can convert relationships and opportunities into profitable, sustainable growth.

Key Responsibilities

Manage the assigned territory in accordance with the direction, priorities, and sales strategy set by the Director of Sales.

Develop and execute a territory sales plan, including account priorities, prospecting activity, market coverage, and growth objectives.

Prospect for, establish, and develop relationships with mechanical contractors and commercial HVAC customers, from initial engagement through long-term account growth.

Identify and pursue commercial projects, replacement opportunities, competitive conversions, and other profitable sales opportunities.

Own customer relationships from initial prospecting through account development and long-term growth.

Conduct regular face-to-face customer visits and maintain effective territory coverage.

Understand customer applications, business needs, and challenges, and coordinate appropriate products, services, and technical resources.

Partner with inside sales, technical resources, product specialists, manufacturers, and operations to support customers and close business.

Develop and maintain a qualified sales pipeline, provide accurate visibility into opportunities and expected results, and communicate territory activity to sales leadership.

Ensure timely follow-up on quotes, projects, customer commitments, and open opportunities.

Maintain accurate, current customer, account, and opportunity information in the company CRM.

Monitor competitive activity, market conditions, and customer trends, and communicate relevant intelligence to sales leadership.

Participate in customer meetings, industry events, and training, while maintaining accountability for profitable sales and gross-profit growth.

Required Qualifications

Proven outside sales experience within HVAC distribution, commercial HVAC, or a closely related technical sales environment.

Strong working knowledge of commercial HVAC equipment, applications, and related products.

Demonstrated success managing and developing an assigned sales territory, including both new customer acquisition and account growth.

Experience selling to mechanical contractors and other commercial HVAC customers.

Ability to identify and prioritize opportunities, build relationships, negotiate effectively, and close profitable business.

Strong communication, relationship-management, and customer-service skills.

Self-motivated and accountable, comfortable independently managing a field-based territory within the direction of sales leadership.

Strong organization, follow-up, pipeline management, forecasting, and CRM discipline.

Valid driver's license with an acceptable driving record, and reliable transportation.

Ability to pass background checks and drug screening.

Established relationships within the local HVAC contractor community strongly preferred.

Preferred Qualifications

5+ years of successful outside sales and territory-management experience within commercial HVAC, HVAC distribution, or a related technical sales environment.

Established relationships and market knowledge within commercial HVAC distribution or related channels.

Experience with CRM and ERP systems; NetSuite experience is a plus.

Bachelor's degree in Business, Sales, Marketing, or a related field; equivalent relevant experience considered.

An established contractor network or portable book of business within the assigned territory is a significant advantage.

Territory & Travel

The Territory Sales Manager will be assigned responsibility for one of four major Florida markets, with active coverage, customer development, and sales activity throughout:

Jacksonville / North Florida

Orlando / Central Florida

Tampa / West Florida

Ft. Lauderdale / South Florida

Travel is primarily within approximately a 150-mile radius of the assigned territory (roughly 80% of the time), with additional travel for company meetings, training, or industry events as required. The role combines a home office base with regular on-the-road customer visits, generally Monday–Friday, 8:00 a.m.–5:00 p.m., with additional availability as needed to support the team and customers.

Compensation & Benefits

Competitive base salary plus commission, depending on experience and track record.

Car allowance.

Medical, dental, and vision coverage.

401(k) with company match.

Paid time off.

Equal Opportunity Employer. Our client provides equal employment opportunities to all applicants and employees and prohibits discrimination based on race, religion, age, color, sex, disability, national origin, genetics, sexual orientation, protected veteran status, gender identity, or any other characteristic protected under applicable federal, state, or local law.