TERRITORY SALES MANAGER

Territory Sales Manager (ASR)

The Territory Sales Manager (ASR) 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 Thermal Supply products and services. Position responsibilities may include:

• Plan, organize, maintain, develop, and grow a volume driven and profitable base of 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 schedule to assigned and target customers.
• Follow up on all commitments to customers in a timely manner.
• Collaborate with DSRs, Refrigeration VP, Commercial Managers, Food Service VP, 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.
• Expand 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.
• Report and track progress and success through monthly performance reviews with Regional Sales Manager.

Nature & Scope:

• Ensures work is aligned with the Regional's expectations, goals, and vision.
• Accountable for implementation of policies, processes, and procedures for short-term results.
• Decisions and problem-solving are guided by policies, procedures, and business plan; receives guidance from Senior Manager/Director.
• Works on difficult to moderately complex issues and projects.

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, Refrigeration, and food service 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.

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.

Salary Pay Range:

• $50,000.00 base, plus TSM incentive plan.

The Company provides equal employment opportunity to all employees and applicants regardless of a person's race, color, religion, national origin, citizenship, uniform service member or veteran status, ancestry, disability, physical or mental disability, medical condition, genetic information, request for protected leave, marital status, sex, pregnancy, age, sexual orientation, gender, gender identity or expression, political affiliation, or any other characteristic protected by law.