Territory Sales Manager, HVAC/R

Job Description

Job Description

Overview

CoolSys solves the most complex challenges in refrigeration, air conditioning, heating, engineering, and energy management. With over 3,700 associates nationwide, we deliver tailored solutions to help businesses cut costs, improve equipment performance, and reduce emissions.

Our services include HVAC and refrigeration equipment sourcing, installation, repair, maintenance, monitoring, and optimization. We also offer engineering design, energy resilience and consumption optimization, asset recycling, and seamless multi-site rollouts across states.

Based in Southern California since 2007, CoolSys serves over 45,000 customer locations in industries like retail, food service, commercial, data centers, industrial, and pharmaceuticals.

No wonder Newsweek named CoolSys one of America’s Greatest Workplaces!

We understand that hiring great people is the foundation of everything we do. Our employee benefits packages include:  

• Competitive pay from $86-119K+ DOE, plus commissions
• Benefits: Medical, Dental, Vision and Prescription coverage
• Paid vacation and holidays
• 401(K) match
• Life insurance, AD&D and long-term disability
• Tuition reimbursement
• Opportunities available nationwide
• Employee discounts on vehicles, hotels, theme parks, select cell phone bills and so much more
• Pet Insurance
• Legal Plan and ID Theft Protection

Responsibilities

The HVAC/R Territory Sales Manager role is responsible for developing and maintaining strong relationships with both existing and prospective customers within an assigned geography. This role is focused on driving revenue through both customer retention and new business development, ensuring high levels of customer satisfaction while meeting or exceeding sales targets.

Regional focused, however:

• • Own nation-wide accounts they bring in
  • Focus on mid-tier customer but regional accounts

• Owns the customer lifecycle within the assigned territory—proactively manages relationships to retain and grow existing accounts while identifying and closing new business opportunities.
• Develops and executes strategic territory plans that drive customer loyalty, expand service offerings, and meet sales and profit goals.
• Partners closely with the sales leadership and Operations teams to ensure customer needs are being met and issues are resolved promptly.
• Identifies under-served markets, untapped revenue potential, and new service opportunities aligned with company strategy.
• Conducts regular business reviews and check-ins with key customers to understand their evolving needs and ensure high satisfaction.
• Supports contract renewals, upselling, and cross-selling initiatives within the territory.
• Develops proposals, conducts presentations, and negotiates pricing to close new business in accordance with company guidelines.
• Keeps Salesforce CRM and other sales tools updated to ensure accurate forecasting, pipeline management, and activity tracking.
• Works with Sales Leadership to set and measure monthly, quarterly, and annual goals for both new business and retention metrics.
• Actively participates in the customer onboarding process and ensures smooth handoffs to internal teams.
• Embodies the CoolSys CARES culture (Collaboration, Accountability, Respect, Empowerment, Safety).
• Performs other duties as assigned.

Qualifications

• Bachelor’s degree in Business, Marketing or related field preferred, or solid work experience.

• 3–5 years of experience in sales, account management, or territory management, with demonstrated success in both customer acquisition and retention.
• Proven ability to manage a territory, maintain customer relationships, and drive results across a book of business.
• Prior experience selling service and maintenance agreements is strongly preferred.
• Industry knowledge in grocery retail, convenience stores, refrigeration, or HVAC is a plus.
• Proficiency in Microsoft Office (Word, Excel, PowerPoint) and CRM tools such as Salesforce.
• Strong interpersonal, communication, and presentation skills.
• Ability to work independently, prioritize workload, and manage multiple tasks simultaneously.
• Valid driver’s license with a clean driving record.
• Willingness to travel up to 35% of the time.