Inside Territory Sales Manager

Job Description

Job Description

The Inside Territory Sales Manager actively engages with COD House Accounts to grow sales and build a higher degree of customer loyalty. Increases sales of HVAC products to smaller accounts including commercial accounts for prospective and established customers. Is responsible for meeting established targets and quotas. This role requires one that is results driven and has a passion for sales. 

Position Responsibilities may include; 

• Plan, organize, maintain, develop and grow a volume driven and profitable base of ~50 Inside Sales Key Accounts.

• The ITSM will nurture and develop these Key Accounts to the point where the account’s sales volume, rate of growth, and interest in partnership warrants graduating the account to an outside Territory Sales Manager.

• When an ITSM successfully graduates accounts to TSMs, the ITSM will backfill those Inside Sales Key Accounts from the region’s House Account list.

• The ITSM will coordinate with their ASM to confirm which accounts are ready for graduation to TSMs. The ASM will facilitate the account transfer and select the TSM to manage the graduated account.

• Maintain and improve sales revenue and gross margin.  

• Effectively recruit new dealers; train, support, and develop their business.

• Develop proposals for presentation to prospective customers.

• Maintain customer relationships with customer decision makers & support personnel through proactive communication.

• Directly manage all aspects of ITSM Key Account customer base.

• Update and maintain customer and sales information in CRM. 

• Establish and maintain collaborative relationships with the corporate office staff as well as the field sales organization. 

• Obtain and provide local market intelligence and feedback to the Sales Manager. 

• Develop annual business plan in conjunction with the Manager, which details activities to follow during the fiscal year and will focus the Sales Associate on meeting or exceeding sales quotas. 

• Responsible for all sales activities, from lead generation through close in an assigned territory. 

• Perform additional projects/duties to support ongoing business needs.

• Develop and execute territory strategies, dealer success plans, and engagement initiatives, while managing opportunities and leading dealer meetings to drive growth and strengthen partnerships

• Perform other tasks as assigned

Nature & Scope:

• Works within well-defined instructions

• Uses established procedures and works under supervision to perform assigned tasks 

• Work is closely supervised

Knowledge & Skills:

• HVAC knowledge preferred

• SAP knowledge preferred

• Knowledge of advertising and sales promotion techniques 

• Strong abilities to educate and influence partners on HVAC products and programs

• Possess excellent verbal & written communication and presentation skills 

• Analytical skills to forecast channel sales and results 

• Proven record of achieving planned quota 

• Proficient in MS Office - Word, Excel, and Power Point 

• Ability to establish positive working relationships with internal and external customers and employees 

• Ability to apply good judgement and strong work ethics and integrity on the job and results driven 

• Visibility requires maintaining a professional appearance and providing a positive company image to the public 

• Self-disciplined individual, who is able to manage a territory from in a Branch 

• Work requires willingness to work a flexible schedule and occasional overnight travel 

• Participating in Branch Lunch Learns, Open Houses, CAD days, and participating in batting cages.

• Assigned accounts within their territory to help grow new business.

Experience:

• 3+ years sales experience preferred

• HVAC experience preferred 

Education/Certification: High School Diploma or Equivalent 

People Management: No

Physical Requirements / Work Environment: Must be able to perform essential responsibilities with or without reasonable accommodations.

Reports To: Area Sales Manager

 

Qualified Applicants must be legally authorized for employment in the United States. Qualified applicants will not require employer sponsored work authorization now or in the future for employment in the United States.

 

The Company provides equal employment opportunity to all employees and applicants regardless of a person’s race, color, religion (including religious dress or grooming practices), creed, national origin (including language use restrictions), citizenship, uniform service member or veteran status, ancestry, disability, physical or mental disability (including HIV/AIDS), medical condition (including cancer and genetic characteristics), genetic information, request for protected leave, marital status, sex, pregnancy, age (over 40), sexual orientation, gender, gender identity or expression, political affiliation, or any other characteristic protected by law. The Company will comply with all federal and state regulations and statutes pertaining to individuals with disabilities.