Territory Manager

Position Summary


The Territory Manager (TM) is responsible for developing and growing an assigned geographic territory for Shearer Supply, with a primary focus on developing an American Standard dealer base selling residential and light commercial HVAC systems. This role is a front-line, field-based sales position dedicated to strengthening dealer relationships, expanding market share, increasing account penetration, and recruiting new American Standard dealers.

The TM executes Intentional Sales Calls to identify dealer needs, uncover market opportunities, and deliver solutions that help dealers grow their businesses while achieving Shearer Supply's sales, margin, and market share objectives. The position requires spending approximately four days per week in the territory visiting dealers, prospecting new business, and supporting American Standard program execution.

Primary Objectives

• Grow HVAC equipment, parts, and supply sales within the assigned territory
• Increase dealer loyalty, retention, and long-term profitability
• Expand Shearer Supply's market presence through new dealer recruitment
• Execute territory strategies aligned with Shearer Supply growth initiatives

Key Responsibilities

Account Management

• Utilize Shearer Supply's Account Management and Intentional Sales Call process to identify dealer needs, business challenges, and growth opportunities.
• Develop and execute Dealer Development Plans focused on equipment mix, program participation, and market share growth.
• Align American Standard product offerings, financing, promotions, and programs to dealer-specific objectives.
• Coordinate Shearer Supply branch, marketing, and operational resources to support dealer success.
• Maintain detailed knowledge of dealer sales performance, equipment mix, and growth potential.

Account Retention & Dealer Development

• Serve as a trusted business partner to Shearer Supply dealers by providing consistent communication on American Standard products, programs, and initiatives.
• Help dealers identify opportunities for growth in replacement, new construction, and light commercial segments.
• Support dealers in improving sales mix, accessory attachment, and system efficiency offerings.
• Monitor dealer satisfaction and proactively address issues impacting loyalty or performance.

New Business & Dealer Recruitment

• Identify, target, and recruit new American Standard dealers within the assigned territory.
• Convert leads into opportunities by executing Shearer Supply's structured sales process.
• Organize and prioritize the territory to maximize prospecting effectiveness.
• Demonstrate persistence and professionalism in cold calling and competitive dealer conversions.
• Position Shearer Supply and American Standard as the preferred distribution and equipment partner.

Territory & Market Strategy

• Develop and execute a territory business plan aligned with Shearer Supply sales goals.
• Maintain in-depth knowledge of all dealers, competitors, and market conditions within the territory.
• Monitor competitive equipment lines, pricing structures, and dealer movements.
• Communicate market trends, competitive insights, and dealer feedback to Sales Management.
• Participate in local HVAC trade events, meetings, and American Standard-related activities as appropriate.

Reporting & Sales Analysis

• Complete all required sales and activity reports accurately and on time.
• Analyze territory sales performance, dealer mix, and product penetration to identify growth opportunities.
• Use data and insights to adjust sales strategies and maximize territory results.

Time & Activity Expectations

• Approximately 4 days per week in the field conducting dealer visits, intentional sales calls, and prospecting.
• A significant portion of sales activity focused on new dealer recruitment and new business development.
• Maintain proactive scheduling and territory planning to ensure consistent market coverage.

Requirements

Ideal Candidate Profile

Education

• Bachelor's degree preferred

Skills & Competencies

• Strong sales drive with a competitive, results-focused mindset
• Excellent communication and presentation skills
• Highly organized with strong territory and time management abilities
• Ability to execute strategic territory plans while maintaining daily sales discipline
• Self-motivated, resilient, and comfortable working independently in the field
• Working knowledge of Microsoft Office products (Excel, Outlook, Word, PowerPoint)

Experience

• B2B sales experience preferred; HVAC distribution or dealer-based sales experience strongly preferred
• Familiarity with HVAC equipment a plus
• Proven ability to develop new business and grow existing accounts through consultative selling

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