Territory Sales Manager

Territory Sales Manager – Residential/Light Commercial

Reports To: Regional Sales Manager

Location: Columbia SC, Roanoke VA, & Richmond VA

Position Summary

The Territory Sales Manager (TSM) is responsible for driving profitable sales growth within an assigned territory by developing and maintaining strong relationships with HVAC contractors, builders, and other key customers. This role focuses on promoting the company's residential and light commercial HVAC products, programs, and services to increase market share and enhance customer satisfaction.

Key Responsibilities

Sales & Business Development

• Develop and execute a strategic sales plan to achieve sales goals and market growth targets.
• Identify and pursue new business opportunities with HVAC contractors, dealers, and builders.
• Promote residential and light commercial HVAC equipment, parts, and supplies from leading manufacturers.
• Conduct regular in-person visits and follow-ups to maintain strong customer relationships.
• Analyze market trends, competitor activity, and customer needs to identify growth opportunities.

Account Management

• Serve as the primary contact for assigned accounts, ensuring timely communication and issue resolution.
• Build relationships with our existing Applied Sales Team, to work and collaborate on large project opportunities to capture potential warehouse sales.
• Provide pricing quotes, assist with bids, and negotiate within company guidelines.
• Collaborate with inside sales, branch operations, and technical support to ensure customer satisfaction.
• Monitor customer credit and collections in partnership with the accounting team.

Product Knowledge & Training

• Maintain expert knowledge of HVAC products, systems, and applications.
• Conduct or coordinate product training sessions, demonstrations, and contractor events.
• Support marketing initiatives, promotions, and rebate programs.
• Assist customers with equipment selection and product recommendations.

Reporting & Administration

• Track and report sales activities, pipeline opportunities, and market intelligence.
• Master the company's ERP system to manage accounts, quotes, and territory activity.
• Prepare regular sales forecasts and performance reports.
• Participate in trade shows, vendor meetings, and company events as required.

Qualifications

• Education: Bachelor's degree preferred, or equivalent combination of education and HVAC experience.
• Experience: 3-5+ years of inside counter or outside sales experience in HVAC distribution or contracting (residential/light commercial preferred).
• Skills:
• Strong communication, presentation, and negotiating skills
• Knowledge of HVAC systems, components, and applications.
• Self-motivated with the ability to work independently in the field.
• Proficient in CRM software, Microsoft Office Suite, and mobile technology.
• Licenses: Valid driver's license and clean driving record required.

Performance Metrics

• Achievement of monthly and annual sales goals.
• Territory growth and new account development.
• Customer satisfaction and retention rates.
• Participation and engagement in company promotions and training programs.

Compensation & Benefits

• Base salary plus commission plan.
• Company vehicle or car allowance.
• Health, dental, and vision benefits.
• 401 (k) with company match.
• Paid time off and holidays.