Territory Sales Manager

Territory Sales Manager

This position is primarily responsible for the Sales, Service and Training of all our Channel partners and stakeholders. Territory Sales Manager's (TSM) have the strategic responsibility to work with new and existing accounts to plan out annual activities and develop action plans and metrics for ensuring achievement of all performance targets. TSM's are the primary interface between the company and its ultimate customers and as such must constantly assess and communicate market conditions and competitive activity to the larger sales and product management organization. Such intelligence is the foundation of effective forecasting and requires sustained effort and attention to detail.

ESSENTIAL DUTIES AND RESPONSIBILITIES (ESSENTIAL FUNCTIONS)

• TSMs have sales accountability to achieve growth targets with regards to revenue; market share; unit sales goals; net revenue; and profitability. Achievement of maximum profit on sales is a necessary component of this position.
• Accountability to maintain a productive and effective relationship with channel partners agents and key stakeholders. Service accountability includes, but is not limited to; helping channel partners meet growth targets and communication of market intelligence between the factory and the field.
• Responsibility to coordinate the technical training of channel partners; agents, contractors, specifiers and other stakeholders. Training includes product orientation and technical service. TSM will directly deliver training on business processes (ie. Value Proposition). TSMs are responsible for business acumen training to agents.
• Promote the sale of our products to new and existing wholesale distributors and national accounts located within the sales territory utilizing personal sales calls on distributor principles on a scheduled basis. Distributor principles include top management, sales management, purchasing management, inventory control, sales, warehouse, warranty/claims, accounts payable departments, and other customer functions having any involvement with the sale of our products.
• Identify, aggressively pursue, and close the sale.
• Actively engage with new and existing distributors, contractors, specifiers, and end users to promote the sale of our products. This activity should include prospecting in a number of formats such as personal calls on contractors and/or end users with and without distributor sales people, at distributor sponsored product shows, meetings, seminars, etc.

EDUCATION AND EXPERIENCE

• College business or technical degree or minimum 5 years' experience in closely related industry
• Demonstrates understanding of product features, functions, and benefits
• Demonstrates knowledge of technical aspects of product application, installation, and operation
• CRM knowledge is a plus

SKILLS

• Demonstrates strong organizational skills.
• Demonstrates strong verbal, written, and interpersonal skills.
• Demonstrates public speaking skills.
• Demonstrates strong time management skills-able to prioritize multiple activities at one time.
• Proficient in use of computer for job functions.

ABILITIES

• Ability to manage channel conflict.
• Demonstrates ability to forge strong, positive business relationships with customer personnel.
• Demonstrates teamwork abilities and persistence when dealing with customers as well as company depts. Related to the selling function.
• Demonstrates ability to negotiate and arrive at creative win/win solutions
• Ability to be a self-starter with little supervision.

SKILLS AND CERTIFICATIONS

• Does the candidate have distribution sales experience?
• Does the candidate have a non-compete?
• Does the candidate have 5 years of sales experience?
• Does the candidate have experience interfacing with HVAC contractors and supply houses?
• Does the candidate have manufacturer's rep management experience?
• Does the candidate have electro-mechnical aptitude?
• Does the candidate have c-suite consultative selling?

IDEAL CANDIDATE

• 5 years of experience with in the HVAC or boiler industry working with a OEM through the distribution channel to education and sell our products.
• Knows how a boiler works and what hydronic heat is and able to articulate to both the c-suite and contractor level features and benefits.
• IDEAL CANDIDATE SHOULD HAVE WORKED FOR THE FOLLOWING COMPANY(IES): any boiler company without a non compete

WHY WE'RE A GREAT COMPANY

Amazing team, good amount of tenured employees, great customers

All your information will be kept confidential according to EEO guidelines. Direct Staffing Inc