Area Sales Manager, Southeast Region

Position Purpose The Area Sales Manager is a pivotal growth driver within the Heritage Family of Companies, responsible for leading a defined geographic territory to achieve aggressive revenue targets and expand market share. The role blends strategic sales leadership, deep product knowledge, and relationship‑driven customer engagement across the pool, spa, and landscape distribution sectors. It includes coaching branch‑level sales staff, cultivating high‑value customer and contractor relationships, and partnering cross‑functionally with operations and marketing to deliver profitable growth and uphold the company’s commitment to service excellence and its "Make Money and Have Fun!" culture. Key Responsibilities Drive territory revenue growth by developing and executing a disciplined sales strategy and managing a defined book of business spanning contractors, dealers, and commercial accounts to consistently meet or exceed quota. Prospect, qualify, and close new business opportunities within the assigned territory, expanding the customer base through targeted outreach, job site visits, trade events, and referral networks. Build and maintain long‑term, trust‑based relationships with key accounts, including pool builders, landscape contractors, and retail dealers, acting as a consultative partner to understand their business needs and position Heritage solutions accordingly. Conduct regular account reviews, identify upsell and cross‑sell opportunities across the full product portfolio, and develop tailored proposals that drive incremental revenue and customer loyalty. Collaborate closely with Branch Managers and Regional Leadership to ensure seamless order fulfillment, inventory availability, and customer satisfaction, bridging the gap between sales commitments and operational execution. Monitor competitor activity, pricing trends, and market dynamics within the territory; provide actionable intelligence to leadership to inform product assortment, pricing strategy, and promotional planning. Leverage CRM tools and sales data to maintain accurate pipeline records, forecast revenue, track performance against KPIs, and prioritize activity to maximize territory ROI. Represent Heritage at industry trade shows, vendor training events, and customer appreciation initiatives, strengthening brand visibility and deepening supplier and customer partnerships. Support the onboarding and ongoing development of branch sales staff by sharing best practices, conducting ride‑alongs, and delivering product and selling skills training in collaboration with branch leadership. Partner with marketing on territory‑specific campaigns, promotions, and seasonal initiatives, ensuring timely and effective execution at the local level to drive traffic and demand. Direct Manager & Direct Reports Direct Manager: VP of Sales (dotted‑line relationship to Regional Vice Presidents). Direct Reports may include Territory Managers depending on territory size and organizational structure; indirect influence over branch‑level inside sales staff is expected. Travel Requirements Substantial travel throughout the assigned geographic territory (60‑75% of working time), including regular visits to customer job sites, branch locations, vendor facilities, and industry events. Occasional overnight travel for regional sales meetings, national trade shows, or multi‑day customer engagements may be required. Physical and Working Conditions Field‑based role requiring frequent operation of a motor vehicle, navigation of uneven terrain, use of laptops, tablets, and sales technology tools. Ability to lift product samples or marketing materials up to 30 pounds. The role requires strong time management, self‑direction, and the ability to thrive in ambiguous or competitive market conditions. Minimum Qualifications Proven sales experience in distribution, wholesale, or a related field, preferably within pool/spa, landscape, irrigation, or building materials industries. Demonstrated history of meeting or exceeding sales quotas in a territory or account management role, with evidence of new business development and account retention. Working knowledge of pool, spa, aquatics, or landscape products, or a demonstrated ability to develop deep product expertise in a technical distribution environment. Proficiency in Microsoft Office (Excel, Word, Outlook, PowerPoint) and CRM platforms (Salesforce, HubSpot, or comparable); familiarity with ERP systems is highly preferred. Exceptional verbal and written communication skills with the ability to deliver compelling product presentations, negotiate pricing and terms, and maintain professional customer correspondence. Strong ability to independently manage a large territory, prioritize competing demands, maintain accurate CRM records, and follow through on commitments with minimal supervision. Enthusiasm for a sales culture centered on growth, accountability, and enjoyment, consistent with Heritage’s "Make Money and Have Fun!" ethos. Valid driver’s license with a satisfactory driving record and reliable transportation for daily field activity. Preferred Qualifications Advanced industry knowledge of pool, aquatics, irrigation, or landscape systems, including equipment, chemicals, and hardscaping. Experience coordinating sales efforts across multiple branch locations or distribution centers within a regional geography. Established relationships with pool builders, landscape contractors, or related trade professionals within the target territory. Track record of mentoring or developing junior sales staff, sharing best practices, or leading product training sessions. Advanced proficiency in CRM utilization, pipeline management, activity tracking, forecasting, and reporting. Demonstrated ability to manage complex customer projects or seasonal sales initiatives from planning through execution. Understanding of gross margin, pricing strategy, and cost‑of‑sale dynamics to optimize deal profitability. Proactive problem‑solving approach to identifying customer pain points and crafting tailored solutions. Minimum Education High school diploma or equivalent is required. Minimum Years of Work Experience Minimum of three (3) years of professional outside sales, territory management, or account management experience in distribution, wholesale, or a related trade industry. Certifications and Training Certified Pool & Spa Operator (CPO) certification is a plus but not required. Completion of a recognized sales methodology training program (e.g., Sandler, Challenger, SPIN) is advantageous. Competencies Strong competitive mindset with a consistent track record of performance against revenue targets. Strategic territory segmentation, account prioritization, and disciplined call planning. Deep commitment to understanding customer needs and delivering solutions that create lasting loyalty. Credible consultative selling conversations across the full product portfolio. Effective communication with branch operations, inside sales, marketing, and vendor partners. Consistent and accurate use of CRM tools to manage pipeline and generate insights. Ability to operate in a fast‑paced, competitive environment with changing priorities. Benefits Competitive weekly/bi‑weekly pay, discretionary bonuses, 401(k) with company match, Employee Stock Purchase Plan, paid time off (vacation, sick, volunteer, holidays, birthday, floating), medical/dental/vision coverage, flexible spending accounts, company‑paid life and short‑term disability, optional long‑term disability, and additional life insurance. Equal Employment Opportunity Statement SRS Distribution Inc., including all subsidiaries, provides job opportunities to qualified individuals without regard to actual or perceived race, color, creed, religion, national origin, sex, gender, age, disability, gender identity, sexual orientation, citizenship status, uniform service, veteran status, marital status, genetic information, or any other characteristic in accordance with applicable federal, state, and local EEO laws. Disability accommodations may be requested by contacting Human Resources. #J-18808-Ljbffr SRS Distribution Inc.