Outside Sales Representative

Outside Sales Representative

We are seeking a results-driven Outside Sales Representative to manage and grow our presence across California. This role will focus on developing and supporting distribution channels for evaporative coolers and furnaces, while also driving specification sales for commercial cooling solutions. The ideal candidate combines strong relationship-building skills with technical sales expertise and a deep understanding of HVAC or related industries.

Key Responsibilities:

• Manage and expand relationships with distributors across AZ and CA to drive sales of coolers and furnaces
• Identify, onboard, and develop new distribution partners within the assigned territory
• Provide training, product knowledge, and ongoing support to distributor sales teams
• Drive specification sales by working directly with engineers, architects, contractors, and consultants for commercial cooler projects
• Influence product specifications at the design stage to secure project opportunities
• Track and manage project pipelines from specification through completion
• Conduct regular field visits, customer meetings, and job site visits as needed
• Collaborate with internal teams (marketing, product management, customer service) to support sales initiatives
• Monitor market trends, competitor activity, and customer needs to inform sales strategy
• Meet or exceed sales targets and territory growth objectives

Requirements:

Qualifications:

• 37+ years of outside sales experience, preferably in HVAC, mechanical systems, or building products
• Proven success managing distributor networks and/or channel sales
• Experience with specification sales and working with design professionals (engineers, architects, consultants)
• Strong understanding of commercial sales cycles and project-based selling
• Excellent communication, presentation, and negotiation skills
• Self-motivated with the ability to work independently in a remote environment
• Willingness to travel frequently within AZ and CA (5070%)
• Bachelor's degree in business, engineering, or related field preferred

Preferred Qualifications:

• Experience with evaporative cooling systems and/or heating equipment
• Existing relationships within HVAC distribution and specification communities in CA and AZ
• Technical aptitude to understand and present product performance and applications

Compensation & Benefits:

• Competitive base salary + commission/bonus structure
• Company-provided travel expenses
• Health, dental, and vision insurance
• Retirement plan options
• Paid time off and holidays

Key Success Metrics:

• Growth in distributor sales volume and market share
• Number and quality of new distributor partnerships
• Specification wins and project conversions
• Territory revenue performance vs. targets

We believe that diverse teams create stronger companies and better solutions. That's why we're committed to building an inclusive workplace where everyone feels valued, respected, and empowered to contribute their best work.

We are proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected status under applicable laws.

Phoenix Manufacturing, Inc