Overview
The Territory Manager (Sales Representative) is responsible for managing HVAC/R contractor sales (B2B), including support products, for one or more of our established wholesale HVAC distributorships (Sales Centers) that carry multiple brands of equipment, parts and supplies. The ultimate goal of this role is to develop client relationships directionally to Baker Distributing, growing sales revenue, market share, share of wallet while supporting local Sales Center(s) in a designated territory.
Responsibilities
- Represent Baker Distributing Company as a leader in the industry.
- Solicit new accounts and dealers and develop market strategies.
- Maintain direct personal contact with all assigned accounts and foster relations with new ones.
- Manage a portfolio of existing accounts while proactively identifying new business opportunities through B2B sales approaches.
- Develop and execute comprehensive sales strategies to meet or exceed assigned sales goals.
- Build and nurture long-term customer relationships by providing expert advice, support, and ongoing account management.
- Negotiate deals effectively, closing sales while ensuring mutually beneficial agreements for clients and the company.
- Utilize CRM system to track customer interactions, sales activities, and pipeline progress to optimize territory management.
- Collaborate with cross-functional teams to coordinate product launches, marketing initiatives, and technical support efforts in your region.
- Secure maximum market share and sales dollars consistent with established sales policies and programs.
- Take a proactive approach to sales development and problem solving.
- Resolve customer relations problems and issues with clients within a timely manner.
- Serve as a host at dealer meetings, conferences, conventions, incentive trips and all other similar functions.
- Participate as requested in home product shows, utility sponsored events, industry associations, etc. Attend, when necessary, training classes to acquire the skills to meet our customers’ needs and expectations and to keep abreast with technical developments and changes in product lines.
Skills
- Integrous self-starter with a strong work ethic, possessing self-discipline traits is required and necessary for success.
- Outside sales experience preferred, not required.
- Background in HVAC/R sales preferred but not required.
- Exceptional negotiation skills with a track record of meeting or exceeding sales targets desired.
- Demonstrated ability in account management and client communication within B2B environments desired.
- Proficiency in Microsoft Office Suite (Word, PowerPoint) and CRM systems for effective territory oversight.
- Strong analytical skills to assess market trends, customer needs, and competitive landscape.
- Excellent organizational skills with the ability to manage multiple accounts efficiently.
- Effective communication skills to deliver compelling product demos and facilitate customer relationships at all levels.
Pay: $65,000.00 - $250,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Disability insurance
- Flexible spending account
- Health insurance
- Life insurance
- Paid time off
- Vision insurance
Experience:
- Sales: 2 years (Preferred)
Ability to Commute:
Work Location: On the road
