The Territory Sales Manager is responsible for planning, organizing, maintaining, developing and growing a volume driven and profitable base of target and core dealers while ensuring that each member of the dealer base is aware of the features and benefits of COD products and services.
Position Responsibilities may include:
Customer Service
- Provides excellent customer service by treating all customers fairly and honestly.
- Follows up on all commitments to customers in a timely manner.
- Delivers the following customer service standards:
- Makes regularly scheduled sales calls to all assigned customers.
- Maintains an updated call schedule and follows it.
- Keeps customers informed of product features and benefits, new products, bulletins, etc.
- Resolves all customer issues with sales orders, quotes, returned products, product warranty, credit, etc. by the end of the following business day.
- Product responsibilities:
- HVAC supplies and equipment, refrigeration products, food service, and other product categories.
Sales
- Develops and maintains a sales plan for each account.
- Recommends products to meet customer needs.
- Responds to all selling opportunities.
- Informs customers of new products Thermal Supply offers.
- Informs customers of sales specials and marketing promotions.
- Assists in new product identification and introduction including recommendations on inventory stocking and training.
- Gathers “field intelligence” and provides this information to Branch and Sales Manager.
- Actively participates in monthly sales performance reviews with Sales Manager.
- Actively recruit new customers.
Customer Development
- Informs customers of scheduled training classes and dealer meetings and gets a high percentage of customers to attend.
- Attends training sessions with dealers.
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- Partner with vendor representatives to increase total sales.
- Works with customers sales team to increase sales to the final consumer.
- Deliver and review monthly sales reports with business owner/general manager/sales manager.
- Attends factory training and dealer recruitment trips when required.
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Sales Support
- Supports Credit Manager in dealing with customer credit and collections issues.
- Attends company and factory product training sessions and continually seeks product knowledge improvement.
- Works with FSR on customer equipment training and product issues.
- Performs all functions necessary to implement marketing and sales programs and meets all deadlines.
- Collaborate with Refrigeration department, Foodservice department and Equipment Manager to achieve sales goals and gain new customers.
- Works to reach branch sales goals as part of the branch team.
- Advise Branch managers of customer requirement changes, such as delivery or inventory demands.
Nature & Scope:
- Ensures work is aligned with the Regional’s expectations, goals, and vision
- Accountable for implementation of policies, processes, and procedures for short-term results
- Decisions and problem-solving are guided by policies, procedures and business plan; receives guidance from Senior Manager/Director
Knowledge & Skills:
- Proficient sales ability with the ability to build and action a robust sales plan
- Excellent communication and presentation skills; both verbal and written
- Proficient computer skills required including Microsoft Office and internal systems like customer data tracking and expense reporting, etc.
- Strong relationship building and customer service skills with the ability to generate new business through negotiating and carrying out a sales plan
- Strong organizational and multi-tasking and time management skills
- Ability to focus and high level of attention to detail
- Ability to read and interpret construction documents and drawings/plans
- Knowledge of HVAC, Refrigeration and food service products, services, customers and market trends
- Demonstrates discernment and sound judgment
- Self-motivated with the ability to work autonomously with minimal supervision
Experience:
- Minimum 5 years of sales experience preferably within the HVAC industry
Education/Certification:
- High School Diploma or GED equivalent
- College degree preferred
People Management: No
Physical Requirements / Work Environment:
Reports To:
- Regional Sales Manager and Director of Equipment
Qualified Applicants must be legally authorized for employment in the United States. Qualified applicants will not require employer sponsored work authorization now or in the future for employment in the United States.
The Company provides equal employment opportunity to all employees and applicants regardless of a person’s race, color, religion (including religious dress or grooming practices), creed, national origin (including language use restrictions), citizenship, uniform service member or veteran status, ancestry, disability, physical or mental disability (including HIV/AIDS), medical condition (including cancer and genetic characteristics), genetic information, request for protected leave, marital status, sex, pregnancy, age (over 40), sexual orientation, gender, gender identity or expression, political affiliation, or any other characteristic protected by law. The Company will comply with all federal and state regulations and statutes pertaining to individuals with disabilities.
Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights (https://www.eeoc.gov/poster) notice from the Department of Labor.
