Job Summary
The Commercial Territory Manager develops contractor relationships, expands market share and drives profitable sales growth in commercial HVAC and refrigeration. Serving contractors in commercial buildings, retail, foodservice, grocery, healthcare, education, cold storage and industrial markets, this role identifies opportunities in new construction, facility expansion, service and equipment replacement. The Territory Manager connects customers with Crescent’s products, technical specialists and manufacturer resources.
Key Responsibilities
Customer Relationships & Territory Growth
- Build lasting relationships with commercial HVAC and refrigeration contractors, owners, purchasing teams and other decision-makers; understand their operations, priorities and growth opportunities.
- Develop and execute territory and account plans to grow sales, gross margin and market share; prospect for new contractors and expand existing accounts.
- Monitor construction activity, bidding opportunities, market trends and equipment replacement demand; position Crescent’s offerings early in project planning and procurement.
- Provide responsive service and consistent follow-through, coordinating branch teams, specialists and manufacturer partners to support customers.
Technical Sales & Account Execution
- Maintain working knowledge of commercial HVAC and refrigeration systems, components, applications and Crescent’s product lines; explain product benefits and introduce new technologies.
- Partner with technical specialists and manufacturer representatives on application support, product training, demonstrations and customer solutions.
- Execute sales initiatives and promotions; identify opportunities to increase product penetration and share of customer purchases.
- Review account performance, purchasing patterns and margins; assist with quotations, pricing, availability and order coordination as needed.
- Maintain accurate account records, sales activity, opportunity pipelines and reports; collaborate with management on priorities and performance goals.
- Stay current on industry developments, including energy efficiency and refrigerant transitions; participate in training and represent Crescent at customer and industry events.
Experience & Qualifications Required
- At least two years of sales, account management or relevant industry experience; demonstrated relationship-building, communication and presentation skills.
- Ability to develop account plans, identify opportunities, prioritize independently and manage multiple customer relationships.
- Proficiency with Outlook, Teams, Word and Excel; ability to learn Crescent’s quoting, inventory, order-entry and customer management systems.
- Valid driver’s license, safe driving record and reliable, insured transportation; willingness to travel within the territory and occasionally attend after-hours events.
Preferred
- Experience in commercial HVAC, commercial refrigeration, HVACR distribution, equipment sales or a related technical field.
- Working knowledge of commercial equipment and applications; mechanical aptitude and familiarity with contractor bidding, construction and equipment procurement.
- Experience developing contractor accounts, presenting products or delivering customer training.
Education
High school diploma or GED required. Additional technical education, HVACR certification, business coursework or equivalent relevant experience preferred.
Physical Demands & Work Environment
Regular travel to contractor offices, commercial facilities and job sites is required. Visits may involve rooftops, mechanical rooms, outdoor weather and temperatures outside normal office ranges. Employees must follow applicable site safety requirements. Occasional trade shows, training and customer events may occur outside standard hours.
Benefits
We also offer an exceptional benefits package to our people, including:
- Rich and affordable medical and dental plans
- HSA plan with employer contribution
- Free coverage for Vision Insurance
- Free Long-Term Disability, Life Insurance, Hospital Indemnity, Critical Illness, EAP, Identity Theft
- 401(k) with company match and profit sharing
- Tuition reimbursement
- PTO
- Paid Holidays
- Quarterly bonus for all employees based on company performance
- Wellness program
- And more!
Work Schedule
Monday–Friday, 7:00 a.m.–4:30 p.m., with occasional evenings or weekends for business-related events.
Skills Required
- At least two years of sales, account management, or relevant industry experience
- Relationship-building, communication, and presentation skills
- Ability to develop account plans, identify opportunities, prioritize independently, and manage multiple customer relationships
- Proficiency with Outlook, Teams, Word, and Excel
- Ability to learn quoting, inventory, order-entry, and customer management systems
- Valid driver's license, safe driving record, and reliable insured transportation
- Willingness to travel within the territory and occasionally attend after-hours events
- High school diploma or GED
- Commercial HVAC, commercial refrigeration, HVACR distribution, equipment sales, or related technical experience
- Working knowledge of commercial equipment and applications
- Mechanical aptitude and familiarity with contractor bidding, construction, and equipment procurement
- Experience developing contractor accounts, presenting products, or delivering customer training
- Additional technical education, HVACR certification, business coursework, or equivalent relevant experience
What We Do
Crescent Parts & Equipment is a third-generation, family-owned wholesale distributor of HVACR (heating, ventilation, air conditioning, and refrigeration) parts and equipment. Established in 1944 and based in St. Louis, the company serves contractors and technicians throughout Missouri, Illinois, and Iowa from multiple branch locations, focusing on delivering high-quality products and services with a commitment to integrity and customer service.
