Territory Manager

Description

SUMMARY

Responsible for the development and implementation of sales, profit, and budgetary objectives for the Company in assigned territory; develops, monitors, and increases the sales territory through interaction with customer base, proactive selling, technical expertise and feedback to the appropriate corporate leadership team and branch sales team

ESSENTIAL DUTIES AND RESPONSIBILITIES(Other duties may be assigned)

• Develops territory and sales plan with leadership team to target key customers and prioritize sales activities. 
• Travels throughout territory to call on regular and prospective customers and solicit orders. Overnight travel required.
• Qualifies new and existing opportunities to determine revenue potential. 
• Position products and services as a strategic advantage to customers and communicates value proposition and business drivers. 
• Negotiates with customer to grow business while maintaining margin targets. 
• Monitors market conditions, product innovations, and competitors’ products, prices, and sales. 
• Provides technical and specification support service to customers, including budgetary pricing. 
• Provides details, displays, or demonstrates product using samples or catalog and emphasizes saleable features. 
• Manage customer concerns fairly, promptly, and effectively. 
• Contacts customers who have outstanding/past due accounts and engages in collection activities to bring the account current. 
• Represents the company in a professional manner with customers, employees, and suppliers. 
• Completes and submits required company reports of sales activities including expense accounts and account activity in a timely manner. 
• Stays current on HVAC and Roofing products, industry changes, and HVAC/Roofing manufacturing processes. 
• Communicates and ensures compliance with Company policies and procedures.
• Promotes organization in industry, manufacturing, or trade associations, attending meetings, shows, and conventions, as requested. 
• Some overnight travel is required.

SUPERVISORY RESPONSIBILITIES

None.

EDUCATION/EXPERIENCE

College degree preferred and 2-4 years sales experience preferably in wholesale distribution; or equivalent combination of education and experience.  

CERTIFICATION, LICENSES, REGISTRATIONS

None.

SKILLS & ABILITIES

• Strong sales presentation; effective rapport-building and relationship skills; ability to take initiative.
• Strong communication skills: ability to maintain effective working relationships. 
• Ability to maximize profit opportunities in a sales environment and comfortable with a team-focused approach. 
• Solid persuasion and negotiation skills. 
• Ability to spot opportunities and pursue them with zest. 
• Ability to work independently without supervision. 
• Thrive under pressure. 
• Basic computer skills and proficiency with Microsoft Office and Excel.

PHYSICAL DEMANDS

While performing the duties of this position, the employee is regularly required to sit, stand, walk, talk, hear, and drive for extended periods of time. There is potential for eye strain from reading detailed materials and looking at a computer screen. Work normally requires finger dexterity and eye-hand coordination to operate computer keyboards at a moderate skill level. The employee may be required to climb stairs, bend, stoop, kneel, reach, and use hands and arms to operate a computer, phone, and other office or mobile devices. The role may involve lifting and carrying materials or product samples weighing up to approximately 25 pounds. Vision abilities required include close vision, distance vision, and the ability to adjust focus.

TRAVEL REQUIREMENTS

This role involves frequent travel to customer and prospect locations and requires the ability to operate a motor vehicle. A valid government driver’s license and an acceptable driving record, as determined by company standards and insurer requirements, are required. All vehicles operated for Company purposes must be legally registered with appropriate government authorities. Continued employment in this role may be contingent upon maintaining driving eligibility.

WORK ENVIRONMENT

This is a field-based role with regular travel throughout an assigned territory, including customer offices, warehouses, and active job sites. Visits to customer locations and construction jobsite conditions may create exposure to noise, dust, and dirt, etc.

FLSA: Exempt