We're seeking an experienced outside sales professional who understands the commercial construction market and has established relationships with contractors, engineers, distributors, or building owners throughout the Greater New York area. Candidates with experience selling fire protection, mechanical, plumbing, industrial, or other construction-related products will be most successful in this role.
The Territory Sales Manager is responsible for driving sales growth, expanding market share, and managing customer relationships throughout the assigned Northeast (Greater New York) territory. This role is focused on developing new business, growing existing accounts, influencing product specifications, and positioning Viking as the preferred fire protection solutions provider. Success in this role requires a consultative sales approach, strong technical aptitude, and the ability to build lasting relationships with contractors, engineers, distributors, and other key industry stakeholders.
This position requires regular travel throughout the assigned territory, including overnight travel as needed.
Key Responsibilities- Grow territory sales by expanding existing customer relationships and identifying new business opportunities.
- Develop and maintain strong relationships with fire protection contractors, engineers, distributors, building owners, general contractors, and other key decision-makers involved in commercial construction projects.
- Promote Viking's complete portfolio of fire protection products through consultative, solution-based selling and technical product presentations.
- Call on engineering firms and consulting engineers to increase product specifications and strengthen Viking's position in upcoming commercial projects.
- Prospect and develop new business through networking, referrals, jobsite visits, industry events, and strategic business development initiatives.
- Manage the full sales cycle, including prospecting, customer presentations, quotations, negotiations, follow-up, and ongoing account management.
- Develop territory and account growth strategies that increase market share, improve customer retention, and achieve sales and profitability objectives.
- Monitor competitive activity, market trends, pricing, and customer needs while providing market intelligence to support business decisions.
- Represent Viking at customer meetings, trade shows, and industry organizations, including AFSA, NFSA, SFPE, and other relevant associations.
- Collaborate with Customer Service, Technical Support, Marketing, and Operations to provide exceptional customer support and ensure successful project execution.
- Maintain accurate customer records, sales opportunities, pricing information, and activity within the company's CRM and reporting systems.
- Prepare weekly sales reports, forecasts, expense reports, and other business metrics in a timely manner.
- Develop and execute an annual territory business plan focused on revenue growth, profitability, account development, and strategic initiatives.
- Plan and manage an efficient travel schedule that maximizes face-to-face customer interaction throughout the territory.
- Maintain a high level of product knowledge while staying current on industry trends, building codes, fire protection standards, and competitive products.
- Bachelor's degree in Business, Marketing, Engineering, Construction Management, or a related field preferred; equivalent industry experience will be considered.
- Minimum of two (2) years of successful outside/B2B sales experience with a proven record of growing sales and developing new business.
- Experience selling products or solutions within the commercial construction, fire protection, mechanical, plumbing, HVAC, industrial, building materials, or related industries strongly preferred.
- Existing relationships with contractors, engineers, distributors, facility owners, general contractors, or other key decision-makers within the Greater New York market are highly desirable.
- Demonstrated ability to prospect, develop new business, and grow an assigned sales territory.
- Experience calling on one or more of the following customer groups:
- Fire protection contractors
- Mechanical contractors
- Plumbing contractors
- Engineering and consulting firms
- General contractors
- Building owners and facility managers
- Industrial distributors
- Strong understanding of the commercial construction process and specification-driven sales preferred.
- Excellent relationship-building, presentation, negotiation, and communication skills.
- Strong organizational and time management skills with the ability to manage multiple priorities independently.
- Experience using CRM software and Microsoft Office applications.
- Valid driver's license with the ability to travel extensively throughout the assigned territory, including overnight travel.
The ideal candidate has an established network within the commercial construction or fire protection industry and understands how products are specified, distributed, and sold. They are a self-motivated hunter who enjoys developing new business while building long-term customer relationships. Experience selling fire protection systems, pipe, valves and fittings (PVF), mechanical, plumbing, industrial, or other engineered construction products is highly valued.
Skills Required
- Four-year degree preferably in a job related discipline
- Minimum two years experience in sales
- Previous experience in the Fire Suppression industry
- Excellent written and oral communication skills
What We Do
Viking Group Inc. designs, manufactures, and distributes fire protection and life safety systems, offering a comprehensive range of products and global services.
