Territory Sales Manager

Daikin Comfort; Burnaby; On-site; CAD 84,913 - 99,066; Full time

Job summary

Daikin Comfort is seeking a capable sales professional to manage and grow a base of approximately 50 dealers within the assigned territory. You will sign up new dealers, maintain CRM call histories, and collaborate with branch managers to boost sales and margins.

Knowledge of HVAC products and strong communication skills are essential. Travel up to 50% is required; a high school diploma or GED is needed, and a college degree is preferred.

Qualifications

• Minimum 5 years of sales experience, preferably in HVAC.
• High School Diploma or GED; college degree preferred.
• Strong knowledge of HVAC products, services, customers and market trends.
• Excellent communication and presentation skills, verbal and written.

Responsibilities

• Plan, organize, maintain, develop, and grow a base of ~50 dealers.
• Target and sign-up dealers in territory.
• Build sales through communication about launches, services, prices, programs and discounts.
• Maintain sales revenue and gross margin.
• Maintain CRM call history accurately.
• Collaborate with Branch Managers to increase sales in branches.
• Develop action plans to meet sales targets weekly.
• Be the channel expert on product features and design guidelines.
• Ensure accounts have information on promotions, billing, returns, product changes.
• Reach out to customers to gauge satisfaction.
• Monitor competitive activity in territory.
• Expand knowledge of company products and features.
• Follow work instructions and company policies.

Skills

Sales planning

Communication

CRM proficiency

Relationship building

Time management

Attention to detail

Reading drawings

HVAC knowledge

Judgement and integrity

Autonomous work

Negotiation

Education

High School Diploma or GED

College degree preferred

Tools

Microsoft Office

CRM systems

Expense reporting tools

Job description

Responsibilities

• Plan, organize, maintain, develop, and grow a volume driven and profitable base of approximately 50 target and core dealers.
• Target and sign-up Dealers within assigned territory.
• Build sales through active communication with existing and potential customers about new product launches, services, supplies, prices, programs and discounts.
• Maintain and improve sales revenue and gross margin.
• Maintain an accurate call history within the CRM system.
• Collaborate with Branch Managers and their teams to increase sales within the assigned branches within territory.
• As required, develop remedial action plans to meet or exceed customer development and sales targets on a weekly basis.
• Be the channel expert on the features, benefits, product performance, and design guidelines for products sold.
• Ensure client accounts have all the information they require to maintain and exceed customer service expectations including policies and processes on promotions, new product launches, billing, returns, product changes etc.
• Periodically reach out to customers to determine satisfaction with the organization, products and services.
• Monitor competitive activity and trends within territory.
• Expand knowledge base of the company’s products and features.
• Understand and follow work instructions, operating procedures and company policies.
• Perform additional projects/duties to support ongoing business needs.

May Include

• Plan, organize, maintain, develop, and grow a volume driven and profitable base of approximately 50 target and core dealers.
• Target and sign-up Dealers within assigned territory.
• Build sales through active communication with existing and potential customers about new product launches, services, supplies, prices, programs and discounts.
• Maintain and improve sales revenue and gross margin.
• Maintain an accurate call history within the CRM system.
• Collaborate with Branch Managers and their teams to increase sales within the assigned branches within territory.
• As required, develop remedial action plans to meet or exceed customer development and sales targets on a weekly basis.
• Be the channel expert on the features, benefits, product performance, and design guidelines for products sold.
• Ensure client accounts have all the information they require to maintain and exceed customer service expectations including policies and processes on promotions, new product launches, billing, returns, product changes etc.
• Periodically reach out to customers to determine satisfaction with the organization, products and services.
• Monitor competitive activity and trends within territory.
• Expand knowledge base of the company’s products and features.
• Understand and follow work instructions, operating procedures and company policies.
• Perform additional projects/duties to support ongoing business needs.

Nature And Scope

• Ensures work is aligned with the Director’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
• Works on difficult to moderately complex issues and projects
• Provides guidance and training to subordinates
• Has authority to hire, recommend pay, establish performance and recommend for termination
• Level of signing authority established by company policy/guidelines

Knowledge And 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 CRM, 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 products, services, customers and market trends
• Demonstrates discernment and sound judgment
• Self‑motivated with the ability to work autonomously with minimal supervision
• Ability to apply good judgement, strong work ethics and integrity on the job.

Experience

• Minimum 5 years of sales experience preferably within the HVAC industry

Education

• High School Diploma or GED equivalent
• College degree preferred

Physical Requirements/Work Environment

• Must be able to perform essential responsibilities with or without reasonable accommodations
• Travel is required – up to 50%

Pay range: $60,000-70,000 base salary

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, 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.