Account Manager HVAC

N.B. Handy Company; Nashville (TN); On-site; USD 55,000 - 85,000; Full time

Job summary

N.B. Handy Company is seeking a field-based Sales Representative to develop and grow a designated territory. You will build relationships with customers, qualify opportunities, and present products as solutions that drive business value.

Expect travel within the assigned territory and regular reporting on activities and outcomes. The role requires a college degree (preferred) and 2–4 years sales experience, with strong communication, organization, and closing skills.

Qualifications

• College degree preferred and 2–4 years sales experience, ideally in wholesale distribution.
• Excellent verbal and written communication skills and strong time management.
• Ability to build relationships with vendors, building owners, and other stakeholders.

Responsibilities

• Develops customer account relationships and sales opportunities within a designated territory.
• Develops territory and sales plan to target key customers and prioritize activities.
• Qualifies opportunities to determine revenue potential and negotiates with customers to grow business.
• Position products as a strategic value and communicate business drivers to customers.
• Travel within territory to solicit orders and interact with customers and prospects.
• Submit sales activity reports and expense reports in a timely manner.

Skills

Verbal & written communication

Customer focus

Decision making

Independent work

Closing techniques

Planning & adaptability

Organization

Basic computer skills

Education

College degree preferred

Tools

Word

Excel

Outlook

Phocas

Job description

SUMMARY

Develops, monitors, and increases a designated sales territory through budget guidelines, interaction with customer base, proactive selling, technical expertise and feedback to the branch sales team and appropriate corporate personnel.

ESSENTIAL DUTIES AND RESPONSIBILITIES (Other duties may be assigned)

• Develops customer account relationships and sales opportunities within a designated sales territory.
• Develops territory and sales plan to target key customers and prioritize sales activities.
• 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.
• Quotes prices and availability for materials as requested.
• Manage customer concerns fairly, promptly and effectively.
• Represents the company in a professional manner with customers, employees and suppliers.
• Travels throughout assigned territory to call on regular and prospective customers to solicit orders and talks with customers.
• Completes and submits required company reports of sales activities including expenses account, DPS reporting and account activity in a timely manner.
• Some overnight travel is required.

SUPERVISORY RESPONSIBILITIES

None required.

EDUCATION & EXPERIENCE

College degree preferred and 2-4 years sales experience preferably in wholesale distribution; or equivalent combination of education and experience. Requires excellent verbal and written communication skills; effective time management and planning skills; self-motivation; excellent customer service skills; ability to work under minimal supervision; ability to meet goals, partner and build relationships with vendors, building owners and others.

CERTIFICATION, LICENSES, REGISTRATIONS

None required.

SKILLS & ABILITIES

• Excellent verbal and written communication skills.
• Results driven and customer focused.
• Strong decision making and problem-solving skills.
• Self-disciplined with ability to work independently.
• Strong closing techniques with customer-centered approach.
• Plan effectively while being flexible to change.
• Excellent organizational skills and attention to detail.
• Basic computer skills and proficiency with Word, Excel, Outlook, and the internet; Phocas preferred.

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 (100%)

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