Inside Territory Sales Manager

Goodman Manufacturing; Louisville, Northern (KY, KY); Hybrid; USD 60,000 - 90,000; Full time

Job summary

Goodman Manufacturing in Louisville, KY seeks an Inside Territory Sales Manager to drive growth with COD House Accounts, expanding HVAC product sales to smaller and commercial accounts. This role demands a results-driven mindset, meeting established targets and quotas, and a passion for building lasting customer loyalty.

You will manage about 50 Inside Sales Key Accounts, nurture relationships, graduate accounts to outside Territory Sales Managers, coordinate with the ASM, and maintain CRM data

Qualifications

• HVAC knowledge preferred.
• Experience in sales promotions and advertising.
• Ability to educate and influence partners on HVAC products.
• Excellent verbal and written communication and presentation skills.
• Analytical skills to forecast sales and results.
• Proven track record of meeting or exceeding quotas.
• Proficient in MS Office (Word, Excel, PowerPoint).
• Ability to manage a territory from a home-office base.

Responsibilities

• Plan, organize, maintain and grow a base of ~50 Inside Sales Key Accounts.
• Nurture key accounts to graduate to an outside Territory Sales Manager.
• Backfill graduated accounts from the region's House Account list.
• Coordinate with ASM to select accounts for graduation and transfer.
• Maintain and improve sales revenue and gross margin.
• Recruit new dealers and train and develop their business.
• Develop proposals for presentations to prospective customers.
• Maintain relationships with decision makers and support personnel via proactive communication.
• Manage all ISR Key Account activities and CRM data.
• Work with corporate and field sales teams and provide market feedback.
• Develop annual business plan with Manager to meet/exceed quotas.
• Handle all sales activities from lead generation through close in territory.

Skills

HVAC knowledge

Advertising & promotion

Educate & influence partners

Verbal & written communication

Analytical skills

Quota achievement

MS Office

Territory management

Education

High School Diploma or Equivalent

Job description

The Inside Territory Sales Manager actively engages with COD House Accounts to grow sales and build a higher degree of customer loyalty. Increases sales of HVAC products to smaller accounts including commercial accounts for prospective and established customers. Is responsible for meeting established targets and quotas. This role requires one that is results driven and has a passion for sales.

Position Responsibilities may include;

• Plan, organize, maintain, develop and grow a volume driven and profitable base of ~50 Inside Sales Key Accounts.
• The ISR will nurture and develop these Key Accounts to the point where the account’s sales volume, rate of growth, and interest in partnership warrants graduating the account to an outside Territory Sales Manager.
• When an ISR successfully graduates accounts to TSMs, the ISR will backfill those Inside Sales Key Accounts from the region’s House Account list.
• The ISR will coordinate with their ASM to confirm which accounts are ready for graduation to TSMs. The ASM will facilitate the account transfer and select the TSM to manage the graduated account.
• Maintain and improve sales revenue and gross margin.
• Effectively recruit new dealers; train, support, and develop their business.
• Develop proposals for presentation to prospective customers.
• Maintain customer relationships with customer decision makers & support personnel through proactive communication.
• Directly manage all aspects of ISR Key Account customer base.
• Update and maintain customer and sales information in CRM.
• Establish and maintain collaborative relationships with the corporate office staff as well as the field sales organization.
• Obtain and provide local market intelligence and feedback to the Sales Manager.
• Develop annual business plan in conjunction with the Manager, which details activities to follow during the fiscal year and will focus the Sales Associate on meeting or exceeding sales quotas.
• Responsible for all sales activities, from lead generation through close in an assigned territory.
• Perform additional projects/duties to support ongoing business needs.

Nature & Scope:

• Works within well-defined instructions
• Uses established procedures and works under supervision to perform assigned tasks
• Work is closely supervised

Knowledge & Skills:

• HVAC knowledge preferred
• Knowledge of advertising and sales promotion techniques
• Strong abilities to educate and influence partners on HVAC products and programs
• Possess excellent verbal & written communication and presentation skills
• Analytical skills to forecast channel sales and results
• Proven record of achieving planned quota
• Proficient in MS Office - Word, Excel, and Power Point
• Ability to establish positive working relationships with internal and external customers and employees
• Ability to apply good judgement and strong work ethics and integrity on the job and results driven
• Visibility requires maintaining a professional appearance and providing a positive company image to the public
• Self-disciplined individual, who is able to manage a territory from a home-office base
• Work requires willingness to work a flexible schedule and occasional overnight travel

Experience:

• 3+ years sales experience
• HVAC experience preferred

Education/Certification:

• High School Diploma or Equivalent

People Management: No

Physical Requirements / Work Environment:

• Must be able to perform essential responsibilities with or without reasonable accommodations.

Reports To:

• Manager, Regional Sales

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 (over 40), 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.

Equal Opportunity Employer

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.