Inside Territory Sales Manager

Ultipro; United States; Hybrid; USD 60,000 - 90,000; Full time

Job summary

Ultipro in the United States is seeking an Inside Sales Representative for Key Accounts to plan, grow and manage a ~50 account base from a home-office. You will nurture accounts toward graduating to Outside Territory Sales Managers, coordinating with the ASM on readiness and transfers.

Responsibilities include maintaining revenue and gross margin, recruiting and developing dealers, presenting proposals, and maintaining relationships with decision makers and support staff.

Qualifications

• Knowledge of advertising and sales promotion techniques
• Strong abilities to educate and influence partners on HVAC products and programs
• Excellent verbal & written communication and presentation skills
• Analytical skills to forecast channel sales and results
• Proven record of achieving planned quota
• Self-disciplined and works well in a home-office base
• Willingness to work a flexible schedule and occasional overnight travel
• 3+ years sales experience
• HVAC experience preferred

Responsibilities

• Plan, organize, maintain and grow a volume driven and profitable base of ~50 Inside Sales Key Accounts.
• Nurture and develop these Key Accounts to the point of graduation to an Outside Territory Sales Manager.
• When graduation occurs, backfill ISR Key Accounts from the region’s House Account list.
• Coordinate with the ASM to confirm accounts ready for graduation and assist transfers.
• 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 decision makers & support personnel.
• 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 corporate office staff and field sales.
• Obtain and provide local market intelligence and feedback to the Sales Manager.
• Develop annual business plan with the Manager focusing on meeting or exceeding quotas.
• Responsible for all sales activities, from lead generation through close in an assigned territory.
• Perform additional projects/duties to support ongoing business needs.

Job description

• 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.

• 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
• 3+ years sales experience
• HVAC experience preferred

Qualified Applicants must be legally authorized for employment in the United States. Qualified applicants will not require employer sponsored work authorization now or in the future for employment in the United States.

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.