Territory Account Manager

gemairedistributors; Naples (FL); On-site; USD 60,000 - 90,000; Full time

Job summary

Gemaire Distributors in the United States is seeking a Territory Account Manager to grow HVAC market share and develop contractor relationships within an assigned territory. You will drive consultative selling, manage a broad product range, and maintain a strong customer base through proactive service and strategy.

The role emphasizes field sales, dealer-hosted events, and close collaboration with regional management. Travel is required to meet with customers and attend trainings as needed.

Qualifications

• Minimum of an Associate degree (A.A.) from a two-year college or technical school.
• Customer-focused, goal-oriented, and self-motivated with discipline to meet deadlines and team-oriented.
• Proven sales and marketing experience with knowledge of HVAC equipment at wholesale distribution level.
• 2-4 years of residential/commercial contractor relationships experience.
• Strong communication, time management, and organizational skills.
• Proven success in sales, marketing, operations, and leadership roles.
• Proven ability to establish and meet sales goals.
• Collaborate with Regional Sales Manager to develop customer relationships and opportunities.
• Ability to forecast territory growth from customer base.
• Experience with a CRM system to manage customer opportunities.
• Strong interpersonal skills: sales, problem-solving, and customer service.
• Ability to analyze sales/market data and give quality presentations as business consultant.
• Ability to work independently to meet goals; eagerness to learn/lead.
• Proficient in Microsoft Office; beginner-intermediate in Internet.
• Must have reliable transportation, valid driver's license, insurance.

Responsibilities

• Must be self-directed and display strong initiative to achieve goals.
• Generate additional sales in assigned territory.
• Grow market share and prospect for new business in assigned market.
• Support customers by having a customer-focused approach to delivering value through having a deep understanding of our customers and timely follow-through.
• Develop new dealers with programs and market strategies.
• Minimum of 25 face-to-face meetings weekly.
• Negotiates pricing based on what the market will bear while maintaining profit goals for the company.
• Achieve or exceed individual territory sales budget as well as contributing additional sales to help achieve overall regional sales budgets.
• Take a proactive approach to sales development and problem-solving.
• Resolve customer problems and issues promptly.
• Attend training classes to acquire new skills and knowledge to meet and exceed our customers’ needs.
• Work closely with our vendor partners to identify and execute on opportunities.
• Serve as a host at dealer meetings, conferences, conventions, incentive trips, and all other similar functions.
• Participate as requested in-home product shows, utility-sponsored events, industry associations, etc.
• Conduct him/herself in a professional and courteous manner in all aspects of interaction with contractors, customers and employees.
• In addition to the above responsibilities, this individual is held accountable for all other duties as assigned.

Skills

Customer-focused

Goal-oriented

Self-motivated

Time management

Communication skills

Microsoft Office

CRM experience

HVAC knowledge

Independent work

Travel-ready

Education

Associate degree (A.A.)

Tools

CRM software

Excel

Job description

Duties and Responsibilities:

• Must be self-directed and display strong initiative to achieve goals.


• Generate additional sales in assigned territory.


• Grow market share and prospect for new business in assigned market.


• Support customers by having a customer-focused approach to delivering value through having a deep understanding of our customers and timely follow-through.


• Develop new dealers with programs and market strategies.


• Minimum of 25 face-to-face meetings weekly.


• Negotiates pricing based on what the market will bear while maintaining profit goals for the company.


• Achieve or exceed individual territory sales budget as well as contributing additional sales to help achieve overall regional sales budgets.


• Take a proactive approach to sales development and problem-solving.


• Resolve customer problems and issues promptly.


• Attend training classes to acquire new skills and knowledge to meet and exceed our customers’ needs.


• Work closely with our vendor partners to identify and execute on opportunities.


• Serve as a host at dealer meetings, conferences, conventions, incentive trips, and all other similar functions.

Participate as requested in-home product shows, utility-sponsored events, industry associations, etc.
Conduct him/herself in a professional and courteous manner in all aspects of interaction with contractors, customers and employees.

In addition to the above responsibilities, this individual is held accountable for all other duties as assigned.

Required Qualifications

• Minimum of an Associate degree (A.A.) from a two-year college or technical school.


• A successful candidate will be customer-focused, goal-oriented, self-motivated, driven to meet deadlines and work collaboratively as a team.


• Proven work history in the sales and marketing arenas with proficiency in air conditioning, heating, and ventilation equipment at a wholesale distribution level.


• 2-4 years of experience in residential and commercial contractor relationships.


• Strong communication, time management, and organizational skills.


• Proven success in sales, marketing, operations, and leadership roles.


• Proven success in establishing and meeting sales goals.


• Work closely with the Regional Sales Manager to develop new customer relationships and develop existing relationships to identify and increase opportunities.


• Ability to strategically look at customer base to plan and forecast territory for growth.


• Experience with a CRM system to manage the tracking and reporting of customer opportunities.


• Strong interpersonal skills including sales, problem-solving, and customer service are required.


• Ability to analyze sales and market data.


• Ability to give quality presentations and act as a business consultant.


• Ability to work independently while meeting assigned goals and objectives in designated time frames.


• Must possess the attitude of wanting to learn, teach, and lead.


• Proficient in Microsoft Office products.


• Beginner to intermediate user of the Internet and Microsoft Office Products (Word, Excel, and Outlook). Must demonstrate abilities through an administered assessment.


• Experience with CRM systems.


• Ability to understand technology and learn new software quickly and accurately.


• Must have reliable transportation, valid driver’s license along with continuous and current vehicle insurance based on Company policy.

Preferred Qualifications

• Preferred 2-4 years of sales experience within the HVAC industry. Will consider candidates with 5-10 years of selling outside of the HVAC industry with the ability to provide evidence of sales results.

Years of Experience:

Preferred 2-4 years of sales experience within the HVAC industry. Will consider candidates with 5-10 years of selling outside of the HVAC industry with the ability to provide evidence of sales results. 2-4 years of experience in residential and commercial contractor relationships.

Work Environment:

Travel Required. Must be able to travel locally for in-person sales calls.

Physical Demands

Sedentary – Lifting 0-10 pounds Frequent
Light Lifting – 10-20 pounds Never
Moderate Lifting – 20 to 50 pounds Never
Heavy Lifting – 50 to 100 pounds
Pulling/Pushing, Carrying Occasional
Reaching or working above shoulder Never
Walking Frequent
Standing Frequent
Sitting Frequent
Stooping Never
Kneeling Never
Repeated Bending Never
Climbing Never
Desk Work/Computer use/Telephone use Constant
Operating a motor vehicle Frequent
Operating a commercial vehicle Never
Operating warehouse equipment, forklift, baseloid lift etc Never
Other – Talk, Drive, visit customers etc. Constant

EEO Statement:

Watsco and its subsidiaries are an Equal Opportunity Employer and do not discriminate on the basis of age, color , race, religion, disability, sex, or national origin. We support a diverse and inclusive workplace where we employ, retain, terminate, and otherwise treat all employees and job applicants on the basis of merit, qualifications and competence.

Subsidiary: Gemaire Distributors

Business Title: Territory Account Manager

Looking for a Cool Job in a fast-paced environment with a dynamic team representing the industry leader in HVAC equipment? At Gemaire we realize that our most important assets are our first-class team members which is why we’re dedicated to providing many paths for growth and advancement. We want to help you build the career you want with an organization that cares about its people and customers first. Come join a community of great people focused on providing exceptional service, leading with integrity, thrive by navigating every day with professionalism and the drive to achieve goals creatively.

The Territory Account Manager at Gemaire is responsible for consultative selling with assigned and new customers. The ultimate goal of this role is to develop contractor relationships to be able to sell, acquire, and maintain a strong customer base in an assigned territory. The Territory Account Manager represents the entire range of Gemaire’s products and services to our customers while ensuring customers’ needs and expectations are met by the company.