Territory Manager

G.W. Berkheimer Co., Inc.; Indianapolis (IN); On-site; USD 55,000 - 75,000; Full time

Benefits offered by this job

Medical Insurance

Vision Insurance

Flexible Spending Account/Health

Job summary

Theuniversityunion in Indianapolis, IN is seeking a results-oriented Sales Representative to maintain and grow revenue within the HVACR contractor and industrial markets.

You will build relationships, pursue new accounts, and manage territory plans to achieve sales and gross margin targets while collaborating with colleagues and vendors.

Qualifications

• 2 years of college or equivalent work experience.
• 3+ years in B2B sales, HVACR preferred.
• Proven cold-calling experience.

Responsibilities

• Meet sales and gross margin goals by growing accounts in assigned territory.
• Develop new customer relationships and expand existing ones across HVAC/R contractor and industrial/institutional markets.
• Attend sales meetings, trainings and other business-related events to promote products and services.
• Maintain account plans, forecasts and detailed reports of sales activities.

Skills

Interpersonal skills

Customer service

Cold calling

Presentation skills

Education

Some college or equivalent experience

Job description

• Location 1301 N Capitol Avenue,Indianapolis, IN, 46202,United States
• Job Category Sales, HVAC, Customer Service
• Industry HVAC, Sales, Customer Service
• Employee Type FT Non-Exempt
• Manage Others No

• Email [e-mail]

Position Summary:

The primary responsibility of this position is to maintain and grow revenue and gross margin in the assigned territory consistent with agreed upon objectives while developing new customers and improving relationships with existing customers.

Essential Job Duties and Responsibilities:

• Achieve overall sales and gross margin goals in your assigned territory by growing existing accounts and establishing new ones. Primary focus are the HVAC/R residential/commercial contractor and industrial/institutional MRO markets.
• Build positive relationships with customers by providing professional representation and assistance in all areas to improve customer’s profit. Identify and understand customer’s product or service needs and suggest products and services to meet those needs. Creates and presents material to encourage the customer’s decision-making process
• Enhance Berkheimer relationships and image with vendors and current and prospective customers. Attend and participate in all scheduled events, including sales meetings, training classes and other business-related gatherings.
• Develop a territory plan and update it to reflect changes in the marketplace. Develop an account plan for key initiatives for top accounts including account potential, short and long term objectives and specific actions planned to achieve them.
• Utilize GWB promotions as a sales development tool and complete focused marketing campaigns with existing and new accounts.
• Actively and consistently call on assigned accounts according to established policies and procedures.
• Maintain current prospect profiles and business forecast as requested by management. Collect customer and market data. Maintain detailed reports of sales activities including calls, orders, sales, lost business and any customer or vendor relationship issues.
• Sign up appropriate accounts on Sales Agreements
• Assist in the collection of Accounts Receivable
• Build and maintain a network of sources from which to identify new sales leads. Participate in appropriate local, regional and national organizations and associations related to the industry.
• Contributes to branch and team effort by accomplishing related tasks and sales and promotional efforts at the branch level.

Minimum Qualifications:

• 2 years of college (bachelor's degree preferred) or equivalent work experience OR 3+ years of successful sales experience in a business to business environment in a technical/distribution related industry (preferably HVACR).
• Successful experience cold calling.
• Valid driver’s license along with good driving record and proof of insurance.
• Excellent interpersonal and customer service skills.
• Strong organization and presentation skills.

Physical Demands:

• Occasional lifting may be required up to 25 lbs
• Must be able to sit and stand for long periods of time
• May engage in bending, stooping, squatting, and reaching, pushing and pulling of merchandise, products and materials.
• Consistently follows procedures and adheres to standards
• Must be able to understand and interpret a variety of instructions furnished in written and oral form and follow directions.
• Must be able to communicate
• Ability to understand product codes and terminology
• Ability to analyze and use operational information to create positive actions and results
• Maintains thorough knowledge of market trends and conditions
• Ability to travel

Working Conditions:

Must work as part of a team in an open office area with noise and distractions. May go into the warehouse which may be hot or cold depending on the outdoor temperature. Will travel to customer locations and job sites.

Featured Benefits:

Medical Insurance

Vision Insurance

Flexible Spending Account/Health Savings Account