Territory Manager

O'Connor Company; Lenexa (KS); On-site; USD 70,000 - 110,000; Full time

Benefits offered by this job

Medical, dental, vision coverage

401(k) plan with company contributions

Life insurance and disability coverage

HSA/FSA options

Paid time off

Job summary

O’Connor Company, part of the mSupply family, seeks a Territory Manager to own sales growth across an HVAC territory in the Midwest. You’ll work directly with HVAC contractors and dealers to strengthen relationships, develop new business, and uncover opportunities to help customers grow.

This field-based role requires traveling within your territory, building a robust pipeline, and delivering solutions with internal teams and manufacturer reps.

Qualifications

• 3+ years of B2B sales experience
• HVAC, distribution, or related industry experience preferred
• Proven track record of growing accounts and developing new business
• Strong prospecting, cold calling, and opening new accounts
• Excellent relationship-building, communication, and negotiation skills
• Ability to manage a territory independently and stay focused on sales goals
• Strong organization, follow-through, and customer service skills
• Comfortable using CRM systems and Microsoft Office
• High school diploma or GED; college coursework or a degree in Business or a related field is a plus

Responsibilities

• Own sales growth and new business development within your territory
• Prospect for new customers and turn opportunities into long‑term accounts
• Grow existing accounts by identifying additional product and sales opportunities
• Build and maintain an active sales pipeline aligned with territory goals
• Develop and execute plans to increase sales and market share
• Build strong, long‑term relationships with HVAC contractors and dealers
• Meet regularly with customers throughout the territory to understand their business and identify opportunities
• Present HVAC equipment, products, promotions, and programs based on customer needs
• Help dealers grow their businesses through product knowledge, pricing, financing, training, and sales support
• Partner with customers to identify solutions that support their goals
• Partner with internal teams and manufacturer reps to deliver solutions
• Stay informed about competitive activity, customer needs, and market trends
• Participate in dealer meetings, trainings, events, and industry activities
• Maintain accurate customer activity, appointments, and sales opportunities in the CRM
• Travel throughout the territory to develop new business and maintain relationships

Skills

B2B sales

HVAC industry experience

Territory management

Prospecting / cold calling

Relationship building

CRM familiarity

MS Office

High school diploma

Business degree preferred

Education

High school diploma or GED

Business degree preferred

Tools

CRM software

Microsoft Office

Job description

About O’Connor Company

O’Connor Company, part of the mSupply family of brands, is a leading wholesale distributor of HVAC equipment, parts and tools serving contractors across Kansas, Oklahoma, Missouri, Nebraska and Iowa. With trusted product lines including Trane, American Standard and Mitsubishi Electric, O’Connor has built a strong presence in the Midwest HVAC market.

The Opportunity

If you know how to build relationships, win new business, and grow a market, we want to talk.

We’re looking for a Territory Manager to own sales growth across an assigned territory. You’ll work directly with HVAC contractors and dealers to strengthen existing relationships, develop new business, and uncover opportunities to help customers grow.

This is a field-based sales role where you’ll spend your time in the market — meeting with customers, prospecting for new business, identifying opportunities, and becoming a trusted resource for the contractors you serve.

The role is backed by an established HVAC distributor, strong manufacturer relationships, and a field-support team that understands the industry. This is an opportunity to build your territory, make an impact, and see the results of your work.

What You’ll Do

Grow Your Territory

• Own sales growth and new business development within your territory
• Prospect for new customers and turn opportunities into long‑term accounts
• Grow existing accounts by identifying additional product and sales opportunities
• Build and maintain an active sales pipeline aligned with territory goals
• Develop and execute plans to increase sales and market share

Build Customer Relationships

• Build strong, long‑term relationships with HVAC contractors and dealers
• Meet regularly with customers throughout the territory to understand their business and identify opportunities
• Present HVAC equipment, products, promotions, and programs based on customer needs
• Help dealers grow their businesses through product knowledge, pricing, financing, training, and sales support
• Partner with customers to identify solutions that support their goals

Be a Resource in the Market

• Partner with internal teams and manufacturer representatives to deliver solutions for customers
• Stay informed about competitive activity, customer needs, and market trends
• Participate in dealer meetings, trainings, customer events, and industry activities
• Maintain accurate customer activity, appointments, and sales opportunities in the CRM
• Travel throughout the territory to develop new business and maintain customer relationships

What You Bring

• 3+ years of B2B sales experience
• HVAC, distribution, or related industry experience preferred
• Proven track record of growing existing accounts and developing new business
• Confidence prospecting, cold calling, and opening new accounts
• Strong relationship‑building, communication, and negotiation skills
• Ability to manage a territory independently and stay focused on sales goals
• Strong organization, follow‑through, and customer service skills
• Comfortable using CRM systems and Microsoft Office
• High school diploma or GED required; college coursework or a degree in Business or a related field is a plus

What Success Looks Like

You know your territory, your customers, and where the next opportunity is.

You’re consistently building relationships, developing new business, and finding ways to grow existing accounts. You understand your customers’ businesses and know how to connect them with the right products, programs, and support.

Customers see you as more than a salesperson — you’re a trusted resource who helps them solve problems and grow their business.

You’re proactive, organized, and comfortable working independently. You own your results, keep your pipeline moving, and turn strong relationships into long‑term business.

Ready to Grow Your Territory?

If you’re a sales professional who enjoys being in the field, building relationships, winning new business, and seeing the direct impact of your work, we’d like to meet you.

Physical Demands & Work Environment

This full‑time position requires approximately 40 hours per week and involves regular physical and sensory activity, including:

Bending, lifting, and carrying materials weighing up to 50 lbs.

Prolonged sitting (up to 8 hours), with intermittent standing and walking throughout the shift

Continuous use of fingers, hands, and arms for computer and office‑related tasks

Frequent use of office equipment such as computers, phones, and scanners (up to 8 hours daily)

Regular verbal communication via phone and in‑person interactions (up to 6 hours daily)

What We Offer

• Medical, dental, vision, and prescription coverage effective immediately
• 401(k) plan with company contributions
• Life insurance and short‑ and long‑term disability coverage
• HSA/FSA options and an Employee Assistance Program (EAP)
• Paid time off, including vacation, holidays, and personal days
• Weekly pay, employee discounts, and more

Equal Employment Opportunity & Pre-Employment Requirements

mSupply is an Equal Opportunity Employer. We make employment decisions without regard to sex, age, race, color, creed, religion, national origin, citizenship or immigration status, sexual orientation, gender identity or expression, disability, genetic information, marital status, veteran or military status, or any other status protected by applicable federal, state, or local law.

We are committed to providing reasonable accommodations for qualified individuals with disabilities and to applicants with sincerely held religious beliefs, in accordance with applicable law. To request a reasonable accommodation, please contact [e-mail].

Final offers of employment may be contingent upon completion of job‑related pre‑employment checks and screenings permitted by law for the position. For roles that require operation of a company vehicle, a Motor Vehicle Record (MVR) check may also be conducted to determine insurability. This employer participates in E-Verify to confirm employment eligibility in the United States.