Territory Sales Manager

Hoffman & Hoffman, Inc.; Columbia (SC); On-site; USD 65,000 - 95,000; Full time

Benefits offered by this job

Health, dental, and vision benefits

Company vehicle or car allowance

401(k) with company match

Paid time off and holidays

Job summary

Hoffman Hydronics is seeking a Territory Sales Manager to drive profitable growth within an assigned territory in Columbia, SC. You will develop relationships with HVAC contractors, builders, and key customers to promote residential and light commercial products and services.

The role emphasizes strategic planning, quotes, bids, and coordination with inside sales and support teams to ensure customer satisfaction and target achievement.

Qualifications

• Bachelor's degree preferred or equivalent HVAC experience.
• 3–5+ years sales in HVAC distribution or contracting (residential/light commercial preferred).
• Strong communication, presentation, and negotiating skills.
• Proficient in CRM software, Microsoft Office, and mobile tech.
• Valid driver’s license and clean driving record.

Responsibilities

• Develop and execute a strategic sales plan to meet goals.
• Identify and pursue new business with HVAC contractors, dealers, and builders.
• Promote residential and light commercial HVAC equipment and parts.
• Conduct in-person visits and maintain strong relationships.
• Collaborate with inside sales, branch ops, and support teams to ensure satisfaction.
• Track sales activities, quotes, and territory performance.

Skills

Communication

Presentation

Negotiation

HVAC knowledge

Independent work

Education

Bachelor's degree or equivalent experience

Tools

CRM software

Microsoft Office

Mobile technology

Job description

The Territory Sales Manager (TSM) is responsible for driving profitable sales growth within an assigned territory by developing and maintaining strong relationships with HVAC contractors, builders, and other key customers. This role focuses on promoting the company’s residential and light commercial HVAC products, programs, and services to increase market share and enhance customer satisfaction.

Key Responsibilities:

Sales & Business Development

• Develop and execute a strategic sales plan to achieve sales goals and market growth targets.
• Identify and pursue new business opportunities with HVAC contractors, dealers, and builders.
• Promote residential and light commercial HVAC equipment, parts, and supplies from leading manufacturers.
• Conduct regular in-person visits and follow-ups to maintain strong customer relationships.
• Analyze market trends, competitor activity, and customer needs to identify growth opportunities.

Account Management

• Serve as the primary contact for assigned accounts, ensuring timely communication and issue resolution.
• Build relationships with our existing Applied Sales Team, to work and collaborate on large project opportunities to capture potential warehouse sales.
• Provide pricing quotes, assist with bids, and negotiate within company guidelines.
• Collaborate with inside sales, branch operations, and technical support to ensure customer satisfaction.
• Monitor customer credit and collections in partnership with the accounting team.

Product Knowledge & Training

• Maintain expert knowledge of HVAC products, systems, and applications.
• Conduct or coordinate product training sessions, demonstrations, and contractor events.
• Support marketing initiatives, promotions, and rebate programs.
• Assist customers with equipment selection and product recommendations.

Reporting & Administration

• Track and report sales activities, pipeline opportunities, and market intelligence.
• Master the company’s ERP system to manage accounts, quotes, and territory activity.
• Prepare regular sales forecasts and performance reports.
• Participate in trade shows, vendor meetings, and company events as required.

Qualifications

• Education: Bachelor’s degree preferred, or equivalent combination of education and HVAC experience.
• Experience: 3-5+ years of inside counter or outside sales experience in HVAC distribution or contracting (residential/light commercial preferred).
• Strong communication, presentation, and negotiating skills
• Knowledge of HVAC systems, components, and applications.
• Self-motivated with the ability to work independently in the field.
• Proficient in CRM software, Microsoft Office Suite, and mobile technology.
• Licenses: Valid driver’s license and clean driving record required.

Performance Metrics

• Achievement of monthly and annual sales goals.
• Territory growth and new account development.
• Customer satisfaction and retention rates.
• Participation and engagement in company promotions and training programs.
• Base salary plus commission plan.
• Company vehicle or car allowance.
• Health, dental, and vision benefits.
• 401 (k) with company match.
• Paid time off and holidays.

This job description is intended to provide information regarding the essential functions and basic duties of this position. It is not intended to be construed as an exhaustive list of all functions, responsibilities, skills and duties that could be assigned. Additional functions and requirements may be assigned by management as it deems appropriate. This document does not constitute a contract and is subject to change at the discretion of Hoffman Hydronics.