Territory Sales Manager

Daikin Comfort; Philadelphia (Philadelphia County); On-site; USD 70,000 - 100,000; Full time

Job summary

Daikin Comfort invites an experienced Territory Sales Manager to lead dealer development and revenue growth in the Philadelphia area. You will manage a base of approximately 50 target and core dealers, driving volume, profitability, and product adoption across COD lines.

In this role you will maintain CRM records, collaborate with Branch Managers, and deploy remedial plans to hit weekly targets. Deep HVAC product knowledge and strong negotiation skills are essential for success.

Qualifications

• Minimum 5 years of sales experience preferably within the HVAC industry
• Experience in dealer network development and field sales preferred
• Ability to plan, organize, and grow a base of target dealers
• Strong understanding of product features and customer benefits
• Proven ability to meet or exceed sales targets and margins

Responsibilities

• Plan, organize, maintain, develop, and grow a base of ~50 target/core dealers
• Sign-up dealers within territory and build sales through communication
• Maintain and improve sales revenue and gross margin
• Maintain accurate call history in CRM
• Collaborate with Branch Managers to grow sales within branches
• Develop remedial action plans to meet sales targets weekly
• Be the channel expert on product features, performance, and guidelines
• Inform clients about promotions, launches, billing, returns, and policies
• Monitor competitor activity and market trends
• Expand knowledge of company products and features

Skills

Sales strategy

Communication skills

Presentation skills

Relationship building

Multi-tasking

Attention to detail

Reading construction docs

HVAC knowledge

Self-motivated

Integrity

Education

High School Diploma or GED

College degree preferred

Tools

CRM software

Microsoft Office

Job description

The Territory Sales Manager is responsible for planning, organizing, maintaining, developing and growing a volume driven and profitable base of target and core dealers while ensuring that each member of the dealer base is aware of the features and benefits of COD products and services.

Position Responsibilities May Include

Plan, organize, maintain, develop, and grow a volume driven and profitable base of approximately 50 target and core dealers.
Target and sign-up Dealers within assigned territory.
Build sales through active communication with existing and potential customers about new product launches, services, supplies, prices, programs and discounts.
Maintain and improve sales revenue and gross margin.

• Maintain an accurate call history within the CRM system.
• Collaborate with Branch Managers and their teams to increase sales within the assigned branches within territory
• As required, develop remedial action plans to meet or exceed customer development and sales targets on a weekly basis.
• Be the channel expert on the features, benefits, product performance, and design guidelines for products sold.
• Ensure client accounts have all the information they require to maintain and exceed customer service expectations including policies and processes on promotions, new product launches, billing, returns, product changes etc.
• Periodically reach out to customers to determine satisfaction with the organization, products and services
• Monitor competitive activity and trends within territory.
• Expand knowledge base of the company’s products and features.
• Understand and follow work instructions, operating procedures and company policies.
• Perform additional projects/duties to support ongoing business needs.

Nature & Scope

• Ensures work is aligned with the Director’s expectations, goals, and vision
• Accountable for implementation of policies, processes, and procedures for short-term results
• Decisions and problem-solving are guided by policies, procedures and business plan; receives guidance from Senior Manager/Director
• Works on difficult to moderately complex issues and projects
• Provides guidance and training to subordinates
• Has authority to hire, recommend pay, establish performance and recommend for termination
• Level of signing authority established by company policy/guidelines

Knowledge & Skills

• Proficient sales ability with the ability to build and action a robust sales plan
• Excellent communication and presentation skills; both verbal and written
• Proficient computer skills required including Microsoft Office and internal systems like CRM, expense reporting, etc.
• Strong relationship building and customer service skills with the ability to generate new business through negotiating and carrying out a sales plan
• Strong organizational and multi-tasking and time management skills
• Ability to focus and high level of attention to detail
• Ability to read and interpret construction documents and drawings/plans
• Knowledge of HVAC products, services, customers and market trends
• Demonstrates discernment and sound judgment
• Self-motivated with the ability to work autonomously with minimal supervision
• Ability to apply good judgement, strong work ethics and integrity on the job.

Experience

• Minimum 5 years of sales experience preferably within the HVAC industry

Education/Certification

• High School Diploma or GED equivalent
• College degree preferred

People Management: No

Physical Requirements / Work Environment

• Must be able to perform essential responsibilities with or without reasonable accommodations

Reports To

• Area Sales Manager

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.

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