Territory Sales Manager

JH Larson Company; Sioux Falls (SD); On-site; USD 70,000 - 110,000; Full time

Benefits offered by this job

Medical benefits

Vision insurance

401k with employer match

Life insurance

Disability insurance

HSA with employer match

Critical Illness & Accident Insurance

Employee assistance program

PTO and paid holidays

Job summary

J.H. Larson Company in Sioux Falls, SD, is seeking a Territory Sales Manager to lead outside sales across electrical, plumbing, and HVAC products. You will grow sales, profitability, and market share by developing contractor and public-sector relationships while managing 3–5 strategic accounts.

This role guides territory strategy, supports field teams, and coordinates with branches, inside sales, operations, marketing, and vendors. Travel up to 50% is required.

Qualifications

• 5–10 years of sales experience preferred in relevant product areas.
• Experience managing public-sector or institutional accounts is a plus.
• Experience with government procurement, RFQs, RFPs, bids, or contracts preferred.
• Experience with energy-efficiency programs or rebates is a plus.
• Strong communication and leadership skills.

Responsibilities

• Build, manage, and grow relationships with federal, state, and local public-sector customers.
• Lead and coordinate rebate opportunities across Electrical, Plumbing, and HVAC product categories.
• Personally manage 3–5 strategic key accounts within the territory.
• Develop territory sales strategies, budgets, and growth plans.
• Collaborate with branches, inside sales, operations, marketing, and vendors.
• Support government procurement processes and contract opportunities.
• Lead cadenced sales meetings and ensure CRM adoption.

Skills

Territory sales

Public sector sales

Key account management

Contract bidding

Vendor relations

Negotiation

Communication

Tools

Excel

PowerPoint

Word

CRM software

Order management systems

Eclipse

Job description

Looking for an opportunity to grow, make an impact, and advance your career? At J.H. Larson Company, we're not just offering a job, we're offering an opportunity to help drive the future of our business. If you're looking for a company that values collaboration, customer relationships, and professional growth, J.H. Larson Company is the place for you!

J.H. Larson Company is an independent distributor of Electrical, Plumbing, and HVAC products with 8 locations in Minnesota, Wisconsin and South Dakota and 3 showroom locations. We remain dedicated to our employees, customers and vendors, and are positioned to move into the future as a family owned and operated business. We’re proudly celebrating our 95th anniversary this year!

J.H. Larson is hiring a Territory Sales Manager to join our sales team. This role oversees the outside sales teams for our South Dakota markets. The Territory Sales Manager is responsible for growing sales, profitability, and market share within an assigned territory by developing contractor and public-sector relationships, overseeing rebate opportunities across Electrical, Plumbing, and HVAC categories, and directly managing 3–5 strategic key accounts.

This role leads territory sales strategy, supports outside sales execution, builds strong relationships with government agencies, municipalities, contractors, builders, vendors, and key customers, and identifies opportunities tied to public projects, infrastructure initiatives, energy-efficiency programs, and rebate-funded demand. The position also supports customer retention, vendor alignment, sales reporting, and cross-functional execution with branches, inside sales, operations, marketing, and vendor partners.

What’s In It For You?

• Highly competitive benefits package
• Medical
• Vision
• 401k with employer match
• Life insurance
• Short- and Long-Term Disability
• Health Saving Account with employer match
• Critical Illness & Accident Insurance
• Employee assistance program
• PTO and 9 paid holidays, as well as your birthday!

And more!

Responsibilities Include:

• Government Affairs & Public-Sector Development: Build, manage, and grow relationships with federal, state, county, municipal, educational, and other public-sector customers. Serve as a primary contact for government account opportunities, identify public project opportunities, monitor procurement portals and funding initiatives, and represent the company in associations, regulatory forums, public-sector events, and trade shows.
• Energy Rebate Program Oversight: Lead and coordinate rebate opportunities across Electrical, Plumbing, and HVAC product categories. Partner with vendors, utility programs, internal teams, and customers to identify eligible products, promote rebate programs, support documentation needs, and turn rebate opportunities into sales growth.
• Key Account Management: Personally manage 3–5 strategic key accounts within the territory. Build account plans, maintain regular customer contact, identify growth opportunities, resolve issues, manage expectations, and provide value-added service to retain and grow business.
• Territory Sales Strategy & Revenue Growth: Help to develop and execute territory sales strategies, budgets, and growth plans. Use sales reporting, customer trends, market data, and branch performance insights to identify opportunities, improve customer service, and increase revenue and profitability.
• Vendor, Contractor & Builder Channel Development: Strengthen vendor partnerships, coordinate vendor training, influence distribution channel sales, and collaborate with contractors, builders, engineers, facility managers, purchasing agents, and decision-makers to drive product adoption and project opportunities.
• Public Contracts, Bids & Procurement Support: Identify, qualify, and help coordinate RFQs, RFPs, ITBs, contract renewals, cooperative purchasing opportunities, and awarded projects. Maintain visibility to active contracts, expiration dates, and upcoming public-sector opportunities.
• Team Leadership, Process Discipline & CRM Execution: Lead cadenced sales meetings, support outside sales development, reinforce policies and procedures, ensure CRM adoption, document sales activity, and maintain accurate customer, opportunity, rebate, and contract records.
• Frequent travel up to 50%

Qualifications:

• 5–10 years of sales experience preferred, ideally in electrical, plumbing, HVAC, construction, wholesale distribution, or building products.
• Experience managing key accounts, complex customers, contractors, builders, public entities, or institutional accounts preferred.
• Experience with government procurement, public-sector sales, cooperative purchasing, RFQs, RFPs, bids, or contract programs preferred.
• Experience with energy-efficiency programs, utility rebates, vendor rebate programs, or incentive-based selling preferred.
• Prior experience leading or coaching sales professionals preferred.
• Strong ability to develop new business, manage customer relationships, negotiate, and close sales.
• Ability to analyze sales data, track KPIs, manage pipeline activity, and adjust strategy based on performance.
• Strong written and verbal communication skills.
• Proficient in Microsoft Excel, PowerPoint, Word, CRM tools, and order management systems.
• HRIS and talent management experience
• Eclipse experience preferred.
• Product knowledge across Electrical, Plumbing, and HVAC preferred.
• Valid US Driver’s license and reliable transportation

We are committed to providing salary ranges for open positions. Please note that the specific compensation for this role will be determined based on your experience, qualifications, location, and internal equity considerations.

We are an affirmative Action and Equal Opportunity Employer