Territory Sales Manager (Area Sales Rep) - Eugene, OR

Thermal Supply, Inc.; Eugene (OR); On-site; USD 70,000 - 100,000; Full time

Job summary

Thermal Supply, Inc. in Eugene, Oregon, is seeking a Territory Sales Manager to grow a dealer network and drive profitable sales of HVAC products and services.

You will plan and execute dealer development, sign up new dealers, monitor performance, and collaborate with internal teams to expand market share in the territory.

Qualifications

• Minimum 5 years of sales experience, HVAC preferred.
• Ability to develop and execute a dealer program and targets.
• Strong communication and negotiation skills.

Responsibilities

• Plan, organize, develop, and grow a dealer base.
• Target and sign-up dealers within the territory.
• Build sales through communication about products, programs, and discounts.
• Maintain sales revenue and gross margin.
• Maintain an accurate call schedule with customers.
• Follow up on commitments to customers in a timely manner.
• Collaborate with regional teams to increase sales within branches.
• Develop action plans to meet or exceed sales targets weekly.
• Be the channel expert on product features, benefits, and design guidelines.
• Ensure accounts have all information on promotions, launches, pricing, and policies.
• Periodically reach out to determine satisfaction with products and services.
• Monitor competitive activity and market trends in territory.
• Expand knowledge of company products and features.
• Follow work instructions and company policies.
• Perform additional projects to support business needs.
• Report progress through monthly performance reviews.

Skills

Sales planning

HVAC knowledge

Customer relationship

Communication

CRM

Microsoft Office

Negotiation

Territory management

Time management

Education

High School Diploma or GED

College degree preferred

Tools

CRM software

Microsoft Excel

Job description

The Territory Sales Manager (ASR) 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 Thermal Supply products and services.

Position Responsibilities May Include

• Plan, organize, maintain, develop, and grow a volume driven and profitable base of 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 schedule to assigned and target customers
• Follows up on all commitments to customers in a timely manner
• Collaborate with DSRs, Refrigeration VP, Commercial Managers, Food Service VP, 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.
• Report and track progress and success through monthly performance reviews with Regional Sales Manager

Nature & Scope

• Ensures work is aligned with the Regional’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

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, Refrigeration and food service 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.