Territory Sales Manager

Job Description

Job Details

Job Title:

Territory Sales Manager

Job Code:

OFFTMGR

Department:

Sales

Location:

Reports To:

Regional Sales Manager

FLSA Classification:

Exempt

EEOC Classification:

Sales Workers

Salary Grade:

Supervisory Responsibilities:

  Yes             No

Job Summary

The primary responsibility of the Territory Sales Manager is to expand market share within the trade channel by selling through wholesale distributors, training wholesale personnel and contractors, and executing sales and marketing directives for the full line of HVACR products in assigned territory within region.  This position involves direct participation in the sales process, the sales plan development, and achieving territory revenue and margin goals. The Territory Sales Manager will also influence product mix and expanding product lines by suggesting product needs and identifying marketing opportunities to DiversiTech Product Line Managers.  This position is accountable for overseeing the sales process, management, value validation, and revenue outcomes for each assigned strategic account.  This role involves utilizing the DiversiTech Account Management Sales process, incorporating the Keep, Convert, Grow (KCG) opportunity management pipeline.  Additionally, the Territory Sales Manager is responsible for establishing and nurturing new customer relationships, as well as strengthening existing customer relationships, which are crucial steps in expanding the business.

Essential Duties

• Increases sales of products through the wholesale distribution channel, visits corporate and branch locations of wholesale distributors within the territory in partnership with Demand Generation and Marketing teams. 
• Assists in the annual Account Discovery planning for customer Value Confirmation with assigned National, Strategic, and Top Core accounts.
• Implements Pipeline Opportunity management for assigned accounts in conjunction with the Regional Sales Manager, Sales Operations, and the Demand Generation team.
• Performs weekly, monthly, quarterly, and annual cadences as required within the DiversiTech Sales process.
• Meets or exceeds established sales budget.
• Evaluates, identifies, and recommends products with the DiversiTech engineering and sourcing departments to add high value products that expand the product portfolio.
• Collaborates with the Pricing Manager on pricing strategies for product line.
• Collaborates with the Regional Sales Manager to develop and implement territory sales and marketing plans. 
• Contributes to the development of the organization’s strategic direction to increase sales of products within territory. 
• Performs other duties as assigned.

Qualifications, Skills, Abilities and Educational Requirements

Required

• Bachelor’s degree in Business Administration or related field
• 5 – 7 years of experience in sales in a manufacturing or related industry
• Intermediate experience utilizing Microsoft Office Suite, especially Word, Excel, and PowerPoint
• Experience utilizing CRM
• Knowledge of HVACR products, two step distribution selling models and commercial customers in the US HVACR market
• Experience working in a fast paced and high-volume work environment.
• Proactive “self-starter” with a strong attention to detail.
• Excellent communication skills, both verbal and written, with the ability to interact with all employee levels including executive management, as well as customers.
• Exhibits professional sales and persuasive communication skills evident in both one-on-one and group presentations
• Capable of reaching decision makers and gaining commitment
• Possesses adept listening and probing skills to understand customers’ needs 
• Valid Driver’s License

Preferred

Key Competencies

Inter-Relationships

Consistent interaction with all levels of corporate and field employees and management, Sales Administration, Engineering, Manufacturing, Demand Generation, and Marketing teams.  Regularly interfaces with customers. Attends sales conferences and attend trade shows as needed.

Working Conditions and Physical Demands

Work Environment

This position works from a remote location (home office).  Requires regular use of office equipment including computers, phones, and printers.  Occasional overtime may be required.

Physical Demands

Demand:

Frequency

Hear

Frequent

See

Frequent

Repetitive Motions

Frequent

Talk

Frequent

Sit

Frequent

Type

Frequent

Drive

Frequent

Stand

Occasional

Walk

Occasional

Bend

Occasional

Stoop

Occasional

Reach

Occasional

Physical Work

Percentage

Light – 0 – 10 lbs

0 - 25%

Travel Required

Yes, 75 – 100%

Additional Information

The above statements are intended to describe the general nature and level of work being performed.  They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel.

Job duties outlined in this job description are considered “Essential Functions” and have been formulated in accordance with the guidelines established by the Equal Employment Opportunity Commission (EEOC).  The provisions of the American with Disabilities Act (1990) stipulate that employees must be capable of performing the “Essential Functions” of the job with or without reasonable accommodation.  Reasonable accommodations may be made to enable individuals with disabilities to perform the “Essential Functions”.

DiversiTech is an Equal Opportunity Employer.