The Area Sales Manager is a pivotal growth driver within the Heritage Family of Companies, responsible for leading a defined geographic territory to achieve aggressive revenue targets and expand market share. This role demands a dynamic blend of strategic sales leadership, deep product knowledge, and relationship-driven customer engagement across the pool, spa, and landscape distribution sectors. By coaching branch-level sales staff, cultivating high-value customer and contractor relationships, and partnering cross-functionally with operations and marketing, the Area Sales Manager will serve as the frontline champion of Heritage's value proposition delivering profitable growth while embodying the company's commitment to service excellence and its "Make Money and Have Fun!" culture.

Key Responsibilities

• Drive territory revenue growth by developing and executing a disciplined sales strategy, managing a defined book of business spanning contractors, dealers, and commercial accounts to consistently meet or exceed quota.
• Prospect, qualify, and close new business opportunities within the assigned territory, expanding Heritage's customer base through targeted outreach, job site visits, trade events, and referral networks.
• Build and maintain long-term, trust-based relationships with key accounts; landscape contractors, and retail dealers acting as a consultative partner to understand their business needs and position Heritage solutions accordingly.
• Conduct regular account reviews, identify upsell and cross-sell opportunities across Heritage's full product portfolio, and develop tailored proposals that drive incremental revenue and customer loyalty.
• Collaborate closely with Branch Managers and Regional Leadership to ensure seamless order fulfillment, inventory availability, and customer satisfaction, bridging the gap between sales commitments and operational execution.
• Monitor competitor activity, pricing trends, and market dynamics within the territory; provide actionable intelligence to leadership to inform product assortment, pricing strategy, and promotional planning.
• Leverage CRM tools and sales data to maintain accurate pipeline records, forecast revenue, track performance against KPIs, prioritize activity to maximize territory ROI.
• Represent Heritage at industry trade shows, vendor training events, and customer appreciation initiatives, strengthening brand visibility and deepening supplier and customer partnerships.
• Support the onboarding and ongoing development of branch sales staff by sharing best practices, conducting ride-alongs, and delivering product and selling skills training in collaboration with branch leadership.
• Partner with marketing on territory-specific campaigns, promotions, and seasonal initiatives, ensuring timely and effective execution at the local level to drive traffic and demand.

Travel Requirements

• The Area Sales Manager role requires travel throughout the assigned geographic territory, estimated at 60 - 75% of working time, including regular visits to customer job sites, branch locations, vendor facilities, and industry events.

Minimum Qualifications

• Proven sales experience in distribution, wholesale, or a related field, preferably within pool/spa, landscape, irrigation, or building materials industries.
• Demonstrated history of meeting or exceeding sales quotas in a territory or account management role, with evidence of new business development/account retention.
• Proven ability to build and maintain productive relationships with contractors, dealers, and commercial customers across a defined geography.
• Proficiency in Microsoft Office (Excel, Word, Outlook, PowerPoint) and CRM platforms (Salesforce, HubSpot, or comparable). Familiarity with ERP systems is highly preferred.
• Exceptional verbal and written communication skills with the ability to deliver compelling product presentations, negotiate pricing and terms, and maintain professional customer correspondence.
• Strong ability to independently manage a large territory, prioritize competing demands, and follow through on commitments with minimal supervision.
• Enthusiasm for a sales culture centered on growth, accountability, and enjoyment, consistent with Heritage's "Make Money and Have Fun!" ethos.
• Able to pass background and drug screenings

Minimum Education

• A high school diploma or equivalent is required

Minimum Years of Work Experience

• Minimum of three (3) years of professional outside sales, territory management, or account management experience in distribution, wholesale, or a related trade industry is required.
• Prior experience calling on contractors, dealers, or commercial accounts is strongly preferred.

Competitive weekly/bi-weekly pay, discretionary bonuses, 401(k) with company match, Employee Stock Purchase Plan, paid time off (vacation, sick, volunteer, holidays, birthday, floating), medical/dental/vision, flexible spending accounts, company-paid life and short-term disability, plus optional long-term disability, and additional life insurance. All benefits subject to eligibility.

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