The Area Sales Manager manages and develops sales activities of an area. Manages sales personnel in attaining maximum sales volume from potential markets and in meeting goals of organization. Establishes and maintains relationships with dealers, manufacturers and customers.
Position Responsibilities may include:
• Manage TSMs in the region.
• Responsible for key dealer acquisition.
• Maintain and improve personal sales and business expertise.
• Work with TSMs to resolve customer complaints regarding sales and service.
• Oversee regional and local sales managers and their staffs.
• Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.
• Determine price schedules and discount rates.
• Review operational records and reports to project sales and determine profitability.
• Monitor customer preferences to determine focus of sales efforts.
• Prepare budgets and approve budget expenditures.
• Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications.
• Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate or other subjects of sale.
• Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase.
• 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:
• Product knowledge and HVAC industry knowledge a strong asset
• High level of understanding of business needs of an HVAC contractor
• Demonstrates the ability to execute the consultative selling approach and excellent relationship management skills
• Ability to effectively negotiate agreements with customers and other related parties
• Ability to comprehend detailed knowledge of Company products and services, customers, decision makers, sales processes and market trends
• Excellent leadership skills - drive employee engagement, development, delegation and performance management
• Extensive knowledge of P&L statements
• Demonstrated proficiency with Microsoft Office products (Excel, PowerPoint, Word)
• Ability to communicate effectively ideas, concepts, business plans and strategies
• Develops quality interpersonal relationships and demonstrates flexibility and an open mind in social styles
• Embraces the "customer and team first" concept and uses a collaborative style in problem solving
• Frames professional activities through an organized and detailed time management system
• Demonstrates discernment and sound judgment
• Ability to apply good judgement, strong work ethics and integrity on the job.
Experience:
• 8+ years sales experience preferably in the HVAC industry
• 5+ years in a supervisory/manager role of a sales team
Education/Certification:
• Bachelor's degree in Business or related field or equivalent work experience
People Management: Yes
Physical Requirements / Work Environment:
• Must be able to perform essential responsibilities with or without reasonable accommodations
• Up to 35% travel required
Reports To: Regional 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.
