Territory Sales Manager

Emerson   •  

Seattle, WA

Industry: Professional, Scientific & Technical Services


Less than 5 years

Posted 41 days ago

Job Description

The Territory Sales Manager is responsible for driving sales growth of White-Rodgers residential HVACR portfolio through White-Rodgers distributors and contractors. White-Rodgers has been a leading provider of heating and cooling solutions for residential applications, serving HVACR wholesale distribution for more than 75 years. In this role you will develop long-term, value-add relationships with customers, developing sales, marketing and training plans to help your customers grow their business. Take advantage of this excellent opportunity to join White-Rodgers, a business of Emerson, where you can excel in a fast-paced, performance-based, team atmosphere, delivering White-Rodgers value into the HVACR wholesale distribution channel.

Additional Information

This position is home based and will require daily travel within the territory, averaging 6 overnight trips per month. The primary location(s) for this position is Seattle, WA or Portland, OR.

Territory Sales Manager – Wholesale Distribution


  • Develop & achieve annual sales plan with territory accounts across thermostats, heating & cooling controls
  • Develop, build and nurture wholesaler and contractor business relationships, resulting in a mutual and beneficial partnering position
  • Demand creation - Develop pull-through sales process with territory contractors, delivering product & application knowledge and implementing Contractor Rewards Program
  • Identify and implement account-specific, training opportunities that enable “teaching for differentiation” centered around White-Rodgers product portfolio
  • Identify how, to whom, and when to provide merchandising, sales program, stocking programs and product training – wholesaler and contractor customers – resulting in offering valuable perspectives on the market & territory
  • Develop sales, marketing and training plans at identified branch locations - open houses, lunch & learn sessions, trade show events, distributor ride-alongs; Develop shared performance metrics for identified branch locations.
  • Provide feedback to product & marketing teams for product enhancements driving portfolio growth

Basic Qualifications

  • BA/BS degree – prefer Business Administration, Marketing, Management & Leadership, Professional Sales
  • 3+ years of proven sales experience (face-to-face/personal selling) working with existing and new customers. (Consideration provided to candidates with a strong marketing background in lieu of sales experience.)
  • 2+ years of sales experience supporting 2-step HVACR wholesale distribution, MRO, Plumbing channels, other technical sales/market experience
  • Verbal communication skills (in-person, conference calls, presentations) and business writing proficiency (transactional – emails; informational - call reports, meeting minutes; persuasive - customer proposals)
  • Computer literacy and proficient in software skills (Microsoft Office: Outlook, Word, Excel, PowerPoint)
  • Ability to work independently, while being coachable in a remote virtual environment, utilizing technology to remain in touch
  • Ability for daily travel within Territory, averaging 6 overnight trips per month

Preferred Competency Qualifications

  • Demonstrated performance in the 7 Territory Sales Manager Competencies

  • Coachable – Learning agility from all aspects of the wholesale organization

  • Ability to engage the sales process across all levels of the customer’s organization

  • High organization and planning skills including project management with customers

  • Gains trust by quickly resolving customer problems & issues

  • Passionate about delivering White-Rodgers portfolio value to Distributors & Contractors

  • Collaborates & networks with the wholesale team and customers remotely

  • Comprehension of smart home technology – product delivery & install across channels to homeowner

Territory Sales Manager Competencies

  1. Promotes & sells White-Rodgers products, bridging from contractors to distributors

  2. Attains sales objectives through planning & organizing

  3. Manages & optimizes territory & key account coverage

  4. Builds, actively manages distributor relationships

  5. Helps contractors’ business grow & prosper

  6. Trains & educates on White-Rodgers products/solutions

  7. Provides industry insight & product knowledge expertise

Work Authorization

No calls or agencies please. Emerson will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.