5+ years of sales experience, preferably in the HVAC industry
High School Diploma or GED; college degree preferred
Proficient in Microsoft Office and CRM systems
Strong relationship-building and customer service skills
Ability to read and interpret construction documents and plans
Self-motivated with minimal supervision
Excellent communication and presentation skills
Responsibilities
Plan and grow a profitable base of approximately 50 dealers
Target and sign-up new dealers within the territory
Communicate actively with customers about products and services
Maintain and improve sales revenue and gross margin
Collaborate with Branch Managers to boost sales
Develop action plans to meet customer development and sales targets
Monitor competitive activity and market trends
Benefits
Flexible work environment with potential for remote work
Opportunities for professional development and training
Access to a competitive commission and bonus incentive plan
Supportive team culture with collaboration across branches
Comprehensive health and wellness programs
Full Job Description
The Territory Sales Manager 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 COD products and services.
Position Responsibilities may include:
Plan, organize, maintain, develop, and grow a volume driven and profitable base of approximately 50 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 history within the CRM system.
Collaborate with 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.
Nature & Scope:
Has working knowledge and skills to perform a defined set of analytical/scientific methods or operational processes
Applies experience and skills to complete assigned work within own area of expertise
Works within standard operating procedures and/or scientific methods
Works with a moderate degree of supervision
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 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
Pay Range: $85,000 base pay plus competitive commission and bonus incentive plan
About McQuay International
McQuay International is a manufacturer of HVAC equipment and solutions. The company was founded in 1933 and is headquartered in Minneapolis, Minnesota. McQuay International offers a range of products including air conditioning units, chillers, and air handling units. The company has operations in North America, Europe, and Asia. McQuay International is a subsidiary of Daikin Industries, Ltd.
