Territory Sales Manager-HVAC

Description

• Prepare estimates and proposals for customers
• Build and maintain strong relationships with current and prospective customers, contractors, and distributors (including top management, sales, purchasing, inventory control, accounts payable, etc.) through regular communication and follow up, sales calls, product demonstrations, sponsored product shows, and face to face meetings
• Proactively seek out and engage with new customers, contractors, and distributors within territory to expand our market presence and increase sales
• Collaborate with representatives, sales team, engineering, and production, to resolve customer issues and ensure high levels of customer satisfaction
• Manage a designated territory by identifying potential customers, contractors, and distributors and creating a strategic plan to effectively engage them
• Develop and execute sales strategies to achieve or exceed sales targets, including identifying cross-selling and upselling opportunities
• Actively pursue key accounts
• Identify opportunities to optimize processes, enhance efficiency, and reduce costs
• Educate customers and prospects on product features, benefits, and competitive advantages
• Plan and implement sales activities with distributor customers
• Collaborate with internal teams, including marketing, product management, customer service, and production to provide feedback on customer needs, market trends, and competitor activities
• Attend industry events, conferences, and trade shows to network, promote the company, and identify new business opportunities
• Deliver product and technical training to enhance understanding and ability and effectively promote products and associated digital products
• Monitor and manage expenses within assigned territory to ensure optimal resource allocation
• Actively participate in product growth opportunities including new product introductions, product presentations, and technical presentations
• Meet or exceed booking/revenue goals for quarter and year end
• Represent Weil-McLain product line during regional and national trade shows
• Analyze sales data, customer feedback, and market trends to identify areas for improvement and sales optimization and recommend action plans to address
• Create and maintain records of sales activities, customer interactions, and progress toward goals using CRM tools
• Frequent travel to meet with customers, attend industry events, and visit company locations – at least 80% of time
• Prepare and present regular reports on sales performance, market trends, and competitor activities to management
• Create and Manage Opportunity Pipeline

Requirements

SPX is a diverse team of unique individuals who all make an impact. As the Territory Sales Manager, you will be integral to the continued growth and success of the company by understanding and developing your assigned territory to maximize revenue and growth targets. Responsible for developing and maintaining strong customer relationships and ensuring efficient sales operations within your territory, you will devise sales strategies, analyze data, identify sales opportunities, and address customer concerns in order to strengthen and grow your territory. The successful Territory Sales Manager is results driven with a passion for driving sales growth and exceptional communication and negotiation skills.

• Bachelor’s degree sales, marketing, or related field preferred
• Ability to lift and move product displays weighing up to 50 lbs
• Formal sales and marketing training
• Solid understanding of sales principles, techniques, strategies, and best practices
• Willingness to travel at least 80% of time
• Technical understanding of product features, functions, benefits, installation and application and ability to explain technical concepts in a clear and concise manner
• Can live anywhere within the assigned territory of Western PA & Eastern or Central Ohio
• Self motivated, with the ability to work independently and as part of the team
• Proficiency in CRM software and other sales productivity tools
• Analytics, Research, and Reporting
• Proficiency in Microsoft Office (Word, Excel, Access, PowerPoint, Outlook)
• Ability to present data and recommendations to distributors and customers with excellent presentation skills
• Ability to drive long distances
• Proven track record of achieving and exceeding sales targets and driving business growth
• Driver’s license and proof of insurance required
• Prior experience delivering technical training
• Experience with channel management
• Excellent interpersonal and communication skills, with the ability to build and maintain professional relationships at all levels of the organization and work cross functionally
• At least 2 years’ territory sales experience in closely related industry
• Exceptional negotiation and persuasive skills to close deals and secure new business opportunities
• Analytical mindset with prior experience interpreting sales data and market trends and adjusting strategies accordingly
• High school diploma or equivalent required

Benefits

• Competitive health insurance plans and 401(k) match, with benefits starting day one
• Competitive and performance-based compensation packages and bonus plans
• Home office/remote working environment
• Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
• Educational assistance, leadership development programs, and recognition programs

Training + Development

Interview process

Visa Sponsorship

Security clearance