240709 MT - Territory Sales Manager - West Coast USA - CP: Joanne Rusch - ICM CONTROLS

(Mid Atlantic & Southeast: Washington DC and Atlanta)

Summary:

Our award-winning client is seeking a Territory Sales Manager to join their team! Book business in assigned market category to meet organization revenue goals. Additionally, promote the sale of company products collaborates with regional independent representatives to understand customer requirements and provide sales support.

Responsibilities:

Creates sales plan and quotas for each sales representative, region, and product category in support of national objectives by reviewing sales information, to include audit results and identified trends in order to meet daily sales numbers.

Develops and presents proposals to/for specific customers and potential customers per their requirements, including industry specific solutions.

Submit expenditures, known variances, and forecasts to the CEO for approval.

Identify and determine national sales system improvements and implement any needed procedural change.

Ensures sales standards and processes are met and followed; will follow-up on corrective actions.

Works with internal representatives and regional sales representative agencies to maintain service and expand customer base for the growth of existing customers as well as to bring on new customers weekly.

Builds and maintains rapport with key customers; identifies new customer opportunities.

Strategically identify and follow up with targeted customers with daily, weekly scheduled Sales and Engineering calls with to determine new product opportunities and/or service changes.

Stays current regarding industry trends through surveying consumer needs, tracking competitors and participating in education opportunities. Implements trade promotions by publishing, tracking, and evaluating trade spending.

Prepares and delivers presentations that explain product services to independent representatives, customers, and prospective customers.

Provides technical and non-technical support and services to customers or other staff members regarding the use, operation and maintenance of product.

Daily management planning meeting with the team to measure daily success against daily goals.

Travels 70% of time.

Required Qualifications:

8+ years of experience with Sales or Business Development with HVAC.

Strong experience with Sales or Business Development to Distributors or OEM

Excellent communications skills.

Excellent computer and analytical skills with a focused ability of problem solving.

The ability to lead cross-functional teams.

Working knowledge of Epicor a big plus.

Minimum of Bachelor’s degree in Engineering, STEM field, Business Administration or similar.