Territory Manager HVAC

Are you a dynamic and experienced Outside Sales individual looking for a new challenge to work for an industry leading HVAC distribution business?

Do you have a strong sales track record within HVAC sector?

Have you got a proven track record of building and growing business within the residential contractor market?

CSG have been retained by one of the world leading HVAC distribution firms, to seek a new Territory Manager who will be working closely with a branch in the Louisiana areas of Harahan and Baton Rouge and working closely with the VP of Sales. It is a unique and fantastic opportunity to join one of the most highly regarded and successful US distribution firms and hold a significant role in driving its performance and future growth.

This role holds accountability for the growth and profitability of both new and existing customer sales within the Texas area.

Some of the key responsibilities are (but are not limited too):

1. Territory Planning: Develops a thorough knowledge base of customers in the territory. Conducts research to understand customer revenue potential, creditworthiness, business focus and operations, current supplier and manufacturer relationships, and other information pertinent to determining customer fit. Categorizes and prioritizes accounts and allocates time to highest priorities. Maps opportunities into territories/zones.
2. New Customer Engagement: Initiates contact with customers and develops relationships with influencers and decision makers. Questions, listens, and observes to uncover customer needs.
3. Presents Insights and Solutions: Takes a consultative approach to sales by proposing product and service programs that are linked to customer needs, while maintaining profitability metrics. Articulates the value of programs and services in terms of resolving customer needs and problems.
4. Closes Business: Collaborates with customers to define next steps, and coaches’ customers through the buying process.
5. Sales Planning: Works with customers to plan and forecast sales. Participates with management in updating territory plans, forecasts and setting territory sales goals.
6. Ongoing Customer Engagement: Calls on customers on a regular basis to ask for feedback; review and adjust forecasts and programs as necessary; provide insights about the market, industry, supplier marketing programs, and other opportunities available for customers. Develops a trusted business advisor relationship with customers.
7. Internal Coordination & Communication: Provides customer information to the branch team to help them support the customer. Communicates product and pricing programs, as well as specific things needed from each department to support customer commitments. Follows up to ensure internal departments can successfully meet customer expectations. Proactively follows up on leads or issues uncovered by the branch team.
8. Problem Resolution: Serves as the main point of contact to resolve customer issues or problems.
9. Tracking and Reporting: Inputs customer interactions into CRM tool. Analyzes customer sales, margins, share of wallet, buying behaviours, and Accounts Receivable. Provides reports to management on a regular basis.

Some key requirements include:

• MUST have a proven experience selling HVACR Equipment, ideally into contractors
• A strong relationship builder with a track record of success growing existing accounts and bringing on new business accounts
• Knowledge of HVACR wholesale distribution business and factors influencing profit and loss
• Mechanical aptitude, or the ability to understand how machines and tools are used to accomplish work (helpful)

This role offers a fantastic opportunity to join a business with a more than 60-year successful history, so you will be an ambitious and forward-thinking individual who is hungry and thrives on a challenge.

We are looking for an engaging and motivated individual who thrives in a sales focused role and wants to play a key part in the continued growth of this business.

If you feel you would be a great candidate for this role, please apply to be considered.

CSG Talent