​​Parts Territory Sales Manager

Job Title:  Territory Sales Manager

Reports To:  Area General Manager - Parts

FLSA Status: Exempt

 

Summary: Under the supervision of the Area General Manager - Parts, the Territory Sales Manager sells HVAC equipment/parts and provides solutions to local companies and private individuals. This individual must have substantial knowledge of the items sold and the current company line card. The Territory Sales Manager position creates and maintains client relationships to meet sales goals and company benchmarks.

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ESSENTIAL DUTIES AND RESPONSIBILITIES:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability, and physical demands required.

• Services existing accounts, obtains orders, and establishes new accounts by planning and organizing daily work schedule to call on existing or potential sales outlets and other trade factors.

• Executes all necessary processes to complete the sale for the customer, so the order can be picked/pulled for delivery.

• Submits said orders by referring to inventory on hand, pricing and product literature for accuracy.

• Communicates with Store Branch Manager or Warehouse/Purchasing Manager regarding special orders.

• Coordinates delivery logistics with Warehouse/Purchasing Manager.

• Adjusts content of sales presentations by studying the type of sales outlet or trade factor.

• Focuses sales efforts by studying existing and potential volume of dealers.

• Keeps management informed by submitting activity and results reports, such as weekly work plans, and monthly and annual territory analysis.

• Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.

• Recommends changes in products, service, and policy by evaluating results and competitive developments.

• Resolves customer complaints by investigating problems, developing solutions, preparing reports and making recommendations to management.

• Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks and participating in professional societies.

• Provides historical records by maintaining records on territory and customer sales.

• Makes weekly cold calls to inactive and new customers and logs progress.

• Contributes to team effort by accomplishing sales related results as needed.

• Maintains a “Customer First” attitude always.

• Performs all other duties as assigned.

 

COMPETENCIES:  

• Sales Skills- Brings sales opportunities to closure or drives incremental revenue. Qualifies sales opportunities in terms of customer's needs, funding, competition, decision-making process and criteria. Accurately forecasts business opportunities, complexities and the resources required. Demonstrates effective presentation skills.

• Action Oriented- Enjoys working hard. Is action oriented and full of energy for things seen as challenging. Seizes more opportunities than others. Reacts quickly to critical situations.

• Customer Focus- Dedicated to meeting the expectations and requirements of customers. Gets first-hand customer information and uses it for improvements in products and services. Acts with customers in mind. Establishes and maintains effective relationships with customers and gains their trust and respect.

• Time Management- Uses time effectively and efficiently. Values time. Concentrates efforts on the more important priorities. Gets more done in less time than others. Can attend to a broader range of activities.

• Communication- Ability to communicate orally and in writing, with clarity and good effect. Understands clearly and quickly when instructions or orders are received. Uses judgment about what information is important and what is not, and what should be communicated, how, to whom and when.

• Problem Solving- Refers to the ability to solve difficult problems with effective solutions.

 

EXPERIENCE AND REQUIREMENTS:  

• High school diploma or general education degree (GED).

• At least three years of field sales experience, preferably in the HVAC industry.

• FACTS experience a plus.

• Valid driver’s license and clean driving record.

• Ability to read, analyze, and interpret documents in English. Ability to respond to common inquiries or complaints from customers.  

• Ability to interact clearly and effectively, in both written and oral communication, with supervisor, customers, staff, vendors, etc.

• To perform this job successfully, an individual should be proficient in personal computer skills including electronic mail, record keeping, routine database activity, word processing, spreadsheet, etc. This role requires an intermediate level of knowledge of Microsoft Office.

 

PHYSICAL DEMANDS/WORK ENVIRONMENT:  

While performing the duties of this job, the individual must be able to remain in a stationary position for 40 percent of the time while operating their computer and performing office work. The employee is frequently traveling in a vehicle. The individual needs to move about inside the office and at customer locations. The employee must be able to lift, push, pull, and/or move up to 20 pounds showing merchandise. They constantly operate a computer and other office productivity machinery, such as a calculator, copy machine, fax machine, and computer printer. The individual must be capable of reviewing their work for errors and making adjustments as necessary.

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The noise level in the work environment is usually low to moderate.  The individual normally works in a controlled climate, but can be subject to temperature variations from showroom setting to warehouse.

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Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.