The Territory Sales Manager is responsible for driving sales growth of Electronics and Controls residential HVACR portfolio through Electronics and Controls distributors and contractors. Electronics and Controls (White-Rodgers) has been a leading provider of heating and cooling solutions for residential applications, serving HVACR wholesale distribution for more than 75 years. 

In this role you will develop long-term, value-add relationships with residential contractors and distribution partners, developing sales & marketing development plans to grow sales in your assigned territory. 

Take advantage of this excellent opportunity to join Electronics and Controls, a business of Copeland, where you can excel in a fast-paced, performance-based, team atmosphere, delivering Copeland value into the HVACR wholesale distribution channel.

This position is home based and will require daily travel within the territory, averaging five or six (5 / 6) overnight trips per month. Primary locations will be focused in the Baltimore, Maryland area and the DC metro area in Virginia including Richmond, with a total territory that includes Maryland, Virginia, and Delaware.

Copeland offers an excellent compensation package with competitive salary, comprehensive healthcare package, 401k (75% company match up to 5%), quarterly company funded retirement plan with an additional contribution of 2.5%, tuition assistance, flexible work schedule, paid time off (3 weeks paid holidays) and ongoing Copeland-led training.

Key Roles

• Focus on residential HVAC contractors with key sales and product training to enhance their success with Copeland. 
• Develop and strengthen partnerships with distribution accounts and national partners who do business in your territory.
• Represent Copeland - Electronics and Controls at key trade show events and symposiums within your territory as well as other key locations with the Southwest region on an ad hoc basis.

AS A TERRITORY SALES MANAGER, YOU WILL:

• Develop & achieve annual sales plan with territory accounts across thermostats, heating & cooling controls 
• Develop, build and nurture wholesaler and contractor business relationships, resulting in a mutual and beneficial partnering position.
• Demand creation - Develop pull-through sales process with territory contractors, delivering product & application knowledge and implementing Contractor Rewards Program.
• Identify and implement account-specific, training opportunities that enable “teaching for differentiation” centered around Electronics and Controls product portfolio
• Identify how, to whom, and when to provide merchandising, sales program, stocking programs and product training – wholesaler and contractor customers – resulting in offering valuable perspectives on the market & territory
• Develop sales, marketing and training plans at identified branch locations - open houses, lunch & learn sessions, trade show events, distributor ride-alongs; Develop shared performance metrics for identified branch locations
• Maintain up-to-date sales data and records from Sales & Marketing Plans by using the CRM system.
• Provide feedback to product & marketing teams for product enhancements driving portfolio growth. 

REQUIRED EDUCATION, EXPERIENCES & SKILLS:

• BA/BS Degree or equivalent hands-on experience – prefer Business Administration, Marketing, Management & Leadership, Professional Sales 
• 3 years of proven sales experience (face-to-face/personal selling) working with existing and new customers. (Consideration provided to candidates with a strong marketing background in lieu of sales experience.) 
• Verbal communication skills (in-person, conference calls, presentations) and business writing proficiency (transactional – emails; informational - call reports, meeting minutes; persuasive - customer proposals)
• Computer literacy and proficient in software skills (Microsoft Office: Outlook, Word, Excel, PowerPoint)
• Ability to work independently, while being coachable in a remote virtual environment, utilizing technology to remain in touch
• Ability for daily travel within Territory, averaging 5 or 6 overnight trips per month
• Legal work authorization in the United States - Sponsorship will not be provided for this role

PREFERRED EDUCATION, EXPERIENCES & SKILLS

• 2 years of sales experience supporting 2-step HVACR wholesale distribution, MRO, Plumbing channels, other technical sales/market experience
• Demonstrated performance in the 7 Territory Sales Manager Competencies
• Coachable learning agility from all aspects of the wholesale organization
• Ability to engage the sales process across all levels of the customer s organization
• High organization and planning skills including project management with customers
• Gains trust by quickly resolving customer problems & issues
• Passionate about delivering Electronics and Controls portfolio value to Distributors & Contractors
• Collaborates & networks with the wholesale team and customers remotely
• Comprehension of smart home technology product delivery & install across channels to homeowner

WHO YOU ARE / REQUIRED COMPETENCIES:

• Promotes & sells Electronics and Controls products, bridging from contractors to distributors. Attains sales objectives through planning & organizing. Manages & optimizes territory & key account coverage. Builds, actively manages distributor relationships. Helps contractors’ business grow & prosper. Trains & educates on Electronics and Controls products/solutions. Provides industry insight & product knowledge expertise
  • Action Oriented
  • Communicates Effectively
  • Drives Engagement
  • Persuades

Schedule

Our teams work together to ensure their chosen work schedules are supporting our customers. This role has a travel requirement of 15-20% of its time.

About our Business Unit

Electronics and Controls, a business unit of Copeland, is headquartered in St. Louis, MO and is an industry leader in home energy management and comfort control. Our products monitor and control appliances that account for approximately 60% of the energy consumed in the average US household. By networking our products to the cloud, we are discovering new ways to help our customers reduce energy consumption, save money, and maintain comfort. And because our technology touches so much of the residential energy profile, our solutions are positioned to make a significant impact on our nation’s carbon footprint. If you want to be part of a collaborative, high energy, fast paced team, where your contributions can make a real impact on the world – you have just found the place!

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