HVAC Territory Manager

Position Overview

The Territory Manager drives sales growth by managing an assigned territory, identifying opportunities, and building strong customer relationships. This role involves researching customer potential, engaging new clients, and providing tailored solutions to meet their needs. Responsibilities include sales planning, forecasting, ongoing customer engagement, and problem resolution. They also represent the company at industry events to enhance its market presence.

Job Description

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.

New Customer Engagement:

• Initiates contact with customers and develops relationships with influencers and decision makers. Questions, listens and observes to uncover customer needs.

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.

Closes Business:

• Collaborates with customers to define next steps, and coaches customers through the buying process.

Sales Planning:

• Works with customers to plan and forecast sales. Participates with management in updating territory plans, forecasts and setting territory sales goals.

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.

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 are able to meet customer expectations. Proactively follows up on leads or issues uncovered by the branch team.

Problem Resolution:

• Serves as the main point of contact to resolve customer issues or problems.

Tracking and Reporting:

• Inputs customer interactions into CRM tool. Analyzes customer sales, margins, share of wallet, buying behaviors, and Accounts Receivable. Provides reports to management on a regular basis.

Maintains Expertise:

• Monitors market conditions, product innovations, and competitors' products, prices, and sales. Maintains knowledge of new and existing products and inventory by participating in training, studying Johnstone and industry catalogs and web sites, and seeking knowledge from sales manager and other knowledgeable sources.

Represents Johnstone:

• Serves as a representative of the company at trade association meetings, industry events, open houses, or other events at the customer's request.

Required

• Valid driver's license
• High School Diploma / GED required OR equivalent combination of education and experience.
• Minimum of 2 years of documented successful direct sales experience.

Physical Demands and Work Environment

• Work is performed in the field and in a climate-controlled office setting where noise levels are low-to-moderate. The warehouse environment may be open to outside elements including hot and cold temperatures, dust, and dirt.
• Travel Requirement: The travel time away from base territory is less than 5% on avg.