Account Manager

HVAC DISTRIBUTORS INC • Pittsburgh, PA

32d • $80,000 - $85,000 • Onsite

About The Position

Accountable for Outside Sales to new and existing Residential equipment dealers and customers in a defined geographic territory. Develops and implements a territory sales strategy, based on company goals and Residential sales plan, which will contribute to the achievement of the company's business objectives and profitable growth.

Requirements

• Bachelors Degree in Business or related
• Five years of sales experience selling to contractors.

Responsibilities

• Attain or exceed Yearly Sales budget.
• Develops annual Territory Plan in conjunction with Regional Sales Manager; defines sales strategies and action plans for identified target accounts and prospects within the territory, including establishing new residential dealers and commercial contractor accounts, growing sales volume with current accounts, and maximizing share of customers’ equipment spend.
• Establishes and continuously grows profitable sales in the territory as described in the Territory Plan; Increases base of all customer classes including dealers, contractors, and co-distributors.
• Ensures personal and continuous improvement of rapport and productive relationships with decision makers in all classes of customers and prospects in the assigned territory.
• Ensures achievement of territory KPI goals including sales volume, gross profit margin, and net profit margin.
• Ensures achievement of assigned New Product sales budget.
• Continuously improves skills and personal competencies to present compelling dealer program presentations.
• Continuously studies, learns, and attends HVAC related seminars to improve product and dealer program knowledge.
• Manages through completion, the process to convert dealers to company equipment brands and ensures achievement of all related internal and external deliverables, including assignment of pricing, dealer levels, services, and training.
• Proactively coordinates and leverages sales resources of company suppliers throughout the year in order to maximize exposure of strategic products with current dealers and prospects.
• Continually collaborates with designated Regional or Branch Manager(s) and or Counter Associate(s) to ensure overall customer satisfaction.
• Collaborates on an ongoing basis with Regional or Branch Manager(s) to identify target accounts within the assigned Branch Territory in order to initiate and grow profitable sales relationships.
• Monitors market trends in the territory; advises Regional Sales Manager of opportunities, threats, and related recommended actions.
• Executes company initiatives and promotions to drive growth, sales retention, and customer loyalty.
• Takes ownership for and manages all internal and external relationships with assigned accounts in the territory.
• Captures new customer leads in SalesForce.
• Continuously updates Salesforce Campaigns with most recent opportunities and activities and status of the campaign.
• Updates Salesforce Customer Profiles consistently as customer information changes.
• Meets monthly with Counter Staff, Branch/Regional or Branch Manager(s)and Regional Sales Manager to: Review previous month’s roadblocks and hurdles and to devise solutions and plans to overcome. Review monthly specials to ensure understanding, communication plan and targeted accounts. Utilize monthly Gap Analysis reporting to determine opportunities for share of wallet growth; create plan by customer, execute plan. Engage in collaborative customer problem resolution process utilizing Branch and Technical Services to solve issues. Utilize monthly Attrition Report to follow up with customers, determine status of the customer and attrition, update Sales Force attrition object.
• Monitors, analyzes and create action plans, and submit to Regional Manager for approval.
• Prepares and updates monthly, quarterly, and annual forecasts covering projected sales.
• Attends monthly Sales Meetings and provides updates on the territory, sales growth initiatives, and improvement priorities.
• Develops and submits ad-hoc reports as may be required to support company plans and initiatives.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level