Area Sales Manager - West

Lennox International • Los Angeles, CA

1d

About The Position

The Area Sales Manager drives sales execution and market growth by developing designated key accounts to performance levels established by the Regional Sales Manager and converting qualified prospects into active ADP customers. The role increases revenue and market share by translating regional strategy into focused account plans, expanding product penetration and share of wallet, and coordinating actions to achieve account targets. It serves as the primary day-to-day contact for assigned key accounts and qualified new-customer opportunities, working closely with the Regional Sales Manager and Manufacturer’s Representatives.

For key accounts, the manager builds relationships with customer decision-makers, executes account growth plans, monitors progress, and coordinates internal resources. For prospective customers, the manager leads the process from pipeline qualification through pricing, product selection, account setup, onboarding, and launch, ensuring operational readiness and a successful transition to active customer status.

The role coordinates with sales partners and cross-functional teams to support customer needs, complete onboarding, and resolve priority issues. Success is measured by revenue and market-share growth, account progress toward targets, product and wallet-share expansion, prospect conversion, onboarding execution, CRM and forecast accuracy, and responsiveness. This is a salaried exempt role with an 80/20 base salary-to-commission split and eligibility for an annual bonus. Regular travel throughout the assigned geography is required.

Requirements

• Bachelor’s degree or an equivalent combination of education and relevant experience.
• At least 3 years of B2B sales, channel sales, field sales leadership, or wholesale-distribution experience.
• Strong coaching, relationship-building, presentation, negotiation, organization, and follow-through skills.
• Ability to establish expectations, inspect execution, address performance gaps, and drive accountability without direct reporting authority.
• Proficiency with Microsoft Office and CRM systems.
• Ability to travel regularly throughout the assigned geography.

Nice To Haves

• Experience leading, coaching, or influencing independent sales representatives or external channel partners is strongly preferred.
• Experience with distributors, contractors, technical products, or two-step distribution is preferred.
• HVAC or related technical-product experience is preferred.

Responsibilities

• Develop and execute account plans for designated key accounts in line with growth expectations and priorities set by the Regional Sales Manager.
• Partner with Manufacturer’s Representatives to execute account strategies, coordinate customer engagement, and advance growth priorities.
• Build relationships with customer decision-makers and maintain regular account reviews, opportunity discussions, and follow-up.
• Identify opportunities to expand product penetration and share of wallet, convert competitive business, and improve account performance.
• Track key-account progress toward target levels and adjust actions in partnership with the Regional Sales Manager.
• Translate customer needs and market insights into coordinated sales actions and timely internal follow-through.
• Partner with the Regional Sales Manager to prioritize qualified prospects in the new-customer pipeline.
• Develop and execute prospect-conversion plans with defined next steps, timing, ownership, and revenue potential.
• Lead prospective customers through pricing, product selection, program alignment, account setup, and launch preparation.
• Coordinate with internal teams to ensure operational readiness and a smooth transition from prospect to active customer.
• Maintain accurate CRM records and provide pipeline, onboarding, and forecast visibility to the Regional Sales Manager.
• Coordinate account-growth and new-customer activities with the Regional Sales Manager, National Account Managers, and other sales partners.
• Partner with Business Development Managers to develop and convert qualified opportunities from new verticals and demand-generation efforts.
• Coordinate with Product, Marketing, Application and Engineering, Customer Service, Operations, Finance, and other internal teams to support accounts, complete onboarding, and resolve priority customer needs.
• Travel regularly throughout the assigned geography.

Benefits

• Tuition reimbursement
• Medical insurance
• Dental insurance
• Vision insurance
• Prescription drug coverage
• 401(k) retirement plan
• Short-term disability insurance
• 8 weeks of paid birthing leave
• 2 weeks of paid bonding leave
• Life and long-term disability insurance
• Up to 12 days of paid time off, depending on hire date and eligibility
• 2 paid well-being days, depending on hire date and eligibility
• 1 paid volunteer day, depending on hire date and eligibility
• 12 paid holidays, depending on hire date and eligibility
• 3 floating holidays per year, depending on hire date and eligibility
• Annual bonus eligibility

What This Job Offers

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