Mgr Area Sales

Daikin•Phoenix, AZ

6d•Hybrid

About The Position

The Area Sales Manager manages and develops sales activities of an area. Manages sales personnel in attaining maximum sales volume from potential markets and in meeting goals of organization. Establishes and maintains relationships with dealers, manufacturers and customers. Ensures work is aligned with the Director’s expectations, goals, and vision. Accountable for implementation of policies, processes, and procedures for short-term results. Decisions and problem-solving are guided by policies, procedures and business plan; receives guidance from Senior Manager/Director. Works on difficult to moderately complex issues and projects. Provides guidance and training to subordinates. Has authority to hire, recommend pay, establish performance and recommend for termination.

Requirements

Product knowledge and HVAC industry knowledge a strong asset
High level of understanding of business needs of an HVAC contractor
Demonstrates the ability to execute the consultative selling approach and excellent relationship management skills
Ability to effectively negotiate agreements with customers and other related parties
Ability to comprehend detailed knowledge of Company products and services, customers, decision makers, sales processes and market trends
Excellent leadership skills – drive employee engagement, development, delegation and performance management
Extensive knowledge of P&L statements
Demonstrated proficiency with Microsoft Office products (Excel, PowerPoint, Word)
Ability to communicate effectively ideas, concepts, business plans and strategies
Develops quality interpersonal relationships and demonstrates flexibility and an open mind in social styles
Embraces the "customer and team first" concept and uses a collaborative style in problem solving
Frames professional activities through an organized and detailed time management system
Demonstrates discernment and sound judgment
Ability to apply good judgement, strong work ethics and integrity on the job.
8+ years sales experience preferably in the HVAC industry
5+ years in a supervisory/manager role of a sales team
Bachelor’s degree in Business or related field or equivalent work experience

Responsibilities

Manage TSMs in the region.
Responsible for key dealer acquisition.
Maintain and improve personal sales and business expertise.
Work with TSMs to resolve customer complaints regarding sales and service.
Oversee regional and local sales managers and their staffs.
Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.
Determine price schedules and discount rates.
Review operational records and reports to project sales and determine profitability.
Monitor customer preferences to determine focus of sales efforts.
Prepare budgets and approve budget expenditures.
Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications.
Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate or other subjects of sale.
Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase.
Perform additional projects/duties to support ongoing business needs.