Area Sales Manager
About The Position
May include: Manage TSM’s in the region. Responsible for key dealer acquisition. Maintain and improve personal sales and business expertise. Work with TSM’s 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. Participate in additional projects to support ongoing business needs. Nature and Scope : Provides direction for Territory Sales Managers to increase customer base and sales growth Aligns work with established sales goals and strategies Knowledge & Skills: 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, applies strong work ethics and integrity on the job
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, applies strong work ethics and integrity on the job
- 5+ 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
- Education and/or experience with HVAC products
Responsibilities
- Manage TSM’s in the region
- Responsible for key dealer acquisition
- Maintain and improve personal sales and business expertise
- Work with TSM’s 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
- Participate in additional projects to support ongoing business needs
- Provides direction for Territory Sales Managers to increase customer base and sales growth
- Aligns work with established sales goals and strategies
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What This Job Offers
Job Type
Full-time
Career Level
Manager
