Area Sales Manager - North Central

Lennox International • Bedford Park, IL

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 account plans, identifying opportunities to expand product penetration and share of wallet, and coordinating actions to reach account targets.

Working closely with the Regional Sales Manager, the Sales Manager serves as the primary day-to-day contact for assigned key accounts and qualified new-customer opportunities. The role builds relationships with customer decision-makers, executes account growth plans, monitors performance, and coordinates internal resources to address customer needs. For prospective customers, the manager leads the process from pipeline qualification through onboarding, aligning pricing, products, programs, systems, and service requirements for a successful launch. The role partners with Manufacturer’s Reps and internal teams to execute account and prospect strategies.

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.
• Demonstrated ability to establish expectations, inspect execution, address performance gaps, and drive accountability without direct reporting authority.
• Strong coaching, relationship-building, presentation, negotiation, organization, and follow-through skills.
• 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 based on growth expectations and priorities set by the Regional Sales Manager.
• Partner with Manufacturer’s Reps to execute account strategies, coordinate customer engagement, and advance defined growth priorities.
• Build relationships with customer decision-makers and maintain regular account reviews, opportunity discussions, and follow-up.
• Identify opportunities to expand product penetration, increase 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.
• Partner with Manufacturer’s Reps to execute prospect-conversion strategies and support the transition from prospect to active customer.
• 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 customer transition.
• 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.

Benefits

• Annual bonus in accordance with the applicable company plan.
• Tuition reimbursement.
• Medical, dental, and vision insurance.
• Prescription drug coverage.
• 401(k) retirement plan.
• Short-term disability insurance.
• Eight weeks of paid birthing leave.
• Two weeks of paid bonding leave.
• Life and long-term disability insurance.
• Up to 12 days of paid time off per year, depending on hire date and eligibility.
• Two paid well-being days per year, depending on hire date and eligibility.
• One paid volunteer day per year, depending on hire date and eligibility.
• 12 paid holidays per year, depending on hire date and eligibility.
• Three floating holidays per year, depending on hire date and eligibility.

What This Job Offers

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