Area Sales Manager - West

Lennox International•San Diego, CA

4d•$104,720 - $137,445

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 translates regional strategy into focused account plans, identifies opportunities to expand product penetration and share of wallet, and coordinates actions to move each account toward its defined target. It also advances qualified prospects through the new-customer pipeline and leads onboarding through a successful transition to active customer status. Working closely with the Regional Sales Manager, the Sales Manager is ADP’s primary day-to-day contact for assigned key accounts and qualified new-customer opportunities. The role builds relationships with customer decision-makers, develops and executes account growth plans, monitors progress, and coordinates internal resources to support customer needs. For new customers, it manages the process from pipeline qualification through onboarding, aligning pricing, products, programs, systems, and service requirements for a successful launch. The Sales Leader sets strategic direction for Key Accounts and New Customer development, partnering closely with Manufacturer’s Reps to ensure effective execution. ADP (Advanced Distributor Products), a Lennox International company, manufactures residential evaporator coils and has operated a factory in Grenada, Mississippi since 1992. The company supports product development through a research and development laboratory.

Requirements

Bachelor’s degree or equivalent combination of education and relevant experience.
At least 3 years of B2B sales, channel sales, field sales leadership, or wholesale-distribution experience.
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 in line with growth expectations and priorities established by the Regional Sales Manager.
Partner with Manufacturer’s Reps 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, increase share of wallet, convert competitive business, and improve account performance.
Track key-account progress toward defined target levels and adjust actions 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 clear 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.