Area Sales Manager - South Central

Lennox International•Richardson, TX

About The Position

The Area Sales Manager drives sales execution and market growth by developing designated key accounts to the 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 needed to reach account targets. The Sales Manager serves as ADP’s 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, the role builds customer relationships, develops and executes growth plans, monitors progress, and coordinates internal resources. For new customers, the role manages the process from pipeline qualification through pricing, product and program alignment, account setup, onboarding, and launch. The position works across sales and internal teams to support customers, complete onboarding requirements, and resolve priority needs. Success is measured by revenue and market-share growth, account progress toward targets, expanded product penetration, converted pipeline opportunities, successful onboarding, CRM and forecast accuracy, and responsiveness to customers and internal partners.

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.
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.
Experience with distributors, contractors, technical products, or two-step distribution.
HVAC or related technical-product experience.

Responsibilities

Develop and execute account plans for designated key accounts based on priorities and growth expectations established 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, 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 clear next steps, timing, ownership, and revenue potential.
Lead prospective customers through pricing, product selection, program alignment, account setup, and launch preparation.
Coordinate 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 created through 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 terms of 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.
Twelve paid holidays per year, depending on hire date and eligibility.
Three floating holidays per year, depending on hire date and eligibility.