Inside Territory Sales Manager

AirReps • Tempe, AZ

3d

About The Position

The Inside Territory Sales Manager (ITSM) engages COD House Accounts to increase HVAC product sales and build customer loyalty among smaller accounts, including commercial accounts. The role manages an assigned territory and a portfolio of approximately 50 Inside Sales Key Accounts, with responsibility for meeting sales targets and quotas. The ITSM develops accounts until their sales volume, growth, and partnership potential warrant transfer to an outside Territory Sales Manager, then backfills the portfolio from the region’s House Account list. Account graduation is coordinated with the Area Sales Manager (ASM), who facilitates the transfer and selects the receiving TSM.

The ITSM works under close supervision within well-defined instructions and established procedures. The role is branch-based, involves collaboration with corporate and field sales teams, and may require a flexible schedule and occasional overnight travel. People management is not part of the position. Applicants must be legally authorized to work in the United States without current or future employer-sponsored work authorization.

Requirements

• High school diploma or equivalent.
• Three or more years of sales experience preferred.
• Excellent verbal and written communication and presentation skills.
• Analytical skills to forecast channel sales and results.
• Proven record of achieving planned quotas.
• Proficiency in Microsoft Word, Excel, and PowerPoint.
• Ability to establish positive working relationships with internal and external customers and employees.
• Good judgment, strong work ethics, integrity, and a results-driven approach.
• Self-discipline and ability to manage a territory from a branch.
• Willingness to work a flexible schedule and travel overnight occasionally.
• Ability to perform essential responsibilities with or without reasonable accommodations.
• Must be legally authorized to work in the United States without requiring employer-sponsored work authorization now or in the future.

Nice To Haves

• HVAC knowledge or experience.
• SAP knowledge.
• Knowledge of advertising and sales promotion techniques.
• Ability to educate and influence partners on HVAC products and programs.

Responsibilities

• Plan, organize, maintain, develop, and grow a profitable, volume-driven base of approximately 50 Inside Sales Key Accounts.
• Nurture Key Accounts until their sales volume, growth, and partnership potential warrant transfer to an outside Territory Sales Manager.
• Coordinate account graduation with the Area Sales Manager; backfill graduated accounts from the region’s House Account list.
• Maintain and improve sales revenue and gross margin.
• Recruit new dealers and train, support, and develop their businesses.
• Develop proposals for prospective customers.
• Maintain customer relationships with decision makers and support personnel through proactive communication.
• Directly manage all aspects of the ITSM Key Account customer base.
• Update and maintain customer and sales information in CRM.
• Build collaborative relationships with corporate office staff and the field sales organization.
• Obtain and provide local market intelligence and feedback to the Sales Manager.
• Develop an annual business plan with the Manager, focusing on meeting or exceeding sales quotas.
• Manage sales activities from lead generation through close in the assigned territory.
• Develop and execute territory strategies, dealer success plans, and engagement initiatives; manage opportunities and lead dealer meetings to drive growth and strengthen partnerships.
• Participate in Branch Lunch Learns, Open Houses, and CAD days, and participate in batting cages.
• Perform additional projects, duties, and tasks as assigned to support business needs.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: High school or GED