Regional Sales Manager - Climate Control
About The Position
The Regional Sales Manager – Climate Control coaches and develops branch-level leadership and sales representatives to drive profitable revenue growth across a designated region and improve the customer experience. The role designs and delivers sales training, establishes sales-meeting formats and accountability, and manages assigned customers, projects, and initiatives. The manager communicates sales strategies to senior leadership, supports implementation and adoption in the field, and provides performance updates and analytics. This is a remote role, with a preference for someone primarily located in the New York, New York area. The position leads regional sales execution and financial performance, sets sales targets, develops regional sales plans and calendars, supports major projects and proposals, and promotes climate-control solutions across market segments. It also develops relationships with strategic customers, collaborates with leaders across the company, monitors market trends and competition, and provides coaching, training, and technical proposal support to branch teams and sellers. The role requires travel to job sites and customer locations and availability to travel 50% of the year.
Requirements
- Bachelor’s degree or equivalent combination of experience and education, plus 3–5 years of sales and/or sales leadership experience.
- Available to travel 50% of the year.
- Ability to operate both strategically and tactically.
- Excellent communication and people skills to interface with all levels, including executive leadership.
- Strong follow-up skills and ability to adapt mid-stream to achieve targeted goals.
- Strong training, coaching, and presentation skills.
- Technical and mechanical aptitude, including the ability to instruct, train, and demonstrate product features and benefits.
- Proficiency in Microsoft applications.
Responsibilities
- Comply with health and safety practices, policies, and processes, and maintain safety as the top priority.
- Establish and implement sales expectations and coach branch leadership to hold sales representatives to Climate Control sales standards.
- Execute the vision and strategy of the Regional Manager and Director of Sales within the designated region.
- Coach and mentor branch managers and Sales Representatives.
- Manage regional financial performance and develop a sales business plan covering sales, revenue, and expense controls.
- Meet planned sales goals, increase regional revenue, and set individual sales targets with sales teams and branch managers.
- Assist with designs, take-offs, and proposal calculations, and help secure large projects and customers.
- Promote a consistent customer experience and sales capability across regional branches.
- Collaborate with leaders across the company, including GT&E and Specialty businesses, to cross-sell products, solutions, and services.
- Implement divisional sales strategies in conjunction with the Director of Sales.
- Analyze rates, pursue premium rate achievement, and conduct annual rate reviews for strategic customers in the region.
- Develop and execute a 12-month strategic sales calendar covering training, market segments, commercial and construction opportunities, and regional seasonality.
- Monitor competitors and market trends, identify opportunities, and develop responsive action plans.
- Work with RSDs and SCRs to identify strategic customers for climate-control solutions.
- Coach and mentor branch leaders and sellers in promoting heating, cooling, drying, and indoor air quality solutions across market segments.
- Manage and develop assigned key accounts within the region.
- Develop sales presentations and coach OSRs on presentation skills.
- Travel to job sites for inspections and sales presentations and to meet customers.
- Track the region's top 25 projects and top 25 climate-control customers, ensuring appropriate sales representation and relationship development.
- Review large proposals with Branch Managers, SCRs, and OSRs to improve close rates.
- Lead Sales CRM campaigns and ensure accountability and quality across branches and sellers.
- Use KPIs and reporting to guide profitable revenue behaviors at the branch level.
- Implement sales training for Outside Sales Representatives and reinforce it through branch visits, ride-alongs, and sales meetings.
- Lead internal and external webinars about company capabilities, products, services, and solutions.
- Provide product-specific RFQ support, including technical proposals, product submittals, and contingency planning.
- Support onboarding for branch managers, OSRs, SCRs, and ERs.
- Develop, maintain, and communicate KPIs and dashboards; schedule quarterly reviews of fleet performance, revenue growth, rate achievement, ancillary performance, cap factor, and utilization.
- Create branch sales-meeting calendars and agendas, attend meetings, and provide feedback and coaching.
- Attend weekly or bi-weekly RSM calls with the Director of Sales, align with divisional goals, and report on financial performance and priorities.
Benefits
- Health, dental, and vision plans.
- 401(k) match.
- Volunteer time off.
- Short-term and long-term disability insurance.
- Accident, life, and travel insurance.
- Flexible spending.
- Tuition reimbursement options.
- Employee Assistance Program (EAP).
- Length of Service Awards.
- 12–25 vacation days depending on years of service.
- 5 sick days.
- 6 holidays.
- 2 half-day holidays.
- 2 floating holidays.
- 1 inclusion day.
- 1 volunteer day.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
