Residential Light Commercial (RLC) Territory Manager

Watsco, Inc.•Doral, FL

1d•Remote

About The Position

In this role you will be responsible for sales in the assigned RLC business regions and pursue optimum efficiency and maximize profit. Promote sales and marketing strategies. Promote strong business relations with customers. +40% in Travel Required throughout the LATAM. We seek a strong Individual contributor able to think outside the box and with a strong desire to grow and expand business. The RLC TM is a distribution sales role which emphasizes on building business to business relationships, serving as an ambassador of CIAC to those dealers representing our brands. The role focuses primarily on sales to distributors in the assigned territories which then are sold to the end users by the assigned distributor/dealer.

Requirements

5+ years of proven B2B/ distribution sales experience, with a extra consideration to those who have sold HVAC residential and light commercial equipment.
Proficient with a PC and Microsoft Office applications
Motivated and focused towards business and relationship development.
Language proficiency in English and Spanish.
Able to travel internationally up to 40% of the time with a valid passport.
Able to communicate and present effectively (verbally and in writing) with all levels of management in a clear and professional manner.

Nice To Haves

Sales Force and NxTrend CRM experience is a plus.
An Undergraduate degree in Business Administration, Mechanical Engineering, Marketing or a similar discipline.
Solid desire to learn about and understand HVAC industry.
Verifiable experience with similar products such as electrical equipment, machinery, etc. on a B2B distribution sales strategy.

Responsibilities

Develop CIAC brand across the territory
Contact and call on HVAC distributors and some mechanical contractors & CIAC reps independently to achieve annual sales and gross margins.
Assist distributors and dealers in promoting all Carrier and CIAC brand Residential and Light Commercial HVAC equipment up to 30 tons.
Conduct sales and product training for new distributors and dealers within the assigned territory.
Able to effectively execute sales plans as well as demonstrate time-management towards new business and account management.
Track and monitor recruitment progress within the assigned territory so as to penetrate and increase sales/outreach to full potential.
Create new business through organized prospecting and increase our share of business from assigned territory.
Create short-term and long-range planning by market that includes and intricate progression of customer contacts; in cooperation with other territory sales managers.
Maintain current knowledge of competitor’s products and system characteristics, including knowledge of local competitive pricing and market share.
Create quotations, proforma invoices and follow up on all current sales in the pipeline with the support of Inside Sales. Develop price lists for each distributor and work with factory representatives to improve costing and submit SPQs.
Actively Participate in local and regional trade organizations and trade shows.
Work to segment the local markets by proper product placement and recruiting dealers who specialize in each field of the HVAC industry (Retail sales, Distribution sales, Project sales)
Have proper knowledge of order processes, credit and collections, product costing and marketing tools.