Territory Account Manager

Watsco, Inc.•Phoenix, AZ

About The Position

The Territory Account Manager at Gemaire is responsible for consultative selling to assigned and new customers. The role develops contractor relationships to sell, acquire, and maintain a strong customer base within an assigned territory. The Territory Account Manager represents Gemaire’s full range of products and services and works to ensure customer needs and expectations are met. The position involves generating territory sales, growing market share, prospecting for new business, developing dealer relationships, managing customer opportunities, and achieving individual and regional sales goals. The role also supports customers through timely follow-through, problem resolution, product knowledge, and collaboration with vendor partners. The Territory Account Manager attends and hosts dealer and industry events, completes training, and represents the company professionally with customers, contractors, partners, and colleagues.

Requirements

Customer-focused, goal-oriented, self-motivated, and driven to meet deadlines while working collaboratively as part of a team.
Proven work history in sales and marketing, with proficiency in air conditioning, heating, and ventilation equipment at the wholesale distribution level.
2–4 years of experience in residential and commercial contractor relationships.
Strong communication, time-management, and organizational skills.
Proven success in sales, marketing, operations, and leadership roles.
Proven success establishing and meeting sales goals.
Strong interpersonal skills, including sales, problem-solving, and customer service.
Ability to analyze sales and market data.
Ability to deliver quality presentations and act as a business consultant.
Ability to work independently while meeting assigned goals and objectives within designated time frames.
Willingness to learn, teach, and lead.
Proficiency with Microsoft Office products; beginner-to-intermediate ability with Word, Excel, and Outlook, demonstrated through an administered assessment.
Experience with CRM systems.
Ability to understand technology and learn new software quickly and accurately.
Reliable transportation, a valid driver’s license, and continuous, current vehicle insurance in accordance with company policy.

Nice To Haves

Preferred 2–4 years of sales experience within the HVAC industry.
Candidates with 5–10 years of sales experience outside the HVAC industry may be considered if they can provide evidence of sales results.

Responsibilities

Generate additional sales in the assigned territory.
Grow market share and prospect for new business in the assigned market.
Support customers with a customer-focused approach, deep understanding of their needs, and timely follow-through.
Develop new dealers through programs and market strategies.
Conduct a minimum of 25 face-to-face meetings weekly.
Negotiate pricing based on market conditions while maintaining company profit goals.
Meet or exceed individual territory sales budgets and contribute to regional sales budgets.
Take a proactive approach to sales development and problem-solving.
Resolve customer problems and issues promptly.
Attend training classes to develop skills and knowledge to meet customer needs.
Work with vendor partners to identify and execute opportunities.
Host dealer meetings, conferences, conventions, incentive trips, and similar functions.
Participate in home product shows, utility-sponsored events, industry associations, and similar activities as requested.
Interact professionally and courteously with contractors, customers, and employees.
Perform other duties as assigned.
Work closely with the Regional Sales Manager to develop new customer relationships and strengthen existing relationships to identify and increase opportunities.
Strategically assess the customer base to plan and forecast territory growth.
Use a CRM system to track and report customer opportunities.