Territory Sales Manager

Style Crest Enterprises Inc•Kalamazoo, MI

About The Position

Capitol Supply and Service, a Style Crest company, is seeking a dynamic and results-driven Territory Sales Manager to manage and grow sales in our Southeastern Michigan territory. This position is responsible for maintaining and expanding relationships with existing customers while identifying new business opportunities. This role will focus on converting prospects into loyal customers, driving growth, and achieving profitability in alignment with company goals. For over 30 years, Capitol have been a trusted partner to the Manufactured Housing Industry, offering HVAC services, repairs, and refurbishments. Our mission is to deliver high-quality products, competitive pricing, and exceptional customer service, building a strong reputation in the process. With five Michigan locations, we provide comprehensive services, including furnace, air conditioner, water heater repairs, and HVAC installation.

Requirements

Proven success in a sales role, with a strong track record of meeting or exceeding targets (3 to 5 years of previous sales experience is preferred).
Willingness to travel overnight as needed to service accounts in person.
Maintains a valid driver’s license and an acceptable MVR.
Quick to learn and apply new product knowledge.
Proficiency in Microsoft Office (Excel, Word, PowerPoint) and CRM software.
Excellent sales, negotiation, and closing skills.
Strong organizational, problem-solving, and follow-up abilities.
Self-motivated, with the ability to prioritize and manage multiple tasks effectively.
Strong written and verbal communication and presentation skills.
Ability to work independently, as well as a team player committed to achieving business objectives.
Professional demeanor and commitment to maintaining confidentiality.

Nice To Haves

Familiarity with the manufactured housing industry and/or building products is preferred.

Responsibilities

Customer & Prospect Engagement: Regularly visit current accounts and prospects to generate sales, build strong relationships with decision-makers, and close sales to exceed territory growth objectives.
Market Planning: Develop and execute a comprehensive market plan focused on identifying and pursuing selling opportunities within the territory, while collaborating with the sales team to support national accounts.
Territory Management: Plan and organize territory coverage to maximize sales activities, including scheduling face-to-face meetings with existing customers and prospects. Expect frequent overnight travel to ensure optimal time spent in the field.
CRM Usage: Maintain detailed and timely records of sales appointments, leads, follow-ups, opportunities, and customer interactions in the CRM system.
Product Knowledge & Training: Continuously expand product, industry, and sales knowledge. Provide effective training and support to customers and prospects, emphasizing the value of our products and services.
Customer Onboarding & Support: Guide new customers through the account setup process, ensuring proper completion of credit applications and financial documentation. Act as a liaison with internal departments to resolve customer issues promptly.
Feedback & Market Insights: Provide valuable feedback to management regarding product needs, customer concerns, competitive landscape, and market changes within the territory.
Sales Forecasting & Execution: Contribute to the territory’s sales forecast by analyzing existing customer accounts and prospects. Implement action plans to achieve sales targets, margins, and market share goals.
Industry Representation: Attend trade shows, conventions, and industry events to build relationships and promote the company's products and services.
Expense Management: Submit weekly expense receipts and out-of-pocket costs for reimbursement in accordance with company guidelines.
Team Collaboration: Actively participate in sales meetings, training, and cross-functional events, offering solutions and insights to support business growth.
Other duties as assigned.