Territory Sales Manager

Diversitech•Duluth, GA

1d•Remote

About The Position

The primary responsibility of the Territory Sales Manager is to expand market share within the trade channel by selling through wholesale distributors, training wholesale personnel and contractors, and executing sales and marketing directives for the full line of HVACR products in assigned territory within region. This position involves direct participation in the sales process, the sales plan development, and achieving territory revenue and margin goals. The Territory Sales Manager will also influence product mix and expanding product lines by suggesting product needs and identifying marketing opportunities to DiversiTech Product Line Managers. This position is accountable for overseeing the sales process, management, value validation, and revenue outcomes for each assigned strategic account. This role involves utilizing the DiversiTech Account Management Sales process, incorporating the Keep, Convert, Grow (KCG) opportunity management pipeline. Additionally, the Territory Sales Manager is responsible for establishing and nurturing new customer relationships, as well as strengthening existing customer relationships, which are crucial steps in expanding the business.

Requirements

Bachelor’s degree in Business Administration or related field
5 – 7 years of experience in sales in a manufacturing or related industry
Intermediate experience utilizing Microsoft Office Suite, especially Word, Excel, and PowerPoint
Experience utilizing CRM
Knowledge of HVACR products, two step distribution selling models and commercial customers in the US HVACR market
Experience working in a fast paced and high-volume work environment.
Proactive “self-starter” with a strong attention to detail.
Excellent communication skills, both verbal and written, with the ability to interact with all employee levels including executive management, as well as customers.
Exhibits professional sales and persuasive communication skills evident in both one-on-one and group presentations
Capable of reaching decision makers and gaining commitment
Possesses adept listening and probing skills to understand customers’ needs
Valid Driver’s License

Responsibilities

Increases sales of products through the wholesale distribution channel, visits corporate and branch locations of wholesale distributors within the territory in partnership with Demand Generation and Marketing teams.
Assists in the annual Account Discovery planning for customer Value Confirmation with assigned National, Strategic, and Top Core accounts.
Implements Pipeline Opportunity management for assigned accounts in conjunction with the Regional Sales Manager, Sales Operations, and the Demand Generation team.
Performs weekly, monthly, quarterly, and annual cadences as required within the DiversiTech Sales process.
Meets or exceeds established sales budget.
Evaluates, identifies, and recommends products with the DiversiTech engineering and sourcing departments to add high value products that expand the product portfolio.
Collaborates with the Pricing Manager on pricing strategies for product line.
Collaborates with the Regional Sales Manager to develop and implement territory sales and marketing plans.
Contributes to the development of the organization’s strategic direction to increase sales of products within territory.
Performs other duties as assigned.