Territory Sales Manager - South Dakota

JH Larson Electrical Company•Sioux Falls, SD

6d•$100,000 - $120,000•Hybrid

About The Position

J.H. Larson Company is seeking a Territory Sales Manager to oversee the outside sales teams for their South Dakota markets. This role is responsible for growing sales, profitability, and market share within an assigned territory. The position involves developing contractor and public-sector relationships, overseeing rebate opportunities across Electrical, Plumbing, and HVAC categories, and directly managing 3-5 strategic key accounts. The Territory Sales Manager will lead territory sales strategy, support outside sales execution, build strong relationships with government agencies, municipalities, contractors, builders, vendors, and key customers. They will also identify opportunities tied to public projects, infrastructure initiatives, energy-efficiency programs, and rebate-funded demand. Additionally, the role supports customer retention, vendor alignment, sales reporting, and cross-functional execution with branches, inside sales, operations, marketing, and vendor partners. J.H. Larson Company is a family-owned and operated independent distributor of Electrical, Plumbing, and HVAC products with 8 locations in Minnesota, Wisconsin, and South Dakota, and 3 showroom locations.

Requirements

5–10 years of sales experience preferred, ideally in electrical, plumbing, HVAC, construction, wholesale distribution, or building products.
Experience managing key accounts, complex customers, contractors, builders, public entities, or institutional accounts preferred.
Experience with government procurement, public-sector sales, cooperative purchasing, RFQs, RFPs, bids, or contract programs preferred.
Experience with energy-efficiency programs, utility rebates, vendor rebate programs, or incentive-based selling preferred.
Prior experience leading or coaching sales professionals preferred.
Strong ability to develop new business, manage customer relationships, negotiate, and close sales.
Ability to analyze sales data, track KPIs, manage pipeline activity, and adjust strategy based on performance.
Strong written and verbal communication skills.
Proficient in Microsoft Excel, PowerPoint, Word, CRM tools, and order management systems.
HRIS and talent management experience
Eclipse experience preferred.
Wholesale distribution experience preferred.
Product knowledge across Electrical, Plumbing, and HVAC preferred.
Valid US Driver’s license and reliable transportation
Clean driving record

Nice To Haves

Eclipse experience
Wholesale distribution experience
Product knowledge across Electrical, Plumbing, and HVAC

Responsibilities

Build, manage, and grow relationships with federal, state, county, municipal, educational, and other public-sector customers.
Serve as a primary contact for government account opportunities, identify public project opportunities, monitor procurement portals and funding initiatives, and represent the company in associations, regulatory forums, public-sector events, and trade shows.
Lead and coordinate rebate opportunities across Electrical, Plumbing, and HVAC product categories. Partner with vendors, utility programs, internal teams, and customers to identify eligible products, promote rebate programs, support documentation needs, and turn rebate opportunities into sales growth.
Personally manage 3-5 strategic key accounts within the territory. Build account plans, maintain regular customer contact, identify growth opportunities, resolve issues, manage expectations, and provide value-added service to retain and grow business.
Help to develop and execute territory sales strategies, budgets, and growth plans. Use sales reporting, customer trends, market data, and branch performance insights to identify opportunities, improve customer service, and increase revenue and profitability.
Strengthen vendor partnerships, coordinate vendor training, influence distribution channel sales, and collaborate with contractors, builders, engineers, facility managers, purchasing agents, and decision-makers to drive product adoption and project opportunities.
Identify, qualify, and help coordinate RFQs, RFPs, ITBs, contract renewals, cooperative purchasing opportunities, and awarded projects. Maintain visibility to active contracts, expiration dates, and upcoming public-sector opportunities.
Lead cadenced sales meetings, support outside sales development, reinforce policies and procedures, ensure CRM adoption, document sales activity, and maintain accurate customer, opportunity, rebate, and contract records.
Frequent travel up to 50%