Territory Sales Manager HVAC

Williams Distributing Co. & Shoemaker Inc. Divisions of Daikin Comfort Technologies North America, Inc. are seeking bright people who lean into challenges to join the team. We are a wholesale distribution powerhouse throughout Michigan, Ohio, and Indiana. Specializing in HVAC equipment and residential building products: Kitchen and Bath, Hearth, and Garage Doors. As a company, we continuously strive to improve living environments through products and services that benefit our customers’ lives working with work with dealers, builders, contractors, designers, and architects.

The HVAC Territory Sales Manager is responsible for planning, organizing, maintaining, developing and growing a volume driven and profitable base of target and core dealers while ensuring that each member of the dealer base is aware of the features and benefits of COD products and services. 

Position Responsibilities may include: 

• Plan, organize, maintain, develop, and grow a volume driven and profitable base of approximately 50 target and core dealers. 


• Target and sign-up Dealers within assigned territory. 


• Build sales through active communication with existing and potential customers about new product launches, services, supplies, prices, programs and discounts. 


• Maintain and improve sales revenue and gross margin. 


• Maintain an accurate call history within the CRM system. 


• Collaborate with Branch Managers and their teams to increase sales within the assigned branches within territory 


• As required, develop remedial action plans to meet or exceed customer development and sales targets on a weekly basis. 


• Be the channel expert on the features, benefits, product performance, and design guidelines for products sold. 


• Ensure client accounts have all the information they require to maintain and exceed customer service expectations including policies and processes on promotions, new product launches, billing, returns, product changes etc. 


• Periodically reach out to customers to determine satisfaction with the organization, products and services 


• Monitor competitive activity and trends within territory.


• Expand knowledge base of the company’s products and features. 


• Understand and follow work instructions, operating procedures and company policies. 


• Perform additional projects/duties to support ongoing business needs. 

Nature & Scope:

• Has working knowledge and skills to perform a defined set of analytical/scientific methods or operational processes


• Applies experience and skills to complete assigned work within own area of expertise


• Works within standard operating procedures and/or scientific methods


• Works with a moderate degree of supervision

Knowledge & Skills: 

• Proficient sales ability with the ability to build and action a robust sales plan


• Excellent communication and presentation skills; both verbal and written 


• Proficient computer skills required including Microsoft Office and internal systems like CRM, expense reporting, etc. 


• Strong relationship building and customer service skills with the ability to generate new business through negotiating and carrying out a sales plan 


• Strong organizational and multi-tasking and time management skills 


• Ability to focus and high level of attention to detail 


• Ability to read and interpret construction documents and drawings/plans 


• Knowledge of HVAC products, services, customers and market trends 


• Demonstrates discernment and sound judgment 


• Self-motivated with the ability to work autonomously with minimal supervision 


• Ability to apply good judgement, strong work ethics and integrity on the job. 

Competency: 

Experience:

• Minimum 5 years of sales experience preferably within the HVAC industry 

Education/Certification:

• High School Diploma or GED equivalent 


• College degree preferred 

People Management: No 

Physical Requirements / Work Environment:

• Must be able to perform essential responsibilities with or without reasonable accommodations 

Reports To: 

• Area Sales Manager 

The Company provides equal employment opportunity to all employees and applicants regardless of a person’s race, color, religion (including religious dress or grooming practices), creed, national origin (including language use restrictions), citizenship, uniform service member or veteran status, ancestry, disability, physical or mental disability (including HIV/AIDS), medical condition (including cancer and genetic characteristics), genetic information, request for protected leave, marital status, sex, pregnancy, age (over 40), sexual orientation, gender, gender identity or expression, political affiliation, or any other characteristic protected by law. The Company will comply with all federal and state regulations and statutes pertaining to individuals with disabilities.