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Territory Sales Manager

3 months ago

Downers Grove, United States Bray Architects Full time

This is a singular opportunity to take your sales management career to the next level with Bray International's Commercial Division, a leading provider of electronic control valves and actuators. As Territory Sales Manager, based out of a home office within the state of Michigan, your focus will be maximizing sales in your territory, in two distinct ways. Direct sales to high profile OEMs, contractors, engineering firms, by managing a network of Bray sales employees in wholly owned branch sales offices, as well some third party reps/distributors.

In a region that's experiencing steady growth, you'll represent electro-mechanical components that drive advances in the commercial building automation marketplace, including a number of unique and innovative valve and damper actuator product lines. If you're a sales professional with an entrepreneurial spirit, this could be your ticket to a rewarding opportunity with a global company that is growing even in a down economy. Since Bray Commercial pursues a dynamic strategy in which innovation is recognized and rewarded, we're wide open to new ideas that will motivate staff in the field, elevate our product offerings to new heights and allow us to lionize our target markets.

Position Overview

  • Generate interest in Bray Commercial products to increase total sales dollars in his/her assigned territory in Michigan.
  • Initiate, develop and maintain professional relationships with HVAC Controls contractors, Control Distributors, Mechanical Contractors, End Users, Consulting Engineers, and potential customers through face-to-face meetings, email, and telephone conversations.
  • Educate customers on Bray Commercial product offering through presentations, meetings, and application discussions.
  • Work with customers to help troubleshoot problems and propose viable solutions.
  • Generate and field inquiries.
  • Assist inside sales representatives with quote preparation and order processing as needed.
  • Identify and track opportunities within his/her assigned territory.
  • Work with customers and outside sales personnel to address issues and gain information that will help determine bid strategy to aid Bray in successfully closing HVAC project opportunities.
  • Use company selected CRM software as directed including daily logging of sales meetings and opportunities.
Essential Job Functions and Responsibilities
  • Increase Bray Commercial's market share and sales volume within his/her assigned territory.
  • Initiate, develop and maintain professional relationships with HVAC contractors, Control Distributors, Consulting Engineers, End Users, and potential customers through face-to-face meetings, email, and telephone conversations.
  • Provide technical support and service to customers to help trouble shoot and solve problems and propose viable solutions.
  • Track HVAC projects and develop HVAC project strategies to win project orders.
  • Project strategies include influencing specifications, identifying bidders, coordinate providing bid to bid contractor proposals, and identifying successful contractor for final quotation and order.
  • Provide quotations based on project specification take offs or customer provided information.
  • Gain HVAC project knowledge and provide bid strategy to help inside sales and BCD project groups with bid preparation.
  • Follow-up with customers on current quotations.
  • Identify and track project opportunities in CRM software within his/her assigned territory.
  • Organize and provide technical presentations and factory tours for customers.
  • Continually prospect for new customers and opportunities for Bray Commercial products. Identify and track project opportunities in CRM software within his/her assigned territory.
  • Use company selected CRM software as directed including daily logging of sales meetings and customer contacts.
  • Always operate in safe manner and per Bray policy when on the road and at customer job sites/facilities.
Qualifications and Core Competencies (Knowledge, Skills & Abilities)
  • College Degree or 5 - 10 years applicable commercial HVAC industry experience.
  • Skilled using Microsoft Word, Excel, Outlook, and PowerPoint.
  • Valid Driver's License.
  • Personal automobile available for use to make sales and service calls.
  • Credit Check required during background check.
  • He/She must meet requirements of Bray's Drivers Policy at all times including maintenance of current auto liability insurance coverage to the specified limits and following all company safety practices.


Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)