Territory Manager

1 month ago

Roanoke, United States Generac Power Systems Full time

We are Generac, a leading energy technology company committed to powering a smarter world.

Over the 60 plus years of Generac’s history, we’ve been dedicated to energy innovation. From creating the home standby generator market category, to our current evolution into an energy technology solutions company, we continue to push new boundaries.

The Territory Manager (HVAC) is responsible for driving the HVAC Pro Program through HVAC distribution and contractor partners within their regional territory to ultimately drive installations and activations of our Honeywell Generator product lines. By strategically identifying contractor businesses that would fit well with our defined HVAC Pro Program, they will work with other teams within the Wholesale Channel to introduce them to the programs, nurture them to be a partner and focus on our products as a core category in their business. In addition, the Territory Manager (HVAC) must also work with existing defined key distribution partners and leverage the buy-in of our programs that has occurred at a leadership level between businesses by executing the education and selling of the programs at a regional and branch level for these wholesale accounts. This role will need to provide regular feedback to the organization on market/field/end user analysis and data to help improve the programs.

The ideal candidate is located in VA, MD, DE, PA or NC and the position will cover the eastern half of the US.

Essential Duties & Responsibilities:

  • Collaborate with key HVAC distribution account partners at a region and branch level to drive generator adoption as a core product category through introduction meetings and marketing efforts

  • Identify and develop HVAC contractor businesses to locally drive the generator category through the programs from Generac and key distribution account partners

  • Partner closely with field sales and inside sales to schedule and achieve aggressive expansion goals through training and development of contractors

  • Acquire in-depth knowledge of the HVAC programs available by using the resources to grow the Honeywell Generators portion of the business within the EW channel

  • Work seamlessly with Acquisitions and Business Development Teams to nurture contractors and grow demand for both generators and our programs throughout determined regions

  • Identify and prioritize key markets where opportunities are greatest to target generator penetration by introducing new HVAC contractor businesses

  • Identify optimal compatibility between HVAC contractors and distribution accounts to ensure a partnership conducive to driving the greatest level of revenue

  • Design and deliver product knowledge training to all levels of management and branch associates on a local and regional basis

  • Create and utilize KPIs to align with channel goals, tracks and reports on territory metrics to these KPIs

Minimal Qualifications:

  • Bachelor’s degree or equivalent experience

  • 2+ years of account/territory management experience

  • Ability to travel up to 50%

Preferred Qualifications:

  • Experience with HVAC distribution and contractors in a business growth capacity.

  • Experience discussing/negotiating programs and sales strategies with business owners.

  • Experience selling business owners on tiered programs and growth through utilizing higher tiers and incentives.

  • Background working effectively with Business Intelligence tools and turning raw data into effective sounds bites to articulate trends.

  • Prior experience creating and delivering successful sales presentations.

  • Prior account management experience ranging from small market influence to a national reach

Knowledge/Skills:

  • Use of Microsoft Office Suite

  • Excellent written, verbal, and presentation skills

  • Demonstrated ability to provide excellent customer service and overall support to multiple customers.

  • Excellent time and territory management skills

  • Ability and willingness to lead and influence cross functional teams to complete a task

  • Ability to uncover opportunities and collect data to properly define, resolve, and report outcomes

  • Ability to develop engaged customer relationships effectively and implement strategic concepts

  • Sales driven, customer focused, and persuasive

  • Experience working in both a team and independent environment effectively

Physical Demands : While performing the duties of this job, the employee is regularly required to talk and hear; and use hands to manipulate objects or controls. The employee is regularly required to stand and walk. On occasion the incumbent may be required to stoop, bend or reach above the shoulders. The employee must occasionally lift up to 25 pounds. Specific conditions of this job are typical of frequent and continuous computer-based work requiring periods of sitting, close vision and ability to adjust focus. Occasional travel.

“We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.”

Our success is directly tied to our employees’ professional growth and personal well-being, combined with strong families and communities. As an inclusive workplace, our employees embrace diversity, celebrate differences, and treat others with equality and respect.

Over the 60 plus years of Generac’s history, we’ve been dedicated to energy innovation. From creating the home standby generator market category, to our current evolution into an energy technology solutions company, we continue to push new boundaries.

As one of the leaders and largest suppliers of power generation equipment and technology, the work we do touches millions of lives. Employees at Generac are encouraged to be innovative and are valued as an integral part of our global team. Our challenging goals develop knowledgeable employees dedicated to helping continue Generac’s success. Generac provides individuals the opportunity to work in a fast-paced agile work environment where their work makes a difference in people’s lives and their own.

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