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Inside Sales Territory Manager
2 months ago
Position Overview
The Inside Sales Territory Manager plays a crucial role in engaging with key accounts to enhance sales and foster stronger customer loyalty. This position focuses on increasing the sales of HVAC products to smaller commercial accounts, both new and existing. The individual is accountable for achieving set sales targets and quotas, demonstrating a strong drive for results and a passion for sales.
Key Responsibilities
Responsibilities may include:
- Strategically plan, organize, and cultivate a profitable portfolio of approximately 50 Inside Sales Key Accounts.
- Nurture and develop these Key Accounts to the point where their sales volume and growth potential justify transitioning them to an Outside Territory Sales Manager.
- Backfill graduated accounts with new Inside Sales Key Accounts from the regional House Account list.
- Collaborate with management to identify accounts ready for transition to Territory Sales Managers.
- Maintain and enhance sales revenue and gross margin.
- Effectively recruit and train new dealers, providing ongoing support to develop their business.
- Create compelling proposals for prospective customers.
- Build and maintain relationships with key customer decision-makers through proactive communication.
- Oversee all aspects of the Inside Sales Key Account customer base.
- Regularly update and maintain customer and sales data in the CRM system.
- Establish collaborative relationships with corporate staff and field sales teams.
- Gather and relay local market intelligence and feedback to the Sales Manager.
- Develop an annual business plan in collaboration with management, outlining strategies to meet or exceed sales quotas.
- Manage all sales activities from lead generation to closure within the assigned territory.
- Undertake additional projects and duties to support ongoing business objectives.
Nature & Scope
This role operates within well-defined guidelines and established procedures, requiring close supervision to perform assigned tasks.
Knowledge & Skills
- Preferred knowledge of HVAC systems.
- Understanding of advertising and sales promotion techniques.
- Strong ability to educate and influence partners regarding HVAC products and programs.
- Excellent verbal and written communication and presentation skills.
- Analytical skills to forecast sales trends and outcomes.
- Proven track record of meeting sales quotas.
- Proficient in Microsoft Office Suite (Word, Excel, PowerPoint).
- Able to establish positive working relationships with internal and external stakeholders.
- Exhibit good judgment, strong work ethic, and integrity.
- Maintain a professional appearance and represent the company positively.
- Self-disciplined, capable of managing a territory from a home-office setup.
- Willingness to work a flexible schedule and travel occasionally.
Experience & Education
HVAC experience is preferred. A High School Diploma or equivalent is required.
People Management
This position does not involve direct people management responsibilities.
Physical Requirements / Work Environment
Must be able to perform essential responsibilities with or without reasonable accommodations.
Reports To:
Manager, Shared Support Services
The Company is committed to providing equal employment opportunities to all employees and applicants, ensuring compliance with all relevant federal and state regulations regarding individuals with disabilities.
