Inside Territory Sales Manager

Unclassified - Valley View, OH

Full-time - Mid Level

Valley View, OH

About the position

The Inside Territory Sales Manager position in Valley View, OH, is a full-time role focused on managing and developing a profitable base of approximately 50 Inside Sales Key Accounts. The primary responsibility of the Inside Sales Representative (ISR) is to nurture these accounts to a level where their sales volume, growth rate, and interest in partnership justify transitioning them to an Outside Territory Sales Manager (TSM). This involves close coordination with the Area Sales Manager (ASM) to confirm which accounts are ready for graduation to TSMs, facilitating the account transfer, and selecting the appropriate TSM to manage the graduated accounts. In addition to account management, the ISR is tasked with maintaining and improving sales revenue and gross margin. This includes recruiting new dealers, providing training and support, and developing proposals for prospective customers. The ISR will also maintain strong relationships with customer decision-makers and support personnel through proactive communication, ensuring that all aspects of the ISR Key Account customer base are effectively managed. The role requires updating and maintaining customer and sales information in the Customer Relationship Management (CRM) system, establishing collaborative relationships with corporate office staff and field sales organizations, and providing local market intelligence and feedback to the Sales Manager. The ISR will develop an annual business plan in conjunction with the Manager, detailing activities to focus on meeting or exceeding sales quotas throughout the fiscal year. This position encompasses all sales activities from lead generation to closing within the assigned territory, and the ISR may also perform additional projects or duties to support ongoing business needs. A background in HVAC is preferred, along with strong sales promotion techniques and the ability to educate and influence partners on HVAC products and programs. Excellent verbal and written communication skills, analytical skills for forecasting sales, and a proven record of achieving sales quotas are essential for success in this role.

Responsibilities

• Plan, organize, maintain, develop and grow a volume-driven and profitable base of ~50 Inside Sales Key Accounts.
• Nurture and develop Key Accounts to graduate them to an Outside Territory Sales Manager.
• Coordinate with the Area Sales Manager to confirm which accounts are ready for graduation to TSMs.
• Maintain and improve sales revenue and gross margin.
• Effectively recruit new dealers and provide training and support.
• Develop proposals for presentation to prospective customers.
• Maintain customer relationships with decision makers and support personnel through proactive communication.
• Directly manage all aspects of the ISR Key Account customer base.
• Update and maintain customer and sales information in CRM.
• Establish and maintain collaborative relationships with corporate office staff and field sales organization.
• Obtain and provide local market intelligence and feedback to the Sales Manager.
• Develop an annual business plan in conjunction with the Manager to meet or exceed sales quotas.
• Responsible for all sales activities from lead generation through close in an assigned territory.
• Perform additional projects/duties to support ongoing business needs.

Requirements

• 3+ years of sales experience, preferably in HVAC.
• Strong knowledge of advertising and sales promotion techniques.
• Ability to educate and influence partners on HVAC products and programs.
• Excellent verbal and written communication and presentation skills.
• Analytical skills to forecast channel sales and results.
• Proven record of achieving planned quota.
• Proficient in MS Office - Word, Excel, and PowerPoint.
• Ability to establish positive working relationships with internal and external customers and employees.
• Ability to apply good judgment and strong work ethics and integrity on the job.
• Self-disciplined individual, able to manage a territory from a home-office base.
• Willingness to work a flexible schedule and occasional overnight travel.

Nice-to-haves

• HVAC knowledge preferred.