Inside Territory Sales Manager

Daikin - Valley View, OH

Full-time - Mid Level

Valley View, OH

Machinery Manufacturing

About the position

The Inside Territory Sales Manager at Daikin is responsible for planning, organizing, maintaining, developing, and growing a volume-driven and profitable base of approximately 50 Inside Sales Key Accounts. This role involves nurturing and developing these Key Accounts to the point where their sales volume, growth rate, and interest in partnership justify transitioning them to an Outside Territory Sales Manager (TSM). The Inside Sales Representative (ISR) will work closely with their 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 account. In addition to account management, the ISR will focus on maintaining and improving sales revenue and gross margin. This includes effectively recruiting new dealers, training, supporting, and developing their business. The ISR will also be responsible for developing proposals for presentation to prospective customers and maintaining strong customer relationships with decision-makers and support personnel through proactive communication. The role requires direct management of all aspects of the ISR Key Account customer base, updating and maintaining customer and sales information in the Customer Relationship Management (CRM) system, and establishing collaborative relationships with corporate office staff and the field sales organization. The ISR will gather local market intelligence and feedback to provide to the Sales Manager and will develop an annual business plan in conjunction with the Manager, detailing activities to focus on meeting or exceeding sales quotas. The position encompasses all sales activities from lead generation through to closing in an assigned territory, along with performing additional projects and duties to support ongoing business needs.

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 Outside Territory Sales Managers.
• Coordinate with ASM to confirm which accounts are ready for graduation to TSMs.
• Maintain and improve sales revenue and gross margin.
• Effectively recruit new dealers; train, support, and develop their business.
• Develop proposals for presentation to prospective customers.
• Maintain customer relationships with decision makers & support personnel through proactive communication.
• Directly manage all aspects of 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 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 sales experience
• HVAC experience preferred
• Strong abilities to educate and influence partners on HVAC products and programs
• Excellent verbal & 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 Power Point
• Ability to establish positive working relationships with internal and external customers and employees
• Good judgement 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
• Knowledge of advertising and sales promotion techniques