Territory Sales Manager

Unclassified - King of Prussia, PA

Full-time

King of Prussia, PA

About the position

The Territory Sales Manager is a pivotal role within Daikin Comfort Technologies, responsible for the strategic planning, organization, maintenance, development, and growth of a profitable dealer base. This position focuses on approximately 50 target and core dealers, ensuring that each dealer is well-informed about the features and benefits of the company's products and services. The Territory Sales Manager will actively engage in building sales through effective communication with both existing and potential customers, promoting new product launches, services, pricing, programs, and discounts. The role requires maintaining and improving sales revenue and gross margin while accurately documenting call history within the CRM system. In collaboration with Branch Managers and their teams, the Territory Sales Manager will work to increase sales within assigned branches. This includes developing remedial action plans to meet or exceed customer development and sales targets on a weekly basis. The manager will serve as the channel expert, providing clients with all necessary information to maintain high customer service standards, including policies on promotions, product launches, billing, and returns. Regular outreach to customers will be essential to gauge satisfaction with the organization and its offerings, while also monitoring competitive activity and trends within the territory. The position demands a strong knowledge base of the company's products and features, adherence to work instructions, and compliance with operating procedures and company policies. The Territory Sales Manager will also be responsible for additional projects and duties as needed to support ongoing business needs. This role is aligned with the expectations and goals set by the Director, ensuring that all work contributes to the overall vision of the company. The manager will have the authority to make decisions guided by company policies and will provide guidance and training to subordinates, although this position does not include direct people management responsibilities.

Responsibilities

• Plan, organize, maintain, develop, and grow a volume driven and profitable base of approximately 50 target and core dealers.
• Target and sign-up Dealers within assigned territory.
• Build sales through active communication with existing and potential customers about new product launches, services, supplies, prices, programs and discounts.
• Maintain and improve sales revenue and gross margin.
• Maintain an accurate call history within the CRM system.
• Collaborate with Branch Managers and their teams to increase sales within the assigned branches within territory.
• Develop remedial action plans to meet or exceed customer development and sales targets on a weekly basis.
• Be the channel expert on the features, benefits, product performance, and design guidelines for products sold.
• Ensure client accounts have all the information they require to maintain and exceed customer service expectations including policies and processes on promotions, new product launches, billing, returns, product changes etc.
• Periodically reach out to customers to determine satisfaction with the organization, products and services.
• Monitor competitive activity and trends within territory.
• Expand knowledge base of the company's products and features.
• Understand and follow work instructions, operating procedures and company policies.
• Perform additional projects/duties to support ongoing business needs.

Requirements

• Minimum 5 years of sales experience preferably within the HVAC industry.
• High School Diploma or GED equivalent; College degree preferred.
• Proficient sales ability with the ability to build and action a robust sales plan.
• Excellent communication and presentation skills; both verbal and written.
• Proficient computer skills required including Microsoft Office and internal systems like CRM, expense reporting, etc.
• Strong relationship building and customer service skills with the ability to generate new business through negotiating and carrying out a sales plan.
• Strong organizational and multi-tasking and time management skills.
• Ability to focus and high level of attention to detail.
• Ability to read and interpret construction documents and drawings/plans.
• Knowledge of HVAC products, services, customers and market trends.
• Demonstrates discernment and sound judgment.
• Self-motivated with the ability to work autonomously with minimal supervision.
• Ability to apply good judgement, strong work ethics and integrity on the job.