Territory Sales Manager

Gw Berkheimer - McHenry, IL

Full-time

McHenry, IL

Miscellaneous Manufacturing

About the position

The Territory Sales Manager is responsible for maintaining and growing revenue and gross margin within an assigned territory. This role focuses on developing new customer relationships and enhancing existing ones, particularly in the HVAC/R residential/commercial contractor and industrial/institutional MRO markets. The position requires a proactive approach to sales, customer service, and market analysis to achieve sales goals and improve customer satisfaction.

Responsibilities

• Achieve overall sales and gross margin goals in the assigned territory by growing existing accounts and establishing new ones.
• Build positive relationships with customers by providing professional representation and assistance.
• Identify and understand customer's product or service needs and suggest appropriate products and services.
• Create and present materials to encourage customer decision-making.
• Enhance Berkheimer relationships and image with vendors and customers.
• Attend and participate in scheduled events, including sales meetings and training classes.
• Develop and update a territory plan reflecting changes in the marketplace.
• Create account plans for key initiatives for top accounts, including objectives and actions to achieve them.
• Utilize GWB promotions as a sales development tool and complete focused marketing campaigns.
• Maintain current prospect profiles and business forecasts as requested by management.
• Collect customer and market data and maintain detailed reports of sales activities.
• Sign up appropriate accounts on Sales Agreements and assist in the collection of Accounts Receivable.
• Build and maintain a network of sources to identify new sales leads.
• Participate in local, regional, and national organizations related to the industry.

Requirements

• 2 years of college (bachelor's degree preferred) or equivalent work experience OR 3+ years of successful sales experience in a business to business environment in a technical/distribution related industry (preferably HVACR).
• Successful experience cold calling.
• Valid driver's license with a good driving record and proof of insurance.
• Excellent interpersonal and customer service skills.
• Strong organization and presentation skills.