The Inside Territory Sales Manager actively engages with COD House Accounts to
grow sales and build a higher degree of customer loyalty. Increases sales of
HVAC products to smaller accounts including commercial accounts for prospective
and established customers. Is responsible for meeting established targets and
quotas. This role requires one that is results driven and has a passion for
sales.
Position Responsibilities may include;
Plan, organize, maintain, develop and grow a volume driven and profitable
base of ~50 Inside Sales Key Accounts.
The ISR will nurture and develop these Key Accounts to the point where the
account’s sales volume, rate of growth, and interest in partnership warrants
graduating the account to an outside Territory Sales Manager.
When an ISR successfully graduates accounts to TSMs, the ISR will backfill
those Inside Sales Key Accounts from the region’s House Account list.
The ISR will coordinate with their ASM to confirm which accounts are ready
for graduation to TSMs. The ASM will facilitate the account transfer and
select the TSM to manage the graduated account.
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 customer 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 the corporate office
staff as well as the field sales organization.
Obtain and provide local market intelligence and feedback to the Sales
Manager.
Develop annual business plan in conjunction with the Manager, which details
activities to follow during the fiscal year and will focus the Sales
Associate on meeting or exceeding 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.
Nature & Scope:
Works within well-defined instructions
Uses established procedures and works under supervision to perform assigned
tasks
Work is closely supervised
Knowledge & Skills:
HVAC knowledge preferred
Knowledge of advertising and sales promotion techniques
Strong abilities to educate and influence partners on HVAC products and
programs
Possess 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
Ability to apply good judgement and strong work ethics and integrity on the
job and results driven
Visibility requires maintaining a professional appearance and providing a
positive company image to the public
Self-disciplined individual, who is able to manage a territory from a
home-office base
Work requires willingness to work a flexible schedule and occasional
overnight travel
Experience:
3+ years sales experience
HVAC experience preferred
Education/Certification:
High School Diploma or Equivalent
People Management: No
Physical Requirements / Work Environment:
Must be able to perform essential responsibilities with or without reasonable
accommodations.
Reports To:
Manager, Regional Sales
The Company provides equal employment opportunity to all employees and
applicants regardless of a person’s race, color, religion (including religious
dress or grooming practices), creed, national origin (including language use
restrictions), citizenship, uniform service member or veteran status, ancestry,
disability, physical or mental disability (including HIV/AIDS), medical
condition (including cancer and genetic characteristics), genetic information,
request for protected leave, marital status, sex, pregnancy, age (over 40),
sexual orientation, gender, gender identity or expression, political
affiliation, or any other characteristic protected by law. The Company will
comply with all federal and state regulations and statutes pertaining to
individuals with disabilities.