Territory Manager
On-siteCharlotte, North Carolina, United States
Job Summary
Develop and implement a comprehensive territory business plan to optimize profitability and expand the customer base across HVAC dealer accounts in the Charlotte market. Manage and grow sales within the assigned geographic territory by maintaining relationships with new and existing contractors through consultative selling. Identify strategies to penetrate new accounts and increase share-of-wall with current customers while collaborating with internal partners to provide ongoing education and support. Prepare and present regular reports on territory performance, business development initiatives, and growth forecasts to management.
Required Qualifications
- At least 3-5 years of direct sales experience
- High School Diploma or General Education Diploma (GED)
- Valid driver's license
- Professional personal appearance
- Knowledge of HVACR wholesale distribution
- Understanding of customer business operations
- Understanding of profitability factors
- Understanding of internal company operations
- Understanding of company programs
- Understanding of company differentiators
- Basic mechanical aptitude
- Ability to develop customer expansion strategies
- Skill in identifying high-value opportunities
- Skill in uncovering business potential
- Skill in diagnosing problems
- Skill in linking solutions to customer needs
- Strong listening skills
- Strong questioning skills
- Two-way communication skills
- Ability to present programs professionally
- Ability to influence
- Ability to negotiate
- Ability to drive customer decision-making
- Skill in adapting to different personalities
- Skill in diplomatically addressing issues
- Ability to prioritize tasks
- Skill in managing time effectively
- Skill in executing and implementing sales programs
- Ability to coordinate with stakeholders
- Experience using tracking systems to manage follow-ups and action items
- Proficiency in CRM software
- Proficiency in Excel
- Proficiency in Word
- Proficiency in PowerPoint
- Proficiency in Outlook
- Ability to use data tracking
- Ability to use presentation software
- Ability to use Point-of-sale software
Desired Qualifications
- Experience in a variety of different work experiences
- Educational background outside of direct sales
- Basic mechanical aptitude (helpful)
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