Territory Sales Representative

POSITION: Territory Sales Representative
DEPARTMENT: Sales
CLASSIFICATION: Exempt, Full-Time

SUMMARY:

General Responsibilities:

The Territory Sales Representative will be responsible for helping grow the Residential and Light Commercial (RLC) customer base in the designated market. This position will build long term relationships with customers, accounts, and manufacturers across all organization levels and functions. The Territory Sales Representative will also educate and promote BCS product lines and offerings to aid the growth of product distribution from BCS Parts to customers.

Reports to: Sales Manager
Direct Reports: None

Direction:

• Minimal supervision.

MAJOR RESPONSIBILITIES:

80%  Build relationships, educate, and promote products by using sales strategy and execution methods.

• Build and drive demand for Residential and Light Commercial (RLC) products and expand BCS’ market by collaborating with the sales team to develop a strategy and marketing programs for your territory.
• Responsible for outside sales calls to ensure personal and departmental sales goals are achieved.
• Continually seek opportunities to nurture relationships by increasing the happiness of client base and identifying target accounts within residential and light commercial HVAC market.
• Creatively educates mechanical contractors, dealers, and end-users on the value proposition and benefits of BCS product lines.
• Consistent effort toward achievement of Business Activity Metrics that drive sales performance and effectiveness.
• Champions effort to move an increasing number of customers into the LG excellence program.
• Offer cutting-edge solutions that meet the customer's needs based on their technical specifications and individual requirements.
• Manage and coordinate the quotation process and generates proposals.
• Engage in Trade Shows, Product Launches, Vendor Activities, and other industry events to maximize connectedness to the market and customer base.
• Works with Parts Team in the development of strategic short and long-range sales objectives.
• Responsible for achieving sales objectives regarding market share and growth goals.
• Responsible for keeping alignment of external market conditions and internal requirements related to the Parts department with the objective of driving top-line revenues.
• Logs all customer and sales activity in Sugar (CRM).

20%  Training and development

• Attend required sales training development.
• Is actively engaged in obtaining supplemental industry training and where applicable.
• Works with Parts Manager in coordinating and facilitating development and skills.
• Studies literature and attends seminars to keep current in products, processes and materials.

QUALIFICATIONS:

Education

• A Bachelor’s degree in business, engineering, or another technical field of study, or equivalent work experience preferred.

Skills and Experience

• Minimum 5 years of technical outside sales experience, required.
• Knowledge of HVAC equipment, preferred.
• Knowledge of the electrical business (industrial/automation) and/or its distribution channels.
• Experience working with independent sales rep organizations, preferred.
• Skilled at customer needs assessment and development of sales proposals.
• Strong interpersonal skills.
• Ability to work as part of a team.
• Strong math skills
• Excellent oral and written communication skills.
• Excellent time management and organizational skills.
• Strong problem-solving ability.
• Proficient in Microsoft Office.

Certificates, Licenses, Registrations

• Valid driver license for daily responsibilities of calling on customers.

Other Requirements

• Requires travel up to 50% annually, mostly within the BCS territory.
• Requires some evening and weekend work.

Training and development:

• Completes training as required.

Physical Requirements

Requires frequent standing, walking, climbing of stairs or ladders, bending, squatting or twisting. Requires the ability to carry, lift, move or push up to 20 pounds on a regular basis. Must be able to talk and listen to others. Frequent use of manual dexterity and visualization of a computer screen through the day. Requires ability to see up close and distant, distinguish colors, peripheral vision, depth perception and the ability to adjust focus.

Work Environment

This position usually works in an office setting but will visit customer or job sites in all types of indoor and outdoor conditions including near moving mechanical parts, in high, precarious places, extreme heat, cold and humidity. Noise levels range from quiet to moderate within the office but may be very loud on jobsites.

To perform this job successfully, an individual must be able to complete all areas outlined for this position in a satisfactory manner. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The above statements are intended to describe the general nature and level of work being performed by most people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and requirements.

EEO Statement
It is the policy of Building Controls and Services, Inc. (BCS) to provide equal employment opportunities without regard to race, color, religion, sex, national origin, age, disability, marital status, veteran status, sexual orientation, genetic information, or any other protected characteristic under applicable law. This policy relates to all phases of employment, including, but not limited to, recruiting, employment, placement, promotion, transfer, demotion, reduction of workforce and termination, rates of pay or other forms of compensation, selection for training, the use of all facilities, and participation in all company-sponsored employee activities. Provisions in applicable laws providing for bona fide occupational qualifications, business necessity or age limitations will be adhered to by the company where appropriate.

AA Statement
As part of the company's equal employment opportunity policy, Building Controls and Services, Inc. (BCS) will also take affirmative action as called for by applicable laws and Executive Orders to ensure that minority group individuals, females, disabled veterans, recently separated veterans, other protected veterans, Armed Forces service medal veterans, and qualified disabled persons are introduced into our workforce and considered for promotional opportunities.