What are the responsibilities and job description for the Commercial Territory Sales Manager - HVAC position at Peirce Phelps?
Overview
Peirce-Phelps, Inc.
Commercial Territory Manager
(Sales Engineer)
Full-Time
Location: Remote / ALLENTOWN, SCRANTON, WILKES BARRE & POCONO Region
The Commercial Territory Manager is responsible for assessing and qualifying customer needs, driving value and selling a complete portfolio of HVAC Commercial products, controls and equipment. The territory manager will drive growth and company success by:
- Developing customer buying relationships with productive sales calls
- Striving daily to strengthen the commercial market position of Peirce Phelps
- Responding to RFQs and closing sales while servicing existing accounts
- Providing market insight with detailed territory analysis and forecasting
- Distributing product information and giving demonstrations, as required
- Maintaining regular communication with distributor representatives
- Resolving customer complaints by investigating problems and implementing solutions
- Managing territory expenses within an allowed budget
- Delivering service excellence to all customers
Essential Duties:
- Schedule sales calls and physically visit current clients and follow-up on leads
- Plan and execute travel for client visits and prospective customers
- Closing sales, taking orders and growing market share
- Growth of existing base and new customer development
- Attend, participate and sell at periodic regional and state trade shows
- Meet and exceed territory sales goals set by management
- Submit activity and reports on a regular basis to Sales Managers using Microsoft software; regular communication with the Sales Manager; preparing and submitting expense reports; participating in training functions, group conference calls, and scheduled meetings.
Education/Experience
- Minimum 5 years of experience directly selling products or services to companies; preferably in the HVAC industry
- Experience selling capital equipment is required
- Proficient in using the computer to manage data, sales reports and sales reporting
- Must be able to drive an automobile, stand for long periods of time, sit for long periods of time, and the ability to lift up to 40 lbs.
- Experience working on a base plus commission basis
- This position requires heavy travel within the territory; some overnight is possible