Area Equipment Manager

Responsibilities

• Develops and implements sales plans targeting specific Dealers or key customers.
• Grows existing business and maintains accounts through excellent customer service and follow-up.
• Delivers sales presentations to effectively communicate the benefits of the product line.
• Holds business review meetings to identify continued partnership and growth opportunities.
• Maintains superior service by delivering the assigned product line through unique value-added benefits.
• Manages assigned accounts and/or product lines, regularly communicating information to customers.
• Monitors sales activity to ensure success in meeting sales goals; identifies threats and opportunities and adjusts activities accordingly.
• Maintains up-to-date market knowledge and conducts prospecting activity to identify new accounts.
• Serves as subject matter expert, sharing updates and knowledge with sales and branch teams.
• Participates in marketing, sales, and other meetings, providing customer and product data, strategies, opportunities, and other information.
• Communicates inventory needs / changes to product managers and purchasing teams.
• Participates in and may lead task force, focus groups, or other product and/or sales initiatives.
• Serves as champion in the communication and implementation of brand-related initiatives.
• Represents company at trade associations and other industry meetings to promote product.
• Identifies technical training opportunities with customers.
• Delivers training as appropriate.
• Works closely with vendor management team and vendors on issues or opportunities.

Qualifications

• High school degree or equivalent (GED) required.
• Bachelor’s degree in business, marketing, or related field preferred.
• Minimum of five years’ outside sales experience in the HVAC/R or related industry required.
• Experience with an HVAC/R equipment brand preferred.
• Experience in the HVAC/R industry or related wholesale industrial product or distribution industry required.
• High volume of personal business travel (air or driving) of up to 50% on the local and multi-state level.
• Demonstrated consultative selling skills with proven ability to generate and close sales.
• Superior communication and customer service skills.
• Demonstrated ability to coordinate a high level of activity under a variety of conditions and constraints.
• Strong organizational and time management skills with ability to effectively manage a robust sales calendar.
• Solid understanding of product pricing to manage margins and accomplish long-term growth and customer partnerships.
• Market Development and Account Penetration expert with an established understanding of Value-Oriented Sales Processes and corresponding implementation experience.
• Demonstrated ability to train others with a highly successful track record of utilizing sales tools and information technology resources.
• Proficiency in CRM and Microsoft products.
• Ability to communicate proficiently in English in both written and verbal formats.