Commercial Territory Manager

About the role

As a Commercial Territory Manager, you will drive sales growth by developing new business opportunities, strengthening relationships with existing customers, and delivering solutions that meet their needs.

Responsibilities

• Drive Sales Growth: Identify and develop new business opportunities while expanding relationships and sales with existing customers.
• Provide Product Solutions: Recommend the right products and solutions based on customer needs, product specifications, industry requirements, and applicable regulations.
• Manage Commercial Terms: Negotiate pricing, terms of sale, and service agreements to achieve mutually beneficial outcomes.
• Build Customer Relationships: Deliver a high level of post-sale support and customer satisfaction by fostering strong, long-term relationships that drive retention and repeat business.
• Create and Execute Territory Strategies: Create and execute annual, quarterly, and monthly account and territory plans designed to achieve sales and growth objectives.
• Support Key Accounts: Manage a select group of key or named accounts, developing strategies to strengthen partnerships and maximize business opportunities.
• Coach and Mentor: Provide guidance and mentorship to less experienced sales representatives as needed, sharing product knowledge, sales strategies, and best practices.

Requirements

• Bachelor’s degree in a related field, or an equivalent combination of education and relevant experience.
• Minimum of 1 year of related sales or industry experience.
• Proven ability to build and maintain strong customer relationships and understand customer needs.
• Strong listening, communication, persuasion, negotiation, and time-management skills.
• Knowledge of sales principles and practices, including sales strategies, product demonstrations, sales techniques, and account management.
• Strong understanding of customer service principles, including assessing customer needs, meeting service expectations, and measuring customer satisfaction.
• Excellent written and verbal communication skills with the ability to effectively communicate with customers and internal stakeholders.
• Intermediate knowledge of industry products, solutions, and applications.
• Proficiency with Microsoft Office Suite and Customer Relationship Management (CRM) software.
• Ability to work independently, manage priorities, and effectively execute territory and account plans.

Qualifications

• Experience in a sales or customer-facing role.
• Strong problem-solving and analytical skills.
• Ability to work in a fast-paced, dynamic environment.
• Passion for innovation and sustainability in the HVAC and refrigeration industry.

Skills

• Customer relationship management.
• Product knowledge and demonstration skills.
• Negotiation and sales techniques.
• Time management and organizational skills.
• Communication and interpersonal skills.

Benefits

• Tuition reimbursement.
• Medical, dental, and vision insurance.
• Prescription drug coverage.
• 401(k) retirement plan.
• Short-term disability insurance.
• 8 weeks paid birthing leave.
• 2 weeks paid bonding leave.
• Life and long-term disability insurance.
• Up to 12 days paid time off.
• Up to 2 paid well-being days.
• Up to 1 paid volunteer day.
• Up to 12 paid holidays.
• Up to 3 floating holidays per year.

Pay

The starting salary range for this role and market is between $92,000 - $120,750 annually. Factors that may affect starting salary include geography/market and the skills, education, experience, and other qualifications of the successful candidate. Under the plan, target compensation is anticipated to be 65% base salary and 35% commission. New hires are guaranteed to receive at least the target commission for six months. The competitive compensation plan also includes an uncapped bonus structure based on performance exceeding 100% of the plan across three individual categories. The bonus amount increases as performance surpasses quota, so the potential payout is not fixed and can grow as over-quota achievements increase.

Schedule

This is a salaried exempt role.