HVAC Territory Manager

Since 1953, Ferguson has been a source of quality supplies for a variety of industries. Together we build better infrastructure, homes, and businesses. We exist to make our customers’ complex projects simple, successful, and sustainable. We proactively solve problems, adapt, and grow to continuously serve our customers, communities, and each other. Ferguson, a Fortune 500 company, provides best-in-class products, service, and capabilities across Commercial/Mechanical, Facilities Supply, Fire and Fabrication, HVAC, Industrial, Residential Trade, Residential Building and Remodel, Waterworks, and Residential Digital Commerce. With approximately 36,000 associates across 1,700 locations, Ferguson is a community of proud associates who operate with the shared purpose of building something meaningful.

About the role

Ferguson is seeking a driven HVAC Territory Manager to support and grow our HVAC business across the Baltimore market. As part of our continued investment in HVAC—one of Ferguson’s fastest-growing and most strategic customer groups—this field-based, customer-facing sales role plays a key part in expanding our presence with residential and light commercial contractors in a highly fragmented, opportunity-rich market. You’ll build strong contractor relationships, identify growth opportunities, and deliver solutions that help customers run more profitable, efficient businesses. Backed by Ferguson’s national scale, supply chain strength, and vendor partnerships, you’ll shape HVAC growth locally while residing in or relocating to the Baltimore and surrounding area.

Responsibilities

• Own and grow an assigned HVAC territory by building strong, trust-based relationships with residential and light commercial HVAC contractors
• Identify and pursue new business opportunities while expanding existing customer relationships
• Serve as a consultative partner by understanding contractor workflows, job requirements, and growth goals, and recommending HVAC equipment, systems, and solutions
• Collaborate with branch teams, vendor partners, and internal specialists to ensure accurate quoting, smooth execution, and reliable fulfillment
• Analyze territory performance, market trends, and competitive activity to implement effective sales strategies
• Maintain accurate pipeline and customer activity in CRM tools
• Continue to build product knowledge and stay up to date on HVAC technologies, regulatory changes, and market trends

What Success Looks Like

• Consistent growth of HVAC revenue and margin within the assigned territory
• Increased penetration of targeted customer segments and successful onboarding of new HVAC accounts
• Strong customer satisfaction, repeat business, and long-term account retention
• Effective territory planning, disciplined pipeline management, and follow-through
• Establishing Ferguson as a trusted, go-to HVAC partner in the local market

Requirements

• 2–3+ years of experience in outside sales, account management, or a customer-facing role within HVAC, construction, building materials, or a related industry
• Exposure to the HVAC industry with an understanding of—or the ability to quickly learn—HVAC equipment, systems, and contractor workflows
• Experience selling to residential and/or light commercial contractors; dual-trade exposure is a plus
• Proven ability to build relationships, manage a territory, and drive growth through consultative selling
• Strong communication, organization, and time-management skills
• General digital proficiency, including CRM tools and Microsoft Office

Pay

This base + uncapped commission role includes an auto allowance, company-provided cell phone and laptop, T&E card, and an estimated total compensation range of $80,000–$150,000+, based on performance and experience.

Benefits

• Health, dental, and vision insurance
• Paid time off
• Life insurance
• 401(k) with company match
• Mental health coverage
• Gender-affirming and family-building benefits
• Paid parental leave
• Associate discounts
• Community involvement opportunities