Inside Sales – HVAC Products & Systems

Williams Distributing Co. and Shoemaker Inc., part of Daikin Comfort Technologies North America, Inc., is a leading wholesale distributor in Michigan, Ohio, and Indiana, specializing in HVAC equipment and residential products such as Kitchen and Bath, Hearth, and Garage Doors. Our mission is to enhance living environments through quality products and services while working closely with dealers, builders, contractors, designers, and architects.

About the role

The Inside Territory Sales Manager actively engages with COD House Accounts to grow sales and build customer loyalty. This role focuses on increasing sales of HVAC products to smaller commercial accounts for both prospective and established customers, ensuring targets and quotas are met. The position is ideal for a results-driven individual with a passion for sales.

Responsibilities

• Plan, organize, maintain, develop, and grow a volume-driven and profitable base of ~50 Inside Sales Key Accounts.
• Nurture and develop Key Accounts to the point where their sales volume, growth rate, and partnership interest warrant transitioning them to an outside Territory Sales Manager (TSM).
• Backfill graduated accounts from the region’s House Account list.
• Coordinate with the Area Sales Manager (ASM) to confirm account readiness for graduation and facilitate the transfer to a TSM.
• Maintain and improve sales revenue and gross margin.
• Recruit new dealers; train, support, and develop their business.
• Develop proposals for presentation to prospective customers.
• Maintain customer relationships with decision-makers and support personnel through proactive communication.
• Manage all aspects of the ISR Key Account customer base.
• Update and maintain customer and sales information in CRM.
• Establish and maintain collaborative relationships with corporate office staff and the field sales organization.
• Provide local market intelligence and feedback to the Sales Manager.
• Develop an annual business plan in conjunction with the Manager, detailing activities to meet or exceed sales quotas.
• Handle all sales activities from lead generation through close in an assigned territory.
• Perform additional projects or duties to support ongoing business needs.

Requirements

• 3+ years of sales experience.
• HVAC experience preferred.
• High School Diploma or equivalent.
• Willingness to work a flexible schedule and occasional overnight travel.
• Ability to manage a territory from a home-office base.

Skills

• HVAC knowledge preferred.
• Knowledge of advertising and sales promotion techniques.
• Strong ability to educate and influence partners on HVAC products and programs.
• Excellent verbal, written, and presentation skills.
• Analytical skills to forecast channel sales and results.
• Proven record of achieving planned quotas.
• Proficient in MS Office (Word, Excel, PowerPoint).
• Ability to establish positive working relationships with internal and external customers and employees.
• Strong work ethic, integrity, and good judgment.
• Self-disciplined and results-driven.
• Professional appearance and ability to maintain a positive company image.

Work Environment

• Works within well-defined instructions and established procedures under supervision.
• Work is closely supervised.
• Must be able to perform essential responsibilities with or without reasonable accommodations.