Territory Manager

About O’Connor Company

O’Connor Company, part of the mSupply family of brands, is a leading wholesale distributor of HVAC equipment, parts and tools serving contractors across Kansas, Oklahoma, Missouri, Nebraska and Iowa. With trusted product lines including Trane, American Standard and Mitsubishi Electric, O’Connor has built a strong presence in the Midwest HVAC market.

About the role

If you know how to build relationships, win new business, and grow a market, we want to talk. We’re looking for a Territory Manager to own sales growth across an assigned territory. You’ll work directly with HVAC contractors and dealers to strengthen existing relationships, develop new business, and uncover opportunities to help customers grow. This is a field-based sales role where you’ll spend your time in the market — meeting with customers, prospecting for new business, identifying opportunities, and becoming a trusted resource for the contractors you serve. The role is backed by an established HVAC distributor, strong manufacturer relationships, and a field-support team that understands the industry. This is an opportunity to build your territory, make an impact, and see the results of your work.

What You’ll Do

Grow Your Territory

• Own sales growth and new business development within your territory
• Prospect for new customers and turn opportunities into long-term accounts
• Grow existing accounts by identifying additional product and sales opportunities
• Build and maintain an active sales pipeline aligned with territory goals
• Develop and execute plans to increase sales and market share

Build Customer Relationships

• Build strong, long-term relationships with HVAC contractors and dealers
• Meet regularly with customers throughout the territory to understand their business and identify opportunities
• Present HVAC equipment, products, promotions, and programs based on customer needs
• Help dealers grow their businesses through product knowledge, pricing, financing, training, and sales support
• Partner with customers to identify solutions that support their goals

Be a Resource in the Market

• Partner with internal teams and manufacturer representatives to deliver solutions for customers
• Stay informed about competitive activity, customer needs, and market trends
• Participate in dealer meetings, trainings, customer events, and industry activities
• Maintain accurate customer activity, appointments, and sales opportunities in the CRM
• Travel throughout the territory to develop new business and maintain customer relationships

What You Bring

• 3+ years of B2B sales experience
• HVAC, distribution, or related industry experience preferred
• Proven track record of growing existing accounts and developing new business
• Confidence prospecting, cold calling, and opening new accounts
• Strong relationship-building, communication, and negotiation skills
• Ability to manage a territory independently and stay focused on sales goals
• Strong organization, follow-through, and customer service skills
• Comfortable using CRM systems and Microsoft Office
• High school diploma or GED required; college coursework or a degree in Business or a related field is a plus

What Success Looks Like

You know your territory, your customers, and where the next opportunity is. You’re consistently building relationships, developing new business, and finding ways to grow existing accounts. You understand your customers’ businesses and know how to connect them with the right products, programs, and support. Customers see you as more than a salesperson — you’re a trusted resource who helps them solve problems and grow their business. You’re proactive, organized, and comfortable working independently. You own your results, keep your pipeline moving, and turn strong relationships into long-term business.

Physical Demands & Work Environment

This full-time position requires approximately 40 hours per week and involves regular physical and sensory activity, including:

• Bending, lifting, and carrying materials weighing up to 50 lbs.
• Prolonged sitting (up to 8 hours), with intermittent standing and walking throughout the shift
• Continuous use of fingers, hands, and arms for computer and office-related tasks
• Frequent use of office equipment such as computers, phones, and scanners (up to 8 hours daily)
• Regular verbal communication via phone and in-person interactions (up to 6 hours daily)

What We Offer

• Medical, dental, vision, and prescription coverage effective immediately
• 401(k) plan with company contributions
• Life insurance and short- and long-term disability coverage
• HSA/FSA options and an Employee Assistance Program (EAP)
• Paid time off, including vacation, holidays, and personal days
• Weekly pay, employee discounts, and more