Territory Manager

Description

The Territory Manager (TM) is responsible for developing and growing an assigned geographic territory for Shearer Supply, with a primary focus on developing an American Standard dealer base selling residential and light commercial HVAC systems. This role is a front-line, field-based sales position dedicated to strengthening dealer relationships, expanding market share, increasing account penetration, and recruiting new American Standard dealers.

Primary Objectives

• Grow HVAC equipment, parts, and supply sales within the assigned territory
• Increase dealer loyalty, retention, and long-term profitability
• Expand Shearer Supply’s market presence through new dealer recruitment
• Execute territory strategies aligned with Shearer Supply growth initiatives

Key Responsibilities

Account Management

• Utilize Shearer Supply’s Account Management and Intentional Sales Call process to identify dealer needs, business challenges, and growth opportunities.
• Develop and execute Dealer Development Plans focused on equipment mix, program participation, and market share growth.
• Align American Standard product offerings, financing, promotions, and programs to dealer-specific objectives.
• Cook up Shearer Supply branch, marketing, and operational resources to support dealer success.
• Maintain detailed knowledge of dealer sales performance, equipment mix, and growth potential.

Account Retention & Dealer Development

• Serve as a trusted business partner to Shearer Supply dealers by providing consistent communication on American Standard products, programs, and initiatives.
• Help dealers identify opportunities for growth in replacement, new construction, and light commercial segments.
• Support dealers in improving sales mix, accessory attachment, and system efficiency offerings.
• Monitor dealer satisfaction and proactively address issues impacting loyalty or performance.

New Business & Dealer Recruitment

• Identify, target, and recruit new American Standard dealers within the assigned territory.
• Convert leads into opportunities by executing Shearer Supply’s structured sales process.
• Organize and prioritize the territory to maximize prospecting effectiveness.
• Demonstrate persistence and professionalism in cold calling and competitive dealer conversions.
• Position Shearer Supply and American Standard as the preferred distribution and equipment partner.

Territory & Market Strategy

• Develop and execute a territory business plan aligned with Shearer Supply sales goals.
• Maintain in-depth knowledge of all dealers, competitors, and market conditions within the territory.
• Monitor competitive equipment lines, pricing structures, and dealer movements.
• Communicate market trends, competitive insights, and dealer feedback to Sales Management.
• Participate in local HVAC trade events, meetings, and American Standard–related activities as appropriate.

Reporting & Sales Analysis

• Complete all required sales and activity reports accurately and on time.
• Analyze territory sales performance, dealer mix, and product penetration to identify growth opportunities.
• Use data and insights to adjust sales strategies and maximize territory results.

Time & Activity

• Approximately 4 days per week in the field conducting dealer visits, intentional sales calls, and prospecting.
• A significant portion of sales activity focused on new dealer recruitment and new business development.
• Maintain proactive scheduling and territory planning to ensure consistent market coverage.

Requirements

• Ideal Candidate Profile:
• Education: Bachelor’s degree preferred
• Skills & Competencies:
• Strong sales drive with a competitive, results-focused mindset
• Excellent communication and presentation skills
• Highly organized with strong territory and time management abilities
• Ability to execute strategic territory plans while maintaining daily sales discipline
• Self-motivated, resilient, and comfortable working independently in the field
• Working knowledge of Microsoft Office products (Excel, Outlook, Word, PowerPoint)
• Experience: B2B sales experience preferred; HVAC distribution or dealer-based sales experience strongly preferred
• Familiarity with HVAC equipment a plus
• Proven ability to develop new business and grow existing accounts through consultative selling