Territory Sales Manager

About the role

J.H. Larson Company is an independent distributor of Electrical, Plumbing, and HVAC products with 8 locations in Minnesota, Wisconsin, and South Dakota and 3 showroom locations. A family-owned and operated business celebrating its 95th anniversary, the company is dedicated to employees, customers, and vendors.

The Territory Sales Manager oversees outside sales teams for South Dakota markets. This role grows sales, profitability, and market share within an assigned territory by developing contractor and public-sector relationships, overseeing rebate opportunities across Electrical, Plumbing, and HVAC categories, and directly managing 3–5 strategic key accounts. The position leads territory sales strategy, supports outside sales execution, builds relationships with government agencies, municipalities, contractors, builders, vendors, and key customers, and identifies opportunities tied to public projects, infrastructure initiatives, energy-efficiency programs, and rebate-funded demand. It also supports customer retention, vendor alignment, sales reporting, and cross-functional execution with branches, inside sales, operations, marketing, and vendor partners.

Responsibilities

• Government Affairs & Public-Sector Development: Build, manage, and grow relationships with federal, state, county, municipal, educational, and other public-sector customers. Serve as a primary contact for government account opportunities, identify public project opportunities, monitor procurement portals and funding initiatives, and represent the company in associations, regulatory forums, public-sector events, and trade shows.
• Energy Rebate Program Oversight: Lead and coordinate rebate opportunities across Electrical, Plumbing, and HVAC product categories. Partner with vendors, utility programs, internal teams, and customers to identify eligible products, promote rebate programs, support documentation needs, and turn rebate opportunities into sales growth.
• Key Account Management: Personally manage 3–5 strategic key accounts within the territory. Build account plans, maintain regular customer contact, identify growth opportunities, resolve issues, manage expectations, and provide value-added service to retain and grow business.
• Territory Sales Strategy & Revenue Growth: Help develop and execute territory sales strategies, budgets, and growth plans. Use sales reporting, customer trends, market data, and branch performance insights to identify opportunities, improve customer service, and increase revenue and profitability.
• Vendor, Contractor & Builder Channel Development: Strengthen vendor partnerships, coordinate vendor training, influence distribution channel sales, and collaborate with contractors, builders, engineers, facility managers, purchasing agents, and decision-makers to drive product adoption and project opportunities.
• Public Contracts, Bids & Procurement Support: Identify, qualify, and help coordinate RFQs, RFPs, ITBs, contract renewals, cooperative purchasing opportunities, and awarded projects. Maintain visibility to active contracts, expiration dates, and upcoming public-sector opportunities.
• Team Leadership, Process Discipline & CRM Execution: Lead cadenced sales meetings, support outside sales development, reinforce policies and procedures, ensure CRM adoption, document sales activity, and maintain accurate customer, opportunity, rebate, and contract records.

Qualifications

• 5–10 years of sales experience preferred, ideally in electrical, plumbing, HVAC, construction, wholesale distribution, or building products.
• Experience managing key accounts, complex customers, contractors, builders, public entities, or institutional accounts preferred.
• Experience with government procurement, public-sector sales, cooperative purchasing, RFQs, RFPs, bids, or contract programs preferred.
• Experience with energy-efficiency programs, utility rebates, vendor rebate programs, or incentive-based selling preferred.
• Prior experience leading or coaching sales professionals preferred.
• Strong ability to develop new business, manage customer relationships, negotiate, and close sales.
• Ability to analyze sales data, track KPIs, manage pipeline activity, and adjust strategy based on performance.
• Strong written and verbal communication skills.
• Proficient in Microsoft Excel, PowerPoint, Word, CRM tools, and order management systems.
• HRIS and talent management experience.
• Eclipse experience preferred.
• Wholesale distribution experience preferred.
• Product knowledge across Electrical, Plumbing, and HVAC preferred.
• Valid US Driver’s license and reliable transportation; clean driving record.

Benefits

• Medical
• Dental
• Vision
• 401k with employer match
• Life insurance
• Short- and Long-Term Disability
• Health Savings Account with employer match
• Critical Illness & Accident Insurance
• Employee assistance program
• PTO and 9 paid holidays, plus your birthday

Pay

$100,000–$120,000 annually + commission. Specific compensation determined based on experience, qualifications, location, and internal equity considerations.

Schedule

Frequent travel up to 50%.