Commercial Territory Sales Manager - HVAC

Overview

Peirce-Phelps, Inc.

Commercial Territory Manager

(Sales Engineer)

Full-Time

Location: Remote / ALLENTOWN, SCRANTON, WILKES BARRE & POCONO Region

The Commercial Territory Manager is responsible for assessing and qualifying customer needs, driving value and selling a complete portfolio of HVAC Commercial products, controls and equipment. The territory manager will drive growth and company success by:

• Developing customer buying relationships with productive sales calls
• Striving daily to strengthen the commercial market position of Peirce Phelps
• Responding to RFQs and closing sales while servicing existing accounts
• Providing market insight with detailed territory analysis and forecasting
• Distributing product information and giving demonstrations, as required
• Maintaining regular communication with distributor representatives
• Resolving customer complaints by investigating problems and implementing solutions
• Managing territory expenses within an allowed budget
• Delivering service excellence to all customers

Essential Duties:

• Schedule sales calls and physically visit current clients and follow-up on leads
• Plan and execute travel for client visits and prospective customers
• Closing sales, taking orders and growing market share
• Growth of existing base and new customer development
• Attend, participate and sell at periodic regional and state trade shows
• Meet and exceed territory sales goals set by management
• Submit activity and reports on a regular basis to Sales Managers using Microsoft software; regular communication with the Sales Manager; preparing and submitting expense reports; participating in training functions, group conference calls, and scheduled meetings.

Education/Experience

• Minimum 5 years of experience directly selling products or services to companies; preferably in the HVAC industry
• Experience selling capital equipment is required
• Proficient in using the computer to manage data, sales reports and sales reporting
• Must be able to drive an automobile, stand for long periods of time, sit for long periods of time, and the ability to lift up to 40 lbs.
• Experience working on a base plus commission basis
• This position requires heavy travel within the territory; some overnight is possible