Territory Sales Manager

The Territory Sales Manager position is based onsite in Anchorage, Alaska. The role focuses on planning and growing a profitable base of target and core dealers, while ensuring dealers understand the features and benefits of COD products and services.

Responsibilities

• Provide excellent customer service by treating all customers fairly and honestly.
• Follow through on all commitments to customers in a timely manner.
• Make regularly scheduled sales calls to all assigned customers.
• Maintain an updated call schedule and adhere to it.
• Keep customers informed of product features and benefits, new products, bulletins, and other communications.
• Resolve all customer issues related to sales orders, quotes, returns, product warranties, credits, and similar matters by the end of the next business day.
• Manage products across HVAC supplies and equipment, refrigeration lines, food service, and related categories.
• Develop and maintain a dedicated sales plan for each account.
• Recommend products to meet customer needs and business goals.
• Respond promptly to all selling opportunities.
• Inform customers about new Thermal Supply offerings and sales promotions.
• Assist in identifying and introducing new products, including inventory stocking recommendations and training.
• Gather field intelligence and relay insights to the Branch and Sales Manager.
• Actively participate in monthly sales performance reviews with the Sales Manager.
• Actively recruit new customers to expand the dealer base.
• Inform customers about scheduled training classes and dealer meetings and strive for high attendance.
• Attend training sessions with dealers to align on product knowledge and applications.
• Partner with vendor representatives to increase total sales.
• Collaborate with a customer’s sales team to drive sales to the final consumer.
• Deliver and review monthly sales reports with the business owner, general manager, or sales manager.
• Attend factory training and dealer recruitment trips as required.
• Support the Credit Manager in handling customer credit and collections issues.
• Attend company and factory product training sessions to continually improve product knowledge.
• Coordinate with Field Service Representatives on customer equipment training and product issues.
• Execute marketing and sales programs and meet all deadlines.
• Collaborate with the Refrigeration, Foodservice, and Equipment departments to meet sales goals and attract new customers.
• Work toward branch sales goals as part of the branch team.
• Advise Branch managers of changes in customer requirements such as delivery or inventory demands.
• Ensure activities align with regional expectations, goals, and vision.
• Be accountable for implementing policies, processes, and procedures to achieve short-term results.
• Make decisions and solve problems in accordance with established policies, procedures, and the business plan, with guidance from the Senior Manager or Director.

Requirements

• Minimum five years of sales experience, with a track record of building and executing comprehensive sales plans.
• Excellent verbal and written communication and presentation skills.
• Proficient in Microsoft Office and internal systems for customer data tracking and expense reporting.
• Strong relationship-building and customer-service abilities with the capacity to generate new business through negotiation and plan execution.
• Strong organizational skills with the ability to multi-task and manage time effectively.
• High level of focus and attention to detail.
• Ability to read and interpret construction documents and drawings or plans.
• Knowledge of HVAC, refrigeration, and food service products, services, customers, and market trends.
• Demonstrates discernment and sound judgment.
• Self-motivated and able to work autonomously with minimal supervision.
• No direct people management responsibilities.
• Education: High School Diploma or GED.

Technologies

• Microsoft Office

Nature and Scope

Ensures work aligns with regional expectations, goals, and vision. Responsible for implementing policies, processes, and procedures to achieve short-term results. Decision making and problem solving are guided by established policies, procedures, and the business plan, with guidance from the Senior Manager or Director.

Reports To

Regional Sales Manager and Director of Equipment

Physical Requirements / Work Environment

• Ability to perform essential job responsibilities with or without reasonable accommodation.
• Some travel is required.
• Must have access to a vehicle suitable for customer visits and professional representation of the company.