Territory Sales Manager

The Territory Sales Manager role supports JH Larson Electrical Company’s growth across South Dakota by managing outside sales, strengthening key accounts, and advancing government and public-sector initiatives, including energy rebate programs. This position is based in Sioux Falls, SD and is focused on expanding sales, profitability, and market share within the assigned territory.

Territory & Outside Sales Coverage

• Build, manage, and grow relationships with federal, state, county, municipal, educational, and other public-sector customers.
• Serve as the primary contact for government account opportunities, including identifying public project opportunities and monitoring procurement portals and funding initiatives.
• Represent the company in associations, regulatory forums, public-sector events, and trade shows.
• Personally manage 3–5 strategic key accounts within the territory.

Key Accounts, Account Planning, and Customer Retention

• Create and maintain account plans and provide regular customer contact.
• Identify growth opportunities, resolve customer issues, and manage expectations to deliver value-added service.
• Support retention and growth by reinforcing consistent engagement and follow-through.

Rebates, Incentives, and Cross-Category Growth

• 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, and support documentation needs.
• Work to convert rebate opportunities into sales growth.

Strategic Development, Reporting, and Pipeline Management

• 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 and improve revenue and profitability.
• Lead cadenced sales meetings and support outside sales development.
• Ensure CRM adoption, document sales activity, and maintain accurate records for customers, opportunities, rebates, and contracts.

Procurement Opportunities and Contract Visibility

• Identify, qualify, and help coordinate RFQs, RFPs, ITBs, contract renewals, cooperative purchasing opportunities, and awarded projects.
• Maintain visibility into active contracts, expiration dates, and upcoming public-sector opportunities.

Vendor and Channel Collaboration

• Strengthen vendor partnerships and coordinate vendor training.
• Influence distribution channel sales and collaborate with contractors, builders, engineers, facility managers, purchasing agents, and decision-makers to increase product adoption and project opportunities.

Required Qualifications

• 5+ years of sales experience.
• 5–10 years of sales experience preferred, ideally in electrical, plumbing, HVAC, construction, wholesale distribution, or building products.
• Experience managing key accounts and complex customers (contractors, builders, public entities, or institutional accounts) preferred.
• Government procurement and public-sector sales experience, including cooperative purchasing, RFQs, RFPs, bids, or contract programs preferred.
• Energy-efficiency programs, utility rebates, vendor rebate programs, or incentive-based selling preferred.
• Prior experience leading or coaching sales professionals preferred.
• Ability to develop new business, manage 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, with a clean driving record.

Technology Tools

• Microsoft Excel
• Microsoft PowerPoint
• Microsoft Word
• CRM tools
• Order management systems
• HRIS
• Eclipse

Compensation

$100,000 - $120,000 per year + Commission.

Benefits

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

Travel

Frequent travel of up to 50%.