Area Sales Manager, Southeast Region

Position Purpose

The Area Sales Manager is a pivotal growth driver within the Heritage Family of Companies, responsible for leading a defined geographic territory to achieve aggressive revenue targets and expand market share. The role blends strategic sales leadership, deep product knowledge, and relationship‑driven customer engagement across the pool, spa, and landscape distribution sectors. It includes coaching branch‑level sales staff, cultivating high‑value customer and contractor relationships, and partnering cross‑functionally with operations and marketing to deliver profitable growth and uphold the company’s commitment to service excellence and its "Make Money and Have Fun!"

culture.

• Drive territory revenue growth by developing and executing a disciplined sales strategy and managing a defined book of business spanning contractors, dealers, and commercial accounts to consistently meet or exceed quota.
• Prospect, qualify, and close new business opportunities within the assigned territory, expanding the customer base through targeted outreach, job site visits, trade events, and referral networks.
• Build and maintain long‑term, trust‑based relationships with key accounts, including pool builders, landscape contractors, and retail dealers, acting as a consultative partner to understand their business needs and position Heritage solutions accordingly.
• Conduct regular account reviews, identify upsell and cross‑sell opportunities across the full product portfolio, and develop tailored proposals that drive incremental revenue and customer loyalty.
• Collaborate closely with Branch Managers and Regional Leadership to ensure seamless order fulfillment, inventory availability, and customer satisfaction, bridging the gap between sales commitments and operational execution.
• Monitor competitor activity, pricing trends, and market dynamics within the territory; provide actionable intelligence to leadership to inform product assortment, pricing strategy, and promotional planning.
• Leverage CRM tools and sales data to maintain accurate pipeline records, forecast revenue, track performance against KPIs, and prioritize activity to maximize territory ROI.
• Represent Heritage at industry trade shows, vendor training events, and customer appreciation initiatives, strengthening brand visibility and deepening supplier and customer partnerships.
• Support the onboarding and ongoing development of branch sales staff by sharing best practices, conducting ride‑alongs, and delivering product and selling skills training in collaboration with branch leadership.
• Partner with marketing on territory‑specific campaigns, promotions, and seasonal initiatives, ensuring timely and effective execution at the local level to drive traffic and demand.

Direct Manager: VP of Sales (dotted‑line relationship to Regional Vice Presidents). Direct Reports may include Territory Managers depending on territory size and organizational structure; indirect influence over branch‑level inside sales staff is expected.

Substantial travel throughout the assigned geographic territory (60‑75% of working time), including regular visits to customer job sites, branch locations, vendor facilities, and industry events. Occasional overnight travel for regional sales meetings, national trade shows, or multi‑day customer engagements may be required.

Field‑based role requiring frequent operation of a motor vehicle, navigation of uneven terrain, use of laptops, tablets, and sales technology tools. Ability to lift product samples or marketing materials up to 30 pounds. The role requires strong time management, self‑direction, and the ability to thrive in ambiguous or competitive market conditions.

• Proven sales experience in distribution, wholesale, or a related field, preferably within pool/spa, landscape, irrigation, or building materials industries.
• Demonstrated history of meeting or exceeding sales quotas in a territory or account management role, with evidence of new business development and account retention.
• Working knowledge of pool, spa, aquatics,…