Territory Sales Manager

Responsibilities

• Develop and execute a territory sales plan to achieve or exceed revenue targets.
• Manage, coach, and support third-party manufacturer representative agencies within the territory:
  Set clear performance expectations, sales goals, and KPIs.
• Conduct regular business reviews and joint sales calls.
• Provide training, tools, and ongoing performance feedback.
• Evaluate rep performance and recommend changes as needed.
• Identify, qualify, and pursue new business opportunities across residential, commercial, and industrial markets.
• Build and maintain strong relationships with distributors, mechanical contractors, engineers, and specifiers—both directly and in coordination with rep agencies.
• Ensure alignment between company strategy and rep agency execution, including pricing, product focus, and market initiatives.
• Provide product training, technical support, and presentations to customers, rep firms, and partners.
• Work closely with internal teams (marketing, product management, and customer support) to align strategies and ensure customer satisfaction.
• Track sales activities, forecasts, and pipeline using CRM tools; ensure rep agencies maintain accurate and timely reporting.
• Monitor market trends, competitor activity, and industry developments to inform sales strategies.
• Represent the company at trade shows, industry events, and customer meetings, often in collaboration with rep partners.
• Manage pricing, negotiations, and contract agreements within company guidelines.
• Travel regularly throughout the assigned territory (approximately 50–70%).

• High school diploma or GED
• 3+ years of sales experience in the HVAC, hydronic heating, or mechanical systems industry
• Ability to travel up to 60%
• Valid driver’s license
• Bachelor’s degree in Business, Engineering, or a related field (or equivalent experience) (preferred)
• Demonstrated experience working with and managing independent manufacturer representative agencies (preferred)
• Strong understanding of hydronic heating systems, boilers, pumps, and controls (preferred)
• Proven track record of meeting or exceeding sales targets in a multi-state territory (preferred)
• Excellent communication, presentation, coaching, and negotiation skills (preferred)
• Ability to influence without direct authority and drive accountability across external partners (preferred)
• Ability to work independently and manage a large geographic territory (preferred)
• Proficiency with CRM software and Microsoft Office Suite (preferred)
• Experience working with wholesale distribution channels and two-step sales models (preferred)
• Existing network within the HVAC or plumbing industry in the Western U.S. (preferred)
• Technical aptitude or engineering background related to heating systems (preferred)