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. This role demands a dynamic blend of strategic sales leadership, deep product knowledge, and relationship-driven customer engagement across the pool, spa, and landscape distribution sectors. By coaching branch-level sales staff, cultivating high-value customer and contractor relationships, and partnering cross-functionally with operations and marketing, the Area Sales Manager will serve as the frontline champion of Heritage's value proposition delivering profitable growth while embodying 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, 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 Heritage's 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 Heritage's 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, with a dotted-line relationship to Regional Vice Presidents within the assigned territory.

• Direct Reports:
  The Area Sales Manager may directly supervise Territory Managers within the geography, depending on territory size and organizational structure. Indirect influence over branch-level inside sales staff is expected.

The Area Sales Manager role requires substantial travel throughout the assigned geographic territory, estimated at 60 - 75% of working time, including regular visits to customer job sites, branch locations, vendor facilities, and industry events. Occasional overnight travel may be required for regional sales meetings, national trade shows, or multi-day customer engagements.

The Area Sales Manager position requires physical capabilities consistent with a field sales role operating across both office and outdoor environments. The role involves frequent operation of a motor vehicle to travel between customer locations, branch sites, and job sites. The ability to communicate clearly (both verbally and in written form) is essential for customer presentations, negotiations, and internal reporting. Regular use of laptops, tablets, smartphones, and sales technology tools is expected.

Occasional lifting of product samples or marketing materials weighing up to 30 pounds may be required. The candidate may be required to access active construction sites or outdoor landscape projects, requiring the ability to navigate uneven terrain safely.

The Area Sales Manager operates in a highly autonomous, field-based environment that rewards self-direction, initiative, and a results-oriented mindset. The role is primarily conducted in the field; customer offices, job sites, branch locations, and trade venues, with periodic time spent working from a home office or Heritage branch for administrative responsibilities and team collaboration. The pace is fast-moving and opportunity-driven, requiring strong time management, the ability to manage multiple accounts…