Territory Sales Manager

Commercial HVAC

Location: Florida — Jacksonville, Orlando, Tampa, or South Florida

Status: Full-Time, Exempt|Outside Sales (Hybrid / Field-Based)

Compensation: Base + Commission|Car Allowance|Full Benefits

Our client is a commercial HVAC distributor with a strong technical-sales approach, operating both as a traditional distributor and an applied manufacturer rep firm. Their team partners with contractors, engineers, and building owners on product selection, applications, project support, and full life-cycle service. As part of a major expansion of their commercial HVAC presence across Florida, they are building around four key markets and seeking a Territory Sales Manager to establish and grow their presence in one of them.

The Territory Sales Manager – Commercial HVAC is responsible for growing the commercial HVAC business within an assigned Florida territory. Reporting to the Director of Sales, this role owns day-to-day territory execution, customer development, pipeline management, and profitable sales growth in alignment with company sales strategy and pricing discipline.

This is a true outside sales role with a strong focus on new business development, building contractor relationships, account growth, and market expansion — but it is not a hand-off role. The Territory Sales Manager finds new contractor relationships, develops those accounts, and continues to own and grow them over time. It is best suited to an experienced HVAC distribution sales professional who understands the contractor customer and can convert relationships and opportunities into profitable, sustainable growth.

• Manage the assigned territory in accordance with the direction, priorities, and sales strategy set by the Director of Sales.
• Develop and execute a territory sales plan, including account priorities, prospecting activity, market coverage, and growth objectives.
• Prospect for, establish, and develop relationships with mechanical contractors and commercial HVAC customers, from initial engagement through long-term account growth.
• Identify and pursue commercial projects, replacement opportunities, competitive conversions, and other profitable sales opportunities.
• Own customer relationships from initial prospecting through account development and long-term growth.
• Conduct regular face-to-face customer visits and maintain effective territory coverage.
• Understand customer applications, business needs, and challenges, and coordinate appropriate products, services, and technical resources.
• Partner with inside sales, technical resources, product specialists, manufacturers, and operations to support customers and close business.
• Develop and maintain a qualified sales pipeline, provide accurate visibility into opportunities and expected results, and communicate territory activity to sales leadership.
• Ensure timely follow-up on quotes, projects, customer commitments, and open opportunities.
• Maintain accurate, current customer, account, and opportunity information in the company CRM.
• Monitor competitive activity, market conditions, and customer trends, and communicate relevant intelligence to sales leadership.
• Participate in customer meetings, industry events, and training, while maintaining accountability for profitable sales and gross-profit growth.

• Proven outside sales experience within HVAC distribution, commercial HVAC, or a closely related technical sales environment.
• Strong working knowledge of commercial HVAC equipment, applications, and related products.
• Demonstrated success managing and developing an assigned sales territory, including both new customer acquisition and account growth.
• Experience selling to mechanical…