The primary responsibility of the Regional Sales Manager is to expand market share within the trade channel by selling through distributors, overseeing manufacturer’s representative activities, and executing sales and marketing directives for the full line of HVACR products in assigned territory. This position involves direct participation in the sales process, overseeing the sales plan, managing the manufacturer’s representative network, and achieving revenue targets. The Regional Sales Manager will also drive expansion by recommending product mix and expanding the product line through defining product requirements and identifying market opportunities for development. Additionally, the Regional Sales Manager must foster new customer relationships to grow the business.

Essential Duties

• Increases sales of products through various distribution channels by visiting distributor corporate and branch locations.

• Manages and directs manufacturer’s representative activities to expand the target market channel.

• Meets or exceeds established sales budget.

• Evaluates, identifies, and recommends products with the engineering and sourcing departments to add high value products that expand the product portfolio.

• Collaborates with the Pricing Manager on pricing strategies for product line.

• Collaborates with the Marketing team to implement regional and national customer marketing plans.

• Contributes to the development of the organization’s strategic direction to increase sales of products through the wholesale distribution channel.

• Understands the business requirements of distributor and contract partners.

• Demonstrates our distinct value proposition and how our products can enhance business growth.

• Designs and delivers tailored sales presentations aligned with customers’ business goals.

• Handles designated accounts while actively seeking new customer prospects.

• Expands opportunities for current customers.

• Suggests improvements in products, services, and policies based on market analysis.

• Stays updated on professional and technical knowledge through workshops, publications, networks, and involvement in professional societies like HARDI and ACCA.

• Performs other duties as assigned.

Required

• Bachelor’s degree in Business Administration or related field

• 5 – 7 years of experience in sales in a manufacturing or distribution environment

• Intermediate experience utilizing Microsoft Office Suite, especially Word, Excel, and PowerPoint

• Knowledge of HVACR products, two step distribution selling models and commercial customers in the US HVACR market

• Demonstrates strong analytical, organizational, and problem-solving abilities for establishing and overseeing independent manufacturer’s representatives

• Experience working in a fast paced and high-volume work environment.

• Proactive “self-starter” with a strong attention to detail.

• Excellent communication skills, both verbal and written, with the ability to interact with all employee levels including executive management, as well as customers.

• Exhibits professional sales and persuasive communication skills evident in both one-on-one and group presentations

• Capable of reaching decision makers and gaining commitment

• Possesses adept listening and probing skills to understand customers’ needs

• Valid Driver’s License

Posted On: Thursday, September 26, 2024