Primary Function

The Territory Sales Manager will be responsible for developing, implementing, managing, and maintaining the business plan and sales strategies for our premium line of high efficiency water heating products within their assigned area. This role involves managing the activities of the Representative Agencies within the territory, and direct contact with various plumbing industry related customers, shows, and events. The candidate will collaborate with the National Sales Manager and Regional Sales Managers to create and execute strategies to drive specification, adoption, and sales of high efficiency water heating products, with a primary focus on Heat Pump, Condensing Tank, and Tankless technologies. The customer base will encompass Large and Small Plumbing and HVAC Contractors, Private Equity Contractors, Contractor Groups and Associations, National to Custom Home Builders, local and national Distribution companies, and others. The position requires managing existing and established territories and accounts, while driving growth and market share acquisition.

This is a fully remote position, but to effectively serve our client base, candidates are preferred to reside within the assigned territory.

Responsibilities

Travel 80% to support and maintain assigned territory.
- States Include: AL, FL, GA, NC, SC.
Develop and execute a comprehensive sales plan in collaboration with National and Regional Management Team, outlining key objectives, target markets, and tactics to implement and monitor sales strategies to ensure alignment, effectiveness, and efficiency within Territory, Region, and Super Region.
Coordinate with National and Regional Manager while working in tandem with Representative Agencies Sales Teams to execute tactical plans daily, calling upon groups with focus upon Residential New Construction and Repair and Remodel Contractors.
Develop, Implement, Measure, and Report High Efficiency Product Specification, Installation, Repair, and Sales Training Programs to drive adoption of Heat Pump, Condensing Tank, and Tankless water heating technologies.
Develop, implement, and monitor sales targets to lead Representative Agency members to achieve goals through tactical plan implementation.
Identify and pursue new business opportunities within the territory to expand market sales and share through relationships, tools, and technologies including Dodge or other information service platforms.
Cultivate and maintain strong relationships with existing customers, distribution branch teams and contractors to maximize sales opportunities and customer loyalty.
Measure training and results by customer to ensure adoption, specification, knowledge base, and product market share position.
Monitor, analyze, and share performance metrics to develop plan improvements.
Research and identify new potential customers and market opportunities.
Provide timely and effective solutions aligned with customer needs.
Collaborate with Marketing and Product Development to ensure brand consistency and customer requirements.
Remain updated on new product launches, competitors, and industry trends, ensuring the Sales team remains informed.
Prepare quarterly and annual sales reviews and forecasts.

Qualifications

Bachelor's degree in business, marketing, or a related field.
5 years Sales Experience
Proven record of exceeding sales targets and developing long-term relationships.
Proven experience with plumbing contractors, construction trade, homebuilders, manufacturers' representatives, and wholesale distribution preferred.
History of results and a problem-solving orientation.
Strong analytical skills.
Excellent written and verbal communication skills.
Ability to present well and successfully manage the negotiation process.
Proven and demonstrated leadership ability.
A self-starter with strong independent work skills, prioritizing activities, and understanding opportunity costs.
Ability to thrive and work in a fast-paced team environment.
Sound technical understanding of plumbing and/or mechanical products.
Proficiency with Microsoft Office, Salesforce, and other sales tools.

Years of Experience

Minimum of 5 years related work experience

We Offer

Competitive compensation package and comprehensive benefits plans which include medical and dental insurance, company-sponsored life insurance, retirement security savings plan, short- and long-term disability programs and tuition assistance.
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A. O. Smith Corporation

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Territory Sales Manager - Southeast Region (Remote)