Territory Sales Manager

Overview

Thermal Supply is a Daikin Comfort Technology company in the Pacific Northwest. We have 23 locations in the PNW- WA, OR, MT, ID, & AK. Thermal is a wholesaler of heating, air conditioning equipment parts, refrigeration and supplies. Performs a broad range of responsibilities for sales, customer development, and sales support responsibilities. We are currently hiring for a Territory Sales Manager in our Bend, OR Branch. 

Responsibilities

Customer Service

• Provides excellent customer service by treating all customers fairly and honestly.
• Follows up on all commitments to customers in a timely manner.
• Delivers the following customer service standards:
• Makes regularly scheduled sales calls to all assigned customers.
• Maintains an updated call schedule and follows it.
• Keeps customers informed of product features and benefits, bulletins, etc.
• Communicates and supports all marketing programs and training classes.
• Resolves all customer issues with sales orders, quotes, returned products, product warranty, credit, etc. by the end of the following business day.
• Product responsibilities:
• Daikin Ductless, Goodman, Daikin IAQ

Sales

• Develops and maintains a sales plan for each account.
• Recommends products to meet customer needs.
• Responds to all selling opportunities.
• Informs customers of new products Thermal Supply is sells.
• Informs customers of sales specials, promotions, service bulletins.
• Achieves established sales goals.
• Assists in new product identification and introduction including recommendations on inventory stocking and training.
• Gathers “field intelligence” on HVAC business “start ups” and other sales potential and identify additions to customer base and provide this information to applicable Branch and Equipment Manager.
• Develop and grow new and existing accounts.
• Produces great results on all Thermal Supply sales and marketing programs.
• Actively participates in monthly sales performance reviews with Equipment Manager.
• Identify dealers with second lines and aggressively regain business

Customer Development

• Informs customers of scheduled training classes and dealer meetings and gets a high percentage of customers to attend.
• Attends training sessions with dealers.
• Partners with vendor representatives to build total Thermal Supply commitment and identify ways to increase total sales.
• Works with dealers to increase sales to the final consumer.
• Expands market share in both the residential and commercial business lines through increased sales to customers.
• Delivers and reviews monthly Sales Performance Summary Report with business owner/general manager/sales manager.
• Attends Factory Training and dealer recruitment trips when required.
• Develops Business Plan that includes tactics and training that meets dealer growth needs

Sales Support

• Supports Region Credit Manager in dealing with customer credit and collections issues.
• Attends company product training sessions and continually seeks product knowledge improvement.
• Sells Thermal Supply as being a wholesaler providing value added services and a complete product offering to customers.
• Performs all functions necessary to implement marketing and sales programs and meets all deadlines.
• Works to reach branch sales goals as part of the Branch team.
• Works with Thermal’s Sales team to gain 100% of the customers’ business

Qualifications

• High school diploma or GED required
• A 2 or 4 year college degree preferred
• Excellent knowledge of the products Thermal Supply sells
• Comprehends Thermal’s Inside Sales, Warehouse and Delivery Functions
• Proactive, self-motivated and willingly seeks opportunities to benefit Thermal Supply
• Thinks creatively and identifies sales opportunities
• Positive approach toward challenging situations
• Strong decision making abilities - understands impact and implications of decisions
• Strong negotiation skills
• Strong written and verbal communication skills
• Strong presentation skills
• Strong people management and time management skills
• Able to operate computer terminal, personal computer and office machines
• Able to communicate with the customer in person and on the phone
• Able to work sitting or standing and move freely throughout the facility(s) and customer’s shop
• Able to travel to multiple facilities as required and overnight(s) if necessary