Territory Sales Manager

Position Summary: 

The primary responsibility of this position is to maintain and grow revenue and gross margin in the assigned territory consistent with agreed upon objectives while developing new customers and improving relationships with existing customers. 

Essential Job Duties and Responsibilities:

• Achieve overall sales and gross margin goals in your assigned territory by growing existing accounts and establishing new ones. Primary focus are the HVAC/R residential/commercial contractor and industrial/institutional MRO markets.
• Build positive relationships with customers by providing professional representation and assistance in all areas to improve customer’s profit. Identify and understand customer’s product or service needs and suggest products and services to meet those needs.  Creates and presents material to encourage the customer’s decision-making process
• Enhance Berkheimer relationships and image with vendors and current and prospective customers. Attend and participate in all scheduled events, including sales meetings, training classes and other business-related gatherings.
• Develop a territory plan and update it to reflect changes in the marketplace. Develop an account plan for key initiatives for top accounts including account potential, short and long term objectives and specific actions planned to achieve them.
• Utilize GWB promotions as a sales development tool and complete focused marketing campaigns with existing and new accounts.
• Actively and consistently call on assigned accounts according to established policies and procedures.
• Maintain current prospect profiles and business forecast as requested by management. Collect customer and market data.  Maintain detailed reports of sales activities including calls, orders, sales, lost business and any customer or vendor relationship issues. 
• Sign up appropriate accounts on Sales Agreements
• Assist in the collection of Accounts Receivable
• Build and maintain a network of sources from which to identify new sales leads. Participate in appropriate local, regional and national organizations and associations related to the industry.
• Contributes to branch and team effort by accomplishing related tasks and sales and promotional efforts at the branch level.