75F Territory Channel Sales Manager Salary in the United States

Summary:
The Territory Sales Manager has direct sales responsibility for developing and supporting sales of building automation and control systems in the assigned territory of our HVAC equipment Rep group. The Territory Sales Manager will have mastered the concepts of mechanical systems found in commercial buildings including heating, cooling, ventilation and lighting systems. The TSM will be able to work in a “team sales” approach where they work closely with the Rep sales team and an assigned engineer to ensure accurate proposals and an “exceed the customer expectations” outcome. Partnering with our equipment manufacturing partners (HVAC OEM manufacturers) and their regional management team will be critical for success. This position will be based in the Minnesota market

What We Value

Teamwork | Innovation | Extreme Ownership | Tenacity

Essential Duties, Responsibilities and Deliverables:
Core duties and responsibilities include the following. Other duties may be assigned.

• Develop and deliver plans to achieve sales budgets.
• Achieve minimum gross margin requirements.
• Support Channel Rep group sales teams with sales training, sales support, customer visits, proposals and identifying Best Sales Practices to share with the entire sales team.
• Coordinate/support customer installations as required in assigned territories
• Work with Marketing to identify co-marketing strategies and tactics with the Rep groups.
• Coordinate with all 75F sales associates on targets to avoid duplication and confusion.
• Sell all products and services as they become available.
• Aid in market intelligence gathering including contributing to competitive positioning.
• Utilize HubSpot – which is the 75F CRM.
• Participate in all sales tool development including collateral materials.
• Utilize web-based sales tools proficiently.
• Aid in the collection of accounts receivables.
• Prepare weekly activity reports.

Competencies

• Understand building systems such as heating, cooling, ventilation and lighting, required.
• Proficient in Solution Selling sales process.
• Driven to succeed. Understand that ‘no’ often means ‘not yet’ or ‘maybe’.
• Complete confidence in their ability to solve customer needs.
• Handle complex, technical opportunities.
• Know when to ask for help.
• Financial aptitude. Understand that payback and ROI are often key decision criteria.
• Able to manage conflict.
• Communication proficiency.
• Technical competency in commercial building systems such as applied HVAC and lighting controls.

Supervisory Responsibility:
This position currently does not require supervisory responsibilities.

Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience:
Bachelor’s degree or equivalent work experience in engineering or commercial building construction. Two - Five years of technical sales experience in the HVAC field preferred.

Other Skills, Abilities, and Qualifications:

• Bachelor’s degree required. Mechanical Engineering preferred
• 2-5 Years Technical Sales in HVAC / energy services field experience required
• Demonstrated sales success vs. budget or other goals/standards set is required.
• Experience in HVAC, building controls is required.
• Comfort with multi-million-dollar budgets.
• Experience in a startup is preferred.
• Experience in ‘team sales’, working with functional expertise to close deals. Example – partner with Channel Rep sales teams and assigned engineer based on customer need.
• Experience working in a Traction environment is a plus.

Travel
This position requires 25% travel, including out of state.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to:

• Remain in a stationary position 75%
• Operate a computer and other office productivity equipment 75%
• Move about inside the office and warehouse 75%
• Communicate with executive team, other departments, customers – including vice president level decision-makers, and vendors. Must be able to exchange accurate information in these situations 100%
• Ascend/descend a ladder to access rooftop equipment 30%
• Occasionally move product/parts weighing up to 100 pounds 10%

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.