What are the responsibilities and job description for the Territory Sales Manager position at Diversitech?
Job Description
Job Details
Job Title :
Territory Sales Manager
Job Code : OFFTMGR
Department : Sales
Location : Duluth, GA / Remote
Reports To :
Regional Sales Manager
FLSA Classification :
Exempt
EEOC Classification :
Sales Workers
Salary Grade :
Supervisory Responsibilities :
Yes No
Job Summary
The primary responsibility of the Territory Sales Manager is to expand market share within the trade channel by selling through wholesale distributors, training wholesale personnel and contractors, and executing sales and marketing directives for the full line of HVACR products in assigned territory within region. This position involves direct participation in the sales process, the sales plan development, and achieving territory revenue and margin goals. The Territory Sales Manager will also influence product mix and expanding product lines by suggesting product needs and identifying marketing opportunities to DiversiTech Product Line Managers. This position is accountable for overseeing the sales process, management, value validation, and revenue outcomes for each assigned strategic account. This role involves utilizing the DiversiTech Account Management Sales process, incorporating the Keep, Convert, Grow (KCG) opportunity management pipeline. Additionally, the Territory Sales Manager is responsible for establishing and nurturing new customer relationships, as well as strengthening existing customer relationships, which are crucial steps in expanding the business.
Essential Duties
- Increases sales of products through the wholesale distribution channel, visits corporate and branch locations of wholesale distributors within the territory in partnership with Demand Generation and Marketing teams.
- Assists in the annual Account Discovery planning for customer Value Confirmation with assigned National, Strategic, and Top Core accounts.
- Implements Pipeline Opportunity management for assigned accounts in conjunction with the Regional Sales Manager, Sales Operations, and the Demand Generation team.
- Performs weekly, monthly, quarterly, and annual cadences as required within the DiversiTech Sales process.
- Meets or exceeds established sales budget.
- Evaluates, identifies, and recommends products with the DiversiTech 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 Regional Sales Manager to develop and implement territory sales and marketing plans.
- Contributes to the development of the organization's strategic direction to increase sales of products within territory.
- Performs other duties as assigned.
Qualifications, Skills, Abilities and Educational Requirements
Required
Preferred
Key Competencies
Inter-Relationships
Consistent interaction with all levels of corporate and field employees and management, Sales Administration, Engineering, Manufacturing, Demand Generation, and Marketing teams. Regularly interfaces with customers. Attends sales conferences and attend trade shows as needed.
Working Conditions and Physical Demands
Work Environment
This position works from a remote location (home office). Requires regular use of office equipment including computers, phones, and printers. Occasional overtime may be required.
Physical Demands
Demand : Frequency
Hear
Frequent
Frequent
Repetitive Motions
Frequent
Talk
Frequent
Frequent
Type
Frequent
Drive
Frequent
Stand
Occasional
Walk
Occasional
Bend
Occasional
Stoop
Occasional
Reach
Occasional
Physical Work
Percentage
Light - 0 - 10 lbs
0 - 25%
Travel Required
Yes, 75 - 100%
