Regional Sales Manager HVAC

Responsible for coordinating the development and implementation of HVAC sales growth strategies and sales coverage for the assigned region HVAC Outside Sales Team.

ESSENTIAL DUTIES AND RESPONSIBILITIES (Other duties may be assigned)

• Works with VP of Sales and Product Managers to develop, implement, and manage strategic HVAC target accounts to meet the overall goals for the assigned region.  Provides input on vendor negotiations and reviews as needed by each branch, aids with customer rebate programs, and evaluates new product lines as required in the portfolio.  

• Establishes HVAC sales initiatives to meet and exceed annual sales and profit budgets while working with the Branch Manager to develop action plans designed to meet and/or exceed sales and profit goals. Monitors HVAC sales performance scorecard and provides input.

• Reviews all areas of HVAC regional sales performance and makes suggestions to improve procedures and understanding with Branch Manager.
• Assists in training HVAC sales personnel; emphasizes continued professional development through training and sales programs and tools.
• Promotes and assists with customer portal, marketing customer databases, Phocas, and ERP system.  Train Account Managers to use it as a vehicle to generate more revenue.
• Meets regularly with sales personnel to review company, customer, market, and competitive information; ensures appropriate information is communicated to the Branch Manager, sales teams, and marketing staff.
• Promotes alignment throughout all Handy Distribution departments to ensure that the entire HVAC product portfolio is well-stocked and represented in each market.
• Consistently works directly with the fabrication team to ensure opportunities are being pursued.
• Works with the equipment product team on Customer Programs to develop and maintain regional HVAC customer programs. works with the HVAC Technical Team to grow HVAC equipment sales, establishes schedule for timely and appropriate visits with accounts; works with the Branch Manager, to ensure timely responses to customer complaints.
• Provides regular updates to the Branch Manager & VP on the performance of regional sales performance and initiatives.
• Communicates and ensures compliance with Company policies and procedures; recommends changes and/or additions.
• Work on customer events with the marketing team as needed.
• Support other branches as needed and directed by VP.  
• Promotes organizations in the HVAC industry, manufacturing, or trade associations, attending meetings, shows, and conventions, as requested.
• Some overnight travel is required.

SUPERVISORY RESPONSIBILITIES

Directly supervises assigned region HVAC outside sales team. Will carry out supervisory responsibilities in accordance with the organization’s policies and applicable laws. Responsibilities include interviewing, hiring and training employee; planning, assigning and directing work; appraising performance; rewarding and disciplining employees, addressing complaints and resolving problems.

EDUCATION/EXPERIENCE

• College degree preferred and 5 years of distribution sales management experience with successful track record; or equivalent combination of education and experience.
• Expert in HVAC product lines, well versed in selling agreements, customer service inside sales tactics, and value propositions.
• Strong sales presentation; effective rapport-building and relationship skills; ability to take initiative; and manage sales team effectively in a multi-branch environment.
• Experience selling/managing commercial HVAC products and programs and developing individual sales plans.
• Start the Leadership training program to develop strong leadership and communication skills; ability to maintain effective working relationships. (HR will provide all the tools and links for this program)
• Demonstrated ability to utilize computer-based sales and inventory management analysis programs; ability to maximize profit opportunities in a sales environment and comfortable with a team-focused approach.

CERTIFICATION, LICENSES, REGISTRATIONS

None.

SKILLS/ABILITIES

• Entrepreneurial business management orientation, sales planning, strong team-building skills.
• Proven effectiveness in managing teams.
• Strong probing, communication, investigatory, analytical, problem solving and decision-making skills to effectively uncover and resolve complex issues.
• Job experience involving extensive customer contact, including building & maintaining customer relationships.
• A proven track record of developing and coaching high performance talent in a high accountability environment.
• Solid proficiency in the use of Windows software, including Excel, Outlook, and Word.
• Ability to work long hours, including evenings and weekends, as needed.
• Ability to multitask, prioritize, meet set deadlines, and have strong follow up.
• Ability to speak, read and write at the level necessary to successfully perform assigned responsibilities.
• Effective written and verbal communication across multiple forms of communication tools.
• Negotiation skills.
• Time management and organization skills.
• Detail oriented and analytical.
• Self-motivated.

PHYSICAL DEMANDS

Work involves standing and walking for brief periods of time, but most duties are performed from a seated position. There is potential for eye strain from reading detailed materials and looking at a computer screen. Work normally requires finger dexterity and eye-hand coordination to operate computer keyboards at a moderate skill level.  The employee frequently is required to talk or hear. 

WORK ENVIRONMENT

The noise level in the work environment is usually quiet.