Territory Sales

Territory Sales Manager

SUMMARY

This position is an opportunity for a full-time Territory Sales Manager. Candidate must have knowledge of HVAC/R systems and design. This position will require travelling to job sites, in office work and collaboration, and creating proposals for the customers.

Why Northstar?

Northstar Refrigeration is a growing company with approximately 85 employees. We are a team that has an ideal mix of youth and experience that is looking to add a high performer who is looking for an opportunity to make a name in the refrigeration world. Our design engineer will accompany our leadership team to events and will be a part of exciting projects using the latest technology in the trade. Northstar is a true design build outfit that is a partner with our customers. This position is an opportunity to be a foundational piece of a growing team that values people. Our core values and mission statement above say it all.

What you will do:

• Meet sales goals through the development of existing customers and prospecting new business

• Compile lists of prospective customers for use as sales leads, industry sources, business directories, vertical market information, or any other lead generation source.

• Travel throughout assigned territory to call on regular and prospective customers to solicit orders, build customer relationships, and follow up on customer concerns.

• Prepare cost estimates and price quotations on new work and coordinates the preparation of cost estimates on project continuations. Verifies and quotes prices, credit terms, and prepares sales contracts for orders obtained.

• Prepare sales forecast, sales activity and business plans.

• Identify and implement tools and resources to assist in sales efforts (e.g. energy rebates, estimated payoffs, ROI).

Job Responsibilities:

• Create and maintain Sales Territory and Account plans where necessary

• Utilize CRM to manage customer interactions, activities, and opportunity pipeline

• Experienced seller in attracting new customers as well as building share value with existing customers

• Ability to seek out and access new service agreement opportunities both with existing customers and new prospect customers

• Ability to seek out or respond to repair opportunities

• Establishing and building credibility with knowledge of products/solutions

• Strong ability to develop and sustain customer relationships

• Effective presentation and communication skills

• Prioritize on best opportunities

• Responding to the customer requirements in a timely manner

• Ability to consistently achieve sales metrics and Annual Targets

• To effectively negotiate service agreement renewals when required

• Takes a consultative and strategic approach to pursue new business and grow existing account relationships

• Effectively target and identify opportunities. Facilitate discovery. Qualify opportunities early in the buying and selling process.

• Leads customer conversations with business level insights to establish value and create demand. Actively listen to identify concerns.

• Acts as a facilitator to help the customer buy, including developing project business case, financial proforma, and validating business outcomes. Gather and validate preliminary information, perform facility walkthroughs, construction plan review or other requirements.

• Sell, renew, and expand service agreements to both new and existing customers.

• Build relationships with existing customers while expanding growth year-over-year.

• Teach and coach customers to utilize all program features available to grow their business; the more they sell, the more we sell.

• Create custom marketing strategies to help your customers grow.

• As needed, you will receive support from our market leaders and a marketing manager.

• Set weekly, monthly, quarterly and annual sales goals for overall sales, sales calls, product mix/segmentation, new dealer registrations, training, as well as many other sales metrics.

Qualifications

• 5 years’ Experience in HVAC/R
• Software/Computer Skills
• Excellent customer service and sales skills
• Have a clean, neat and professional appearance; a top performer who can instill pride of workmanship in him/herself and in others.
• Valid driver’s license with a clean driving record and background
• Experience with editing PDF’s, CAD, and Bluebeam is a plus

Benefits

• Competitive Wages
• Vehicle Reimbursement Options
• Company Laptop/Cell Phone
• 401(k) plan and Company Match
• Vacation/Paid Holidays
• Paid Sick Time/Leave

Job Type: Full-time

Pay: $100,000.00 - $175,000.00 per year

Benefits:

• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Compensation Package:

• Commission pay

Schedule:

• Monday to Friday

Work Location: Hybrid remote in Plymouth, MA 02360

Salary : $100,000 - $175,000