What are the responsibilities and job description for the Territory Manager position at Temperature Systems Inc.?
Temperature Systems Inc., a 2024 Top Workplace Winner, is an employee-owned HVAC wholesaler with service areas covering northern Illinois, eastern Iowa, and the U.P. of Michigan with distribution centers based in Madison and Green Bay.
SCOPE OF POSITION: Territory Managers are responsible for meeting or exceeding established sales and profitability objects as outlined in the TSI sales contract. In general, this objective is accomplished through a combination of activities including calling on established dealer customers and establishing new accounts in underperforming areas to ensure all targeted market segments are effectively covered.
TSI's Territory Managers assume full responsibility for HVAC Contractor sales including, but not limited to equipment brands and support products. Your role will change with the needs of the customers and when necessary, you will need to attend training classes to acquire the skills necessary to meet the customer’s needs and expectations. The ultimate goal with each account assigned to the TM will be to establish a consultative relationship target towards mutual growth and profitability.
ESSENTIAL FUNCTIONS:
- Assisting assigned accounts with business planning, credits and collections, participation in manufacturer programs.
- Demonstrates an understanding of basic HVAC accounting principles and proficiency in company provided tools such as financial management software programs.
- Effectively demonstrates the ability to analyze individual markets is assigned territories to identify sales opportunities and market penetration.
- Understands the dynamics of HVAC distribution such as the benefits of dealer and distributor inventories, logistics of product distribution, etc.
- Utilizes and encourages participation in all sales and marketing programs offered by Temperature Systems.
- Maintains direct personal contact with all assigned accounts and responds in a timely (24 hours or less) manner to all requests for information, projects quotations.
- Serves as a host at all dealer meetings, conferences, conventions, incentive trips, and all other similar functions.
- Keeps current on all product lines and changes and assists in providing sales and product training to key dealerships as requested.
- Knows what equipment, systems, components, and controls are best suited for various residential and light commercial project applications.
- Acts as liaison between the customer and TSI's warranty, engineering, service, and credit departments.
- Participates in the development of TSI programs and promotions targeted to both the dealer and end users.
POSITION REQUIREMENTS/SKILLS:
- 3- 5 years’ experience in HVAC contracting, technical sales or support.
- Excellent skills in organization, detail orientation, analytical, clerical and follow through.
- Solid understanding of the company’s sales function, related services, and product lines.
- Excellent written and verbal communication skills.
- Proficient in PowerPoint, manufacturer sales and engineering support programs.
- Be a self-starter and possess the ability to work with limited supervision.
- Able to juggle multiple priorities in a fast-paced environment while maintaining a positive pro-active customer service approach.
- Holds a valid driver’s license.
