Territory Account Manager

Responsibilities

The Territory Account Manager is responsible for consultative selling and developing contractor relationships to acquire and maintain a strong customer base. The role involves generating sales, growing market share, and conducting at least 25 face-to-face meetings per week within the assigned territory.

Requirements

Candidates must have 2-4 years of experience in residential and commercial contractor relationships, specifically within the HVAC wholesale distribution level. Proficiency in CRM systems, Microsoft Office, and strong interpersonal and analytical skills are required.

Skills

• Consultative selling
• Account management
• HVAC equipment knowledge
• Market share growth
• Prospecting
• Relationship building
• Sales forecasting
• CRM software
• Microsoft Office
• Strategic planning
• Problem-solving
• Communication skills
• Time management
• Presentation skills
• Business consulting
• Negotiation

About this role

Looking for a Cool Job in a fast-paced environment with a dynamic team
representing the industry leader in HVAC equipment?
At Gemaire we realize that our most important assets are our first-class team
members which is why we’re dedicated to providing many paths for growth and
advancement. We want to help you build the career you want with an organization
that cares about its people and customers first. Come join a community of great
people focused on providing exceptional service, leading with integrity, thrive
by navigating every day with professionalism and the drive to achieve goals
creatively.

The Territory Account Manager at Gemaire is responsible for consultative selling
with assigned and new customers. The ultimate goal of this role is to develop
contractor relationships to be able to sell, acquire, and maintain a strong
customer base in an assigned territory. The Territory Account Manager
represents the entire range of Gemaire’s products and services to our customers
while ensuring customers’ needs and expectations are met by the company.

Duties and Responsibilities
• Must be self-directed and display strong initiative to achieve goals.
• Generate additional sales in assigned territory.
• Grow market share and prospect for new business in assigned market.
• Support customers by having a customer-focused approach to delivering value
through having a deep understanding of our customers and timely follow-through.
• Develop new dealers with programs and market strategies.
• Minimum of 25 face-to-face meetings weekly.
• Negotiates pricing based on what the market will bear while maintaining profit
goals for the company.
• Achieve or exceed individual territory sales budget as well as contributing
additional sales to help achieve overall regional sales budgets.
• Take a proactive approach to sales development and problem-solving.
• Resolve customer problems and issues promptly.
• Attend training classes to acquire new skills and knowledge to meet and exceed
our customers’ needs.
• Work closely with our vendor partners to identify and execute on
opportunities.
• Serve as a host at dealer meetings, conferences, conventions, incentive trips,
and all other similar functions.
• Participate as requested in-home product shows, utility-sponsored events,
industry associations, etc.
• Conduct him/herself in a professional and courteous manner in all aspects of
interaction with contractors, customers and employees.
In addition to the above responsibilities, this individual is held accountable
for all other duties as assigned.

Qualifications

Required Qualifications
• A successful candidate will be customer-focused, goal-oriented,
self-motivated, driven to meet deadlines and work collaboratively as a team.
• Proven work history in the sales and marketing arenas with proficiency in air
conditioning, heating, and ventilation equipment at a wholesale distribution
level.
• 2-4 years of experience in residential and commercial contractor
relationships.
• Strong communication, time management, and organizational skills.
• Proven success in sales, marketing, operations, and leadership roles.
• Proven success in establishing and meeting sales goals.
• Work closely with the Regional Sales Manager to develop new customer
relationships and develop existing relationships to identify and increase
opportunities.
• Ability to strategically look at customer base to plan and forecast territory
for growth.
• Experience with a CRM system to manage the tracking and reporting of customer
opportunities.
• Strong interpersonal skills including sales, problem-solving, and customer
service are required.
• Ability to analyze sales and market data.
• Ability to give quality presentations and act as a business consultant.
• Ability to work independently while meeting assigned goals and objectives in
designated time frames.
• Must possess the attitude of wanting to learn, teach, and lead.
• Proficient in Microsoft Office products.
• Beginner to intermediate user of the Internet and Microsoft Office Products
(Word, Excel, and Outlook). Must demonstrate abilities through an administered
assessment.
• Experience with CRM systems.
• Ability to understand technology and learn new software quickly and
accurately.
• Must have reliable transportation, valid driver’s license along with
continuous and current vehicle insurance based on Company policy.

Preferred Qualifications
• Preferred 2-4 years of sales experience within the HVAC industry. Will
consider candidates with 5-10 years of selling outside of the HVAC industry with
the ability to provide evidence of sales results.

About Gemaire Distributors

Wholesale · 501-1,000 employees · headquartered in Deerfield Beach, FL · founded 1969