Position Summary:

The primary responsibility of this position is to maintain and grow revenue and gross margin in the assigned territory consistent with agreed upon objectives while developing new customers and improving relationships with existing customers.

Essential Job Duties and Responsibilities:

Achieve overall sales and gross margin goals in your assigned territory by growing existing accounts and establishing new ones. Primary focus are the HVAC/R residential/commercial contractor and industrial/institutional MRO markets.
Build positive relationships with customers by providing professional representation and assistance in all areas to improve customer’s profit. Identify and understand customer’s product or service needs and suggest products and services to meet those needs. Creates and presents material to encourage the customer’s decision-making process
Enhance Berkheimer relationships and image with vendors and current and prospective customers. Attend and participate in all scheduled events, including sales meetings, training classes and other business-related gatherings.
Develop a territory plan and update it to reflect changes in the marketplace. Develop an account plan for key initiatives for top accounts including account potential, short and long term objectives and specific actions planned to achieve them.
Utilize GWB promotions as a sales development tool and complete focused marketing campaigns with existing and new accounts.
Actively and consistently call on assigned accounts according to established policies and procedures.
Maintain current prospect profiles and business forecast as requested by management. Collect customer and market data. Maintain detailed reports of sales activities including calls, orders, sales, lost business and any customer or vendor relationship issues.
Sign up appropriate accounts on Sales Agreements
Assist in the collection of Accounts Receivable
Build and maintain a network of sources from which to identify new sales leads. Participate in appropriate local, regional and national organizations and associations related to the industry.
Contributes to branch and team effort by accomplishing related tasks and sales and promotional efforts at the branch level.

Minimum Qualifications:

2 years of college (bachelor’s degree preferred) or equivalent work experience OR 3+ years of successful sales experience in a business to business environment in a technical/distribution related industry (preferably HVACR).
Successful experience cold calling.
Valid driver’s license along with good driving record and proof of insurance.
Excellent interpersonal and customer service skills.
Strong organization and presentation skills.

Physical Demands:

Occasional lifting may be required up to 25 lbs
Must be able to sit and stand for long periods of time
May engage in bending, stooping, squatting, and reaching, pushing and pulling of merchandise, products and materials.
Consistently follows procedures and adheres to standards
Must be able to understand and interpret a variety of instructions furnished in written and oral form and follow directions.
Must be able to communicate
Ability to understand product codes and terminology
Ability to analyze and use operational information to create positive actions and results
Maintains thorough knowledge of market trends and conditions
Ability to travel

Working Conditions:

Must work as part of a team in an open office area with noise and distractions. May go into the warehouse which may be hot or cold depending on the outdoor temperature. Will travel to customer locations and job sites.

G.W. Berkheimer Co., Inc. jobs

Territory Sales Manager