The Territory Sales Manager utilizes consultative selling skills and experience to establish, retain and grow Broan Distribution accounts as well as develop and close new business utilizing a strong pull-through sales plan. Is generally responsible for developing channel relationships with Distributors, Contractors, Design/Builder Renovators and Builders. Training both Distributor and Trade personnel and generally develops and maintains a superior working relationship between Broan and its Customers. Responsible for the sales of a diverse group of products, focusing on the wholesale channel including HVAC, Electrical, Low Voltage and Building Material Distributors and showrooms throughout a specified territory or to specified customers.
Co-own revenue growth and drive execution of sales objectives in the Territory and Region.
Build Distributor relationships (local, regional & national) HVAC, Electrical, Low-Voltage and Dealers.
Develop Broan Distributors by identifying and understanding the distributor's market position and entire supply chain to identify the distributor's potential opportunity to Broan. Understand contact hierarchy within distributor accounts; know the decision makers.
Develop and execute revenue growth strategies aimed at growing Broan market share within the Distributor accounts - utilize all products; Vent Fans, Hoods, FAS, CVAC, Chimes & CAP's.
Recommends Distributor Job Quote pricing and actions as needed to accomplish objectives.
Works closely with Regional Manager and other Territory Sales Managers to insure rapid communication and success of new product introductions and other promotional programs.
Be the Distributor's information source for ventilation products that meet Building codes. Be willing to meet / visit distributors regularly to confirm stocked products, grow shelf space, correct inventory issues and identify opportunities to offer upgrade solutions to Distributors and their Customers.
Establish pull-through relationships with Contractors, Specifiers, Bid/Spec groups to promote Broan.
Conduct product sales training and update meetings to Distributors, Specifiers & Contractors to share construction trends, code changes and building practices.
Properly refers and/or assists in resolution of service and warranty issues on behalf of Broan.
Develops and maintains a base of knowledge on all competitors and interacts with all Broan departments relative to this knowledge, as appropriate.
Maintains records and submits reports as required by the Regional Manager and/or the Company.
Obtains credit information and provides such assistance to the Credit Department as may be required to insure the timely processing of customer orders.
Provides regular input to Regional Manager for use in preparing annual sales and expense budgets.
Represent Broan at select regional or national trade shows as directed by Regional Sales Manager.
Strong business acumen and proven experience calling on Wholesale Distribution, Builders, Showrooms and Architects using a consultative and goal oriented sales approach.
A strong work ethic, hunter mentality, love of sales, and the drive to get out in the field and support existing business and/or pursue new business daily.
Bachelor's degree, preferably in Business or equivalent field
Up to 5 years of previous field sales experience - ideally in a Construction sales organization.
Highly motivated, disciplined, organized and detail oriented.
Excellent people skills; effective communicator with strong written and verbal skills.
Demonstrated strong problem solving and analytical skills.
Relentless positive attitude and willingness to help.
Strong administrative skills (i.e. excel, word, power-point, mapping software).
Experience with Salesforce for project tracking and customer analysis is a plus.
Foster understanding of and adherence to sales processes and policies.
Demonstrated proficiency managing analytically rigorous initiatives.
Intellectually curious with an understanding the goal is to make the business grow.
Ability to travel up to 20% of the time to visit customers and Broan events.
Ability to work remotely; home office with the majority of your time out in the field.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
We are an Equal Opportunity Employer