Develop and execute a territory sales plan to achieve or exceed revenue targets.
Manage, coach, and support third-party manufacturer representative agencies within the territory: Set clear performance expectations, sales goals, and KPIs.
Conduct regular business reviews and joint sales calls.
Provide training, tools, and ongoing performance feedback.
Evaluate rep performance and recommend changes as needed.
Identify, qualify, and pursue new business opportunities across residential, commercial, and industrial markets.
Build and maintain strong relationships with distributors, mechanical contractors, engineers, and specifiers—both directly and in coordination with rep agencies.
Ensure alignment between company strategy and rep agency execution, including pricing, product focus, and market initiatives.
Provide product training, technical support, and presentations to customers, rep firms, and partners.
Work closely with internal teams (marketing, product management, and customer support) to align strategies and ensure customer satisfaction.
Track sales activities, forecasts, and pipeline using CRM tools; ensure rep agencies maintain accurate and timely reporting.
Monitor market trends, competitor activity, and industry developments to inform sales strategies.
Represent the company at trade shows, industry events, and customer meetings, often in collaboration with rep partners.
Manage pricing, negotiations, and contract agreements within company guidelines.
Travel regularly throughout the assigned territory (approximately 50–70%).
Requirements
High school diploma or GED
3+ years of sales experience in the HVAC, hydronic heating, or mechanical systems industry
Ability to travel up to 60%
Valid driver’s license
Bachelor’s degree in Business, Engineering, or a related field (or equivalent experience) (preferred)
Demonstrated experience working with and managing independent manufacturer representative agencies (preferred)
Strong understanding of hydronic heating systems, boilers, pumps, and controls (preferred)
Proven track record of meeting or exceeding sales targets in a multi-state territory (preferred)
Excellent communication, presentation, coaching, and negotiation skills (preferred)
Ability to influence without direct authority and drive accountability across external partners (preferred)
Ability to work independently and manage a large geographic territory (preferred)
Proficiency with CRM software and Microsoft Office Suite (preferred)
Experience working with wholesale distribution channels and two-step sales models (preferred)
Existing network within the HVAC or plumbing industry in the Western U.S. (preferred)
Technical aptitude or engineering background related to heating systems (preferred)