Territory Sales Representative

POSITION: Territory Sales Representative DEPARTMENT: Sales CLASSIFICATION: Exempt, Full-Time

SUMMARY:

General Responsibilities:

The Territory Sales Representative will be responsible for helping grow the Residential and Light Commercial (RLC) customer base in the designated market. This position will build long term relationships with customers, accounts, and manufacturers across all organization levels and functions. The Territory Sales Representative will also educate and promote BCS product lines and offerings to aid the growth of product distribution from BCS Parts to customers.

Reports to: Sales Manager Direct Reports: None

Direction:

• Minimal supervision.

MAJOR RESPONSIBILITIES:

80% Build relationships, educate, and promote products by using sales strategy and execution methods

• Build and drive demand for Residential and Light Commercial (RLC) products and expand BCS’ market by collaborating with the sales team to develop a strategy and marketing programs for your territory.
• Responsible for outside sales calls to ensure personal and departmental sales goals are achieved.
• Continually seek opportunities to nurture relationships by increasing the happiness of client base and identifying target accounts within residential and light commercial HVAC market.
• Creatively educates mechanical contractors, dealers, and end-users on the value proposition and benefits of BCS product lines.
• Consistent effort toward achievement of Business Activity Metrics that drive sales performance and effectiveness.
• Champions effort to move an increasing number of customers into the LG excellence program.
• Offer cutting-edge solutions that meet the customer's needs based on their technical specifications and individual requirements.
• Manage and coordinate the quotation process and generates proposals.
• Engage in Trade Shows, Product Launches, Vendor Activities, and other industry events to maximize connectedness to the market and customer base.
• Works with Parts Team in the development of strategic short and long-range sales objectives.
• Responsible for achieving sales objectives regarding market share and growth goals.
• Responsible for keeping alignment of external market conditions and internal requirements related to the Parts department with the objective of driving top-line revenues.
• Logs all customer and sales activity in Sugar (CRM).

20% Training and development

• Attend required sales training development.
• Is actively engaged in obtaining supplemental industry training and where applicable.
• Works with Parts Manager in coordinating and facilitating development and skills.
• Studies literature and attends seminars to keep current in products, processes and materials.

QUALIFICATIONS:

Education

• A Bachelor’s degree in business, engineering, or another technical field of study, or equivalent work experience preferred.

Skills and Experience

• Minimum 5 years of technical outside sales experience, required.
• Knowledge of HVAC equipment, preferred.
• Knowledge of the electrical business (industrial/automation) and/or its distribution channels.
• Experience working with independent sales rep organizations, preferred.
• Skilled at customer needs assessment and development of sales proposals.
• Strong interpersonal skills.
• Ability to work as part of a team.
• Strong math skills
• Excellent oral and written communication skills.
• Excellent time management and organizational skills.
• Strong problem-solving ability.
• Proficient in Microsoft Office.

Certificates, Licenses, Registrations

• Valid driver license for daily responsibilities of calling on customers.

Other Requirements

• Requires travel up to 50% annually, mostly within the BCS territory.
• Requires some evening and weekend work.

Training and development:

• Completes training as required.