Service Territory Manager - Federal & Marine

Territory: National responsibilities - Position is remote, but ideally based close to a major Naval base in the US, with 25% travel.

Company: Largest nationwide distributor and reclaimer of refrigerants in North America.

Responsibilities:

The Service Account Manager is responsible for development of an assigned accounts, market segment or customer base with respect to the company’s unique and proprietary Refrigerant Services (“R-Side”) offerings. The successful individual will identify and drive opportunities to profitably grow revenue with existing customers by understanding needs, value-based selling, and building long-term relationships that lead to new customer insights. Additionally, new untapped portions of the market will be developed for the company’s broad portfolio of HVAC products and service offerings with an emphasis on sustainability. This position will have a concentration on federal and marine projects.

• Develop and maintain strategic account plans for all significant customers in Federal and Naval accounts.
• Use these plans to build partnering relationships with key decision makers and earn preferred partner status across our entire range of product and service offerings.
• Identify, map, and maintain frequent contact (through face-to-face contact), telephone and virtual meetings) with key individuals who most directly influence account penetration.
• Actively listens, probes, and identifies potentially unmet needs brand product offerings can be of assistance.
• Understands the customer's business to develop and demonstrate credibility, loyalty, and commitment.
• Works cross-functionally within internal teams to ensure customer satisfaction is achieved through efficient internal coordination and communication.
• Willing to take intelligent risks.
• Understands brands value proposition and competitive advantage versus the next best alternative and aggressively position assigned product offering for growth.
• Uses existing market and/or industry knowledge to position company as the go-to provider for sustainable HVACR needs.
• Keeps management informed of progress and account status.
• Leverages management with accounts, when and where appropriate.
• Utilize, maintain, and own consistent forecast processes.
• Familiar with and utilizes applicable sales tools (such as CRM) to effectively plan and communicate progress.
• Must be fluid in territory forecast processes
• Participates in professional organizations for reasons of personal development, customer relationship building, and industry networking within local market community.

Requirements :

• 5+ years of sales and/or business development experience preferably in a technical field in primarily Federal, Governmental, and Naval environments.
• Experience in the HVAC/R industry is a plus.
• Bachelor's degree in sales, marketing, or other business field. MBA preferred.
• Proven track record of success in meeting and/or exceeding growth targets.
• Entrepreneurial approach to managing a territory, with a hunter mentality.
• Demonstrates a commitment to integrity and quality in business.
• Excellent initiative and interpersonal communications skills.
• Effective cross-functional team player with an entrepreneurial mindset and results driven.
• Navigate a fast-paced environment and effectively manage multiple priorities. Strong time management skills.
• Tenacious and resilient, with ability to solve problems and overcome hurdles.
• Ability to manage time effectively when working remotely.
• Fluency in MSOffice (MS Word, MS Teams, MS Excel, MS PowerPoint etc.) required.
• Excellent written and verbal communication
• Travel up to 25% of the time within assigned territory.

Compensation :

Base salary commensurate with experience, plus uncapped commissions. Total income combined could add up to $150k-200k annually. Excellent commission plans, paid monthly, company credit card for travel, mileage reimbursement, employee benefits, 401k.