Regional Sales Manager bei Gemaire Distributors (a subsidiary of Watsco, Inc.)

ESSENTIAL DUTIES AND RESPONSIBILITIES 

• Works with Director of Sales to develop, implement, and manage strategic HVAC initiatives to meet the overall goals for the assigned region focusing on AOR, RNC and commercial dealer markets. 

• Establishes HVAC sales initiatives with the Territory Manager to develop action plans designed to meet and/or exceed sales and profit goals for assigned accounts. 

• Oversees pricing approvals, account assignments and other requests 

• Reviews and updates product demand forecasts as needed to ensure healthy product levels are available to execute sales initiatives

• Reviews all areas of HVAC regional sales performance and territory manager KPIs to identify areas of improvement and coaching
• Assists in training HVAC sales personnel; emphasizes continued professional development through training and sales programs and tools.
• Meets monthly with customers and territory account managers to review performance and address needs
• Provides regular updates to local team (territory managers and branch staff) on the performance of regional sales performance and initiatives.
• Work on customer events with the marketing team as needed.
• Some overnight travel is required.

SUPERVISORY RESPONSIBILITIES

Directly supervises territory managers in assigned region.  Responsibilities include interviewing, hiring and training employee; planning, assigning and directing work; appraising performance; addressing complaints and resolving problems.

EDUCATION/EXPERIENCE

Required:

• Minimum 3 - 5 years of distribution sales management experience with successful track record, and Bachelor's Degree in business or related field; or equivalent combination of education and experience.
• Leadership Experience 
• Distribution Experience 

Preferred: 

• Experience in HVAC product lines, sales tactics, and value propositions.
• Strong sales presentation; effective rapport-building and relationship skills; ability to take initiative; and manage sales team effectively 
• Experience selling/managing residential/commercial HVAC products and programs and developing individual sales plans.

SKILLS/ABILITIES

• Entrepreneurial business management orientation, sales planning, strong team-building skills.
• Proven effectiveness in managing teams.
• Strong probing, communication, investigatory, analytical, problem solving and decision-making skills to effectively uncover and resolve complex issues.
• Job experience involving extensive customer contact, including building & maintaining customer relationships.
• A proven track record of developing and coaching high performance talent in a high accountability environment.
• Solid proficiency in the use of Windows software, including Excel, Outlook, and Word.
• Ability to work long hours, including evenings and weekends, as needed.
• Ability to multitask, prioritize, meet set deadlines, and have strong follow up.
• Ability to speak, read and write at the level necessary to successfully perform assigned responsibilities.
• Effective written and verbal communication across multiple forms of communication tools.
• Negotiation skills.
• Time management and organization skills.
• Detail oriented and analytical.
• Self-motivated.

 Work Environment-Ability to travel as required. Frequent travel of about 50% of the time within assigned areas (see list below).

This position is responsible for covering the following geographical locations:

• Orlando
• Tampa
• Daytona
• St Petersburg
• New Pt. Richey
• Clearwater
• Lakeland
• Ocala

Physical Demands  Frequency
Sedentary – Lifting 0-10 pounds Occasional
Light Lifting – 10-20 pounds Occasional
Moderate Lifting – 20 to 50 pounds Never
Heavy Lifting – 50 to 100 pounds Never
Pulling/Pushing, Carrying Never
Reaching or working above shoulder Never

Walking Frequent
Standing Frequent
Sitting Frequent
Stooping Never
Kneeling Never
Repeated Bending Never
Climbing Never
Desk Work/Computer use/Telephone use Constant
Operating a motor vehicle Frequent
Operating a commercial vehicle Never
Operating warehouse equipment, forklift, baseloid lift etc. Never
Other – Talk, Drive, visit customers etc. Frequent