Territory Sales Manager - Mid -South- TN, AR.KY.NC.SC.

Company / Location Information

We are one of the world’s leading manufacturers of water heating and water treatment technologies in the world. We are a $4.5 billion company with 150-year history, and we employ more than 14,000 individuals globally who pride themselves on providing the world with innovative water technology. We are committed to Continuous Improvement, not just in our factories or processes, but in our people. A O Smith is celebrating their 150th year anniversary in 2024.

Primary Function

The candidate will lead sales and new business development pursuits in the commercial and industrial market areas, to include identifying best targets of opportunity, employing effective methods of pursuit, and in the field capturing new business possibilities. The candidate focus will be on establishment of new customers, sales, and revenue growth; and will remain involved from the initial pursuit through the proposal preparation, to the contract award. The candidate will be responsible for dramatic sales and revenue growth within the company and building a sustainable commercial sales and marketing organization.

Responsibilities

Work experience in Sales within the Plumbing related industry.

Experience in a high performance, customer facing and focused sales team.

Demonstrable experience in meeting customer requirements.

Strong customer service attitude with excellent negotiation skills.

Persuasive communication and team management skills.

Analytical and organizational skills with a problem-solving attitude.

Ability to lead and motivate team members, customers, and others.

Ability to understand and analyze sales performance metrics.

Outstanding communication, presentation, and leadership skills.

Excellent organizational and time management skills.

Knowledge of CRM software and Microsoft Office Suite

Role Specific Responsibilities

Develop and execute a comprehensive sales plan in collaboration with National and Regional Management Team, outlining key objectives, target markets, and tactics to implement and monitor sales strategies to ensure alignment, effectiveness, and efficiency within Territory, Region, and Super Region.

Coordinate with National Manager and work in tandem with Representative Agencies Sales Teams to execute tactical plans daily, calling upon groups with focus upon Residential New Construction and Repair and Remodel Contractors.

Develop, Implement, Measure, and Report High Efficiency Product Specification, Installation, Repair, and Sales Training Programs to drive adoption of Heat Pump, Condensing Tank, and Tankless water heating technologies.

Monitor sales targets to lead Representative Agency members to achieve goals through tactical plan implementation.

Identify and pursue new business opportunities within the territory to expand market sales and share through relationships, tools, and technologies including Dodge or other information service platforms.

Cultivate and maintain strong relationships with existing customers, distribution branch teams and contractors to maximize sales opportunities and customer loyalty.

Measure training and results by customer to ensure adoption, specification, knowledge base, and product market share position.

Monitor, analyze, and share performance metrics to develop plan improvements.

Research and identify new potential customers and market opportunities.

Provide timely and effective solutions aligned with customer needs.

Collaborate with Marketing and Product Development to ensure brand consistency and customer requirements.

Remain updated on new product launches, competitors, and industry trends, ensuring the Sales team remains informed.

Prepare quarterly and annual sales reviews and forecasts.

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Qualifications

• Bachelor's degree in business, marketing, or a related field.
• Proven record of exceeding sales targets and developing long-term relationships.
• Proven experience with plumbing contractors, construction trade, homebuilders, manufacturers' representatives, and wholesale distribution preferred.
• History of results and a problem-solving orientation.
• Strong analytical skills.
• Excellent written and verbal communication skills.
• Ability to present well and successfully manage the negotiation process.
• Proven and demonstrated leadership ability.
• A self-starter with strong independent work skills, prioritizing activities, and understanding opportunity costs.
• Ability to thrive and work in a fast-paced team environment.
• Sound technical understanding of plumbing and/or mechanical products.
• Proficiency with Microsoft Office, Salesforce, and other sales tools.

Education

Years of Experience

We Offer

Competitive compensation package and comprehensive benefits plans which include medical and dental insurance, company-sponsored life insurance, retirement security savings plan, short- and long-term disability programs and tuition assistance.