Territory Sales Manager Mt. States - AZ,CO,UT,MT,WY.

Date: Apr 3, 2024

Location: Ashland City, TN, US, 37015

Company: A. O. Smith Corporation

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 150-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.


  • Strategic development of company’s near and long term commercial growth and sales strategy to include team development
  • Ability to identify best avenues of pursuit for new business opportunities
  • Ability to independently decipher new business capture strategies based on customer requirements
  • Position requires honed negotiation skills and proven experience communicating technical, contractual, and financial information to customers
  • Providing feedback on best win opportunities, to include aligning partnerships or teaming agreements
  • Development and management of proposals, including both the writing and costing
  • Proven business development and sales process, skills, ability to close the deal
  • Development and execution of the corporate marketing strategy
  • Plan and execute marketing campaigns, events, and conferences
  • Assist in the development of customer partnership programs
  • Development of sales contact database
  • Conduct market / market segmentation research
  • Other duties as assigned

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.


  • 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
  • Availability to travel within territory as needed.




Bachelor's Degree in Business Management or Related Field

Years of Experience

Minimum of 5 years related work 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.

Nearest Major Market: Nashville

Job Segment: Wastewater, Water Treatment, Marketing Manager, HVAC, Product Development, Engineering, Marketing, Operations, Research