Territory Sales Manager

Job Summary

The primary responsibility of the Territory Sales Manager is to expand market share within the trade channel by selling through wholesale distributors, training wholesale personnel and contractors, and executing sales and marketing directives for the full line of HVACR products in the assigned territory and region. This position involves direct participation in the sales process, sales plan development, and achieving territory revenue and margin goals.

The Territory Sales Manager will also influence product mix and expanding product lines by suggesting product needs and identifying marketing opportunities to Diversi Tech Product Line Managers. This position is accountable for overseeing the sales process, management, value validation and revenue outcomes for each assigned strategic account. The role involves utilizing the Diversi Tech Account Management Sales process, incorporating the Keep, Convert, Grow (KCG) opportunity management pipeline, and establishing and nurturing new customer relationships while strengthening existing ones.

• Increases sales of products through the wholesale distribution channel and visits corporate and branch locations of wholesale distributors within the territory in partnership with Demand Generation and Marketing teams.
• Assists in the annual Account Discovery planning for customer value confirmation with assigned national, strategic and top core accounts.
• Implements pipeline opportunity management for assigned accounts in conjunction with the Regional Sales Manager, Sales Operations and the Demand Generation team.
• Performs weekly, monthly, quarterly and annual cadences as required within the Diversi Tech Sales process.
• Meets or exceeds established sales budget.
• Evaluates, identifies and recommends high‑value products with the engineering and sourcing departments to expand the product portfolio.
• Collaborates with the pricing manager on pricing strategies for product lines.
• Collaborates with the Regional Sales Manager to develop and implement territory sales and marketing plans.
• Contributes to the development of the organization’s strategic direction to increase sales of products within the territory.
• Performs other duties as assigned.

• Bachelor’s degree in Business Administration or related field.
• 5–7 years of experience in sales in a manufacturing or related industry.
• Intermediate experience utilizing Microsoft Office Suite (Word, Excel, PowerPoint).
• Experience utilizing a CRM system.
• Knowledge of HVACR products, two‑step distribution selling models and commercial customers in the U.S. HVACR market.
• Experience working in a fast‑paced and high‑volume work environment.
• Proactive self‑starter with strong attention to detail.
• Excellent communication skills, both verbal and written, with the ability to interact with all employee levels including executive management and customers.
• Professional sales and persuasive communication skills evident in one‑on‑one and group presentations.
• Ability to reach decision makers and gain commitment.
• Proficient listening and probing skills to understand customer needs.
• Valid driver’s license.

• Regular use of office equipment including computers, phones and printers.
• Occasional overtime may be required.
• Frequent repetition of motions such as talking, sitting, typing and driving.
• Occasional bending, stooping, reaching and walking.
• Light physical work: 0–10 lbs; 0–25% of time carrying 25–50 lbs.

Yes, 75–100%

Diversi Tech is an Equal Opportunity Employer.