ICP Territory Manager

Summary

In this role you will be responsible for sales in the assigned ICP business regions and pursue optimum efficiency and maximize profit. Promote sales and marketing strategies. Promote strong business relations with customers. +30% in Travel Required throughout the LATAM. We seek a strong Individual contributor able to think outside the box and with a strong desire to grow and expand business.

The ICP TM is a distribution sales role which emphasizes on building business to business relationships, serving as an ambassador of CIAC to those dealers representing our brands. The role focuses primarily on sales to distributors in the assigned territories which then are sold to the end users by the assigned distributor/ dealer. ICP brands are part of the Carrier family and include BRYANT, TEMPSTAR and TEMPLBLUE.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other duties may be assigned.

• Contact and call on HVAC distributors and some mechanical contractors & CIAC reps independently to achieve annual sales and gross margins.
• Assist distributors and dealers in promoting all ICP Residential and Light Commercial HVAC equipment up to 30 tons.
• Conduct sales and product training for new distributors and dealers within the assigned territory.
• Able to effectively execute sales plans as well as demonstrate time-management towards new business and account management.
• Create new business through organized prospecting and increase our share of business from assigned territory.
• Create short-term and long-range planning by market that includes and intricate progression of customer contacts; in cooperation with other territory sales managers.
• Maintain current knowledge of competitor’s products and system characteristics, including knowledge of local competitive pricing and market share so as to identify niche for ICP.
• Create quotations, proforma invoices and follow up on all current sales in the pipeline with the support of Inside Sales. Develop price lists for each distributor and work with factory representatives to improve costing and submit SPQs.
• Actively Participate in local and regional trade organizations and trade shows.
• Track and monitor recruitment progress within the assigned territory so as to penetrate and increase sales/outreach to full potential.
• Work to segment the local markets by proper product placement and recruiting dealers who specialize in each field of the HVAC industry (Retail sales, Distribution sales, Project sales)
• Have proper knowledge of order processes, credit and collections, product costing and marketing tools.

• 3+ years of proven B2B/ distribution sales experience, with a extra consideration to those who have sold HVAC residential and light commercial equipment.
• In lieu of HVAC experience, consideration will be given to those who have:
  • An Undergraduate degree in Business Administration, Mechanical Engineering, Marketing or a similar discipline.
  • Solid desire to learn about and understand HVAC industry.
  • Verifiable experience with similar products such as electrical equipment, machinery, etc. on a B2B distribution sales strategy.
• Proficient with a PC and Microsoft Office applications;
  Sales Force and CSD CRM experience is a plus.
• Motivated and focused towards business and relationship development.
• Language proficiency in English and Spanish.
• Able to travel internationally up to 30% of the time with a valid passport.
• Able to communicate and present effectively (verbally and in writing) with all levels of management in a clear and professional manner.

The information in this job description indicates the general nature and level of work to be performed. It is not designed to contain or be interpreted as comprehensive of every job duty, responsibility, or qualification required by an employee assigned to this job. While employed in this position, an employee may be required to perform other assignments not listed on this job description.