Territory Manager

5 months ago

Surrey, Canada Gateway Mechanical Services Full time

At Gateway Mechanical, the extraordinary is possible to achieve in the role of Territory Manager

At Gateway Mechanical, we’re focused on providing the best possible customer service in safe, effective, and innovative ways.
Founded in 1968, Gateway Mechanical is a privately owned company that has established itself as a leader in the commercial and industrial refrigeration, heating, and air conditioning industry (HVACR). Attending to 40,000+ service calls per year, Gateway is the largest HVAC & Refrigeration service provider in Western Canada. Our model is comprised of local branch teams with fully qualified personnel representing HVAC, refrigeration, plumbing/gas fitting, sheet metal and electrical trades. These teams are supported by centers of excellence including professional engineers and project managers which ensures Gateway’s full technical capability is available for every project and service call.
The successful Territory Service Manager at Gateway Mechanical will be responsible for maintaining, growing, and retaining existing customers. The Territory Manager will be working within a team environment to pursue business opportunities for Gateway. Activities will support growth in the market segments that have been identified as key priorities for Gateway.

**Key Responsibilities**:

- Create & implement effective territory sales strategies & plans;
- Review estimates and proposals to ensure they are meeting the client’s requirements prior to submission;
- Conduct reviews of accounts on a regular basis to evaluate client demands and requirements;
- Analyze data to find the most efficient sales methods;
- Monitor competition within the assigned region.
- Sell additional services and project opportunities while growing existing accounts;
- Influence and sell key business solutions in an effective, persuasive, and professional manner;
- Meet or exceed annual revenue targets;
- Review and create a plan to align lower-margin clients to company expected margins.
- Meet with customers to build and maintain relationships and ensure a continuously high level of customer satisfaction;
- Participate in industry or promotional events ( e.g. trade shows) to cultivate customer relationships;
- Increase existing Client Preventative Maintenance coverage and ensure Preventative Maintenance contracts are updated, maintained, and retained;
- Make strategic decisions on prices/margins/fees, while satisfying the client requirements as well as the organization’s objectives;
- In collaboration with the Area Manager, support and resolve client issues;
- Provide leads to the National Account/Business Development team, both projects and service opportunities;
- Update and maintain Gateway’s CRM with current and accurate information, while ensuring all stakeholders are informed;
- Conduct kick-off meetings for Extended Service Projects with executing team;
- Participate in the onboarding of new client contracts;
- Ensure proper procedures and workflow is followed;
- Clearly define the customer’s needs and Gateway’s value proposition to the customer.

**Reporting**:

- Regular Customer Reporting:

- Understand and define the customer’s regular reporting requirements;
- Work with IT and the Sales Enablement to ensure suitable reporting templates are available;
- Ensure that reporting flows as per the customer agreed on schedule and that the information is accurate and valuable;
- Review and interpret the reports to ensure a high-value add to the customer;
- Work with the Sales Enablement and other resources to ensure that the proper information is collected from existing or new sources as required;
- Ensure that the information is reviewed, interpreted, and presented to the customer and solves their issue.
- Other duties as required.

**Minimum Requirements**:

- 5+ years of proven sales professional with a history of meeting sales targets by growing existing accounts and securing new customer;
- Mechanical trades background a definite asset;
- Post-secondary education is an asset;
- Formal sales training experience;
- Geographical knowledge of the applicable territory;
- Experience with commercial, HVAC, and refrigeration (an asset);
- Previous experience communicating and assisting in the development, maintenance, and service of large accounts with a book of business;
- Excellent verbal and written communication;
- Highly developed organization and time management skills.
- Class 5 Drivers License.

**Perks of Working at Gateway Mechanical**:

- Extended health care benefits
- Dental benefits
- RRSP matching
- Life insurance
- Health Care Spending Account
- Employee assistance program
- Flexible work schedule
- Competitive salary
- Great team environment

The Future is Bright. Come Grow with Us

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