Territory Sales Manager

Company / Location Information

A.O. Smith is a global leader applying innovative technologies and energy-efficient solutions to products manufactured and marketed worldwide. The company is one of the world's leading manufacturers of residential and commercial water heating equipment and boilers, as well as a manufacturer of water treatment products for residential and light commercial applications. A. O. Smith is headquartered in Milwaukee, Wisconsin, with approximately 12,000 employees at operations in the United States, Canada, China, India, Mexico, the Netherlands, and the United Kingdom.

Primary Function

The Territory Sales Manager will be responsible for developing, implementing, managing, and maintaining the business plan and sales strategies for our premium line of high efficiency water heating products within the assigned Southern California territory. This role involves managing the activities of the Representative Agencies within the territory, and direct contact with various plumbing industry related customers, shows, and events. The candidate will collaborate with the National Sales Manager and Regional Sales Managers to create and execute strategies to drive specification, adoption, and sales of high efficiency water heating products, with a primary focus on Heat Pump, Condensing Tank, and Tankless technologies. The customer base will encompass Large and Small Plumbing and HVAC Contractors, Private Equity Contractors, Contractor Groups and Associations, National to Custom Home Builders, local and national Distribution companies, and others. The position requires managing existing and established territories and accounts, while driving growth and market share acquisition.

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 and Regional Manager while working 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.
• Develop, implement, and 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.

Qualifications

• 5 years of Sales experience
• 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.

Preferred Requirements and Skills/Experience Preferences

• 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.

Education Bachelor's Degree in Business Management 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.

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ADA Statement & EEO Statement

In developing this job description care was taken to include all competencies needed to successfully perform in this position. However, for Americans with Disabilities Act (ADA) purposes, the essential functions of the job may or may not have been described for purposes of ADA reasonable accommodation. All reasonable accommodation requests will be reviewed and evaluated on a case-by-case basis.

We consider all applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, gender identity and expression, marital or military status. We also provide reasonable accommodations to qualified individuals with disabilities in accordance with the Americans with Disabilities Act and applicable state and local law.

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