Territory Sales Manager

ABOUT US

STRIVE is a specialist recruitment firm offering professional recruitment services across Accounting & Finance, Corporate Administration, Operations, and Technology. We pride ourselves on delivering a highly personalized, transparent, and relationship-driven recruitment experience for both clients and candidates. At STRIVE, we don't just fill roles — we partner with organizations and individuals to build long-term success.

THE ROLE

Our client is an established organization within the distribution industry, supporting customers across a broad network of residential and commercial markets. They are seeking a Territory Sales Manager to develop and grow customer relationships while increasing sales of residential HVAC products and associated equipment. This opportunity requires the ability to be 60-70% on the road to 40-30% in the office.

Shift times run from 8:00 AM to 5:00 PM, Monday to Friday.

This is a territory-based outside sales role focused on maintaining strong relationships with existing Residential dealers, identifying and developing new accounts, and providing customers with product knowledge, technical support, and solutions that meet their needs.

The ideal candidate will have HVAC/R product knowledge, wholesale distribution experience and proven sales ability, along with strong communication, negotiation and relationship-building skills.

RESPONSIBILITIES:

• Manage and grow an assigned territory of Residential HVAC/R customers and dealers.
• Build strong, long-term customer relationships based on trust, integrity and service.
• Identify and develop new business through prospecting, cold calling and account development.
• Assess customer requirements and recommend appropriate residential HVAC products and solutions.
• Grow existing accounts through cross-selling and up-selling of products including ductless systems, HRVs, installation materials and aftermarket parts.
• Maintain regular weekly call schedules with existing dealers and prospective customers.
• Conduct customer site visits to assist with troubleshooting, job follow-up and product-related concerns.
• Maintain current knowledge of HVAC/R products, applications, industry trends and competitive offerings.
• Negotiate pricing and transaction terms while maintaining profitability and company requirements.
• Explain and promote Residential Dealer Programs, marketing initiatives and available opportunities.
• Coordinate and host dealer meetings, including preparing pricing, product and program materials.
• Provide product and sales training to key dealer personnel when required.
• Monitor customer sales activity, sales volume, gross profit, and forecasts to identify opportunities for growth.
• Communicate market trends, pending projects, dealer activity and product/program changes to internal sales and branch teams.
• Work collaboratively with branch personnel to support customer needs and day-to-day branch operations.
• Travel throughout the province as required.

REQUIREMENTS:

• 3+ years of experience in a similar territory sales position;
• Wholesale distribution experience is required.
• Previous HVAC/R product and applications experience is required.
• Proven sales ability with experience developing new accounts and growing existing business.
• Strong understanding of HVAC/R systems and residential applications, with the ability to discuss products and solutions with customers.
• Understanding of orders, quotes, credits and backorders within a computer-based system.
• Basic knowledge of inventory, warehousing and stocking procedures.
• Strong negotiation, communication and relationship-building skills.
• Excellent organization and time-management skills, with the ability to manage multiple priorities and meet deadlines.
• Strong analytical and problem-solving abilities.
• Energetic, self-motivated and comfortable working in a fast-paced, customer-focused environment.
• Proficient with Microsoft Office and other web-based distribution, manufacturer and supplier software.
• High school diploma or equivalent required; Bachelor's degree is preferred.
• Valid Class 5 driver's license, clean driving record and access to a reliable vehicle.
• Ability and willingness to travel throughout the province.

COMPENSATION:

• $85,000 to $105,000 depending on experience in the HVAC industry.
• Annual bonus available based on performance throughout the year.
• Fully covered health benefits by the company.
• Pension plan match of 6% after 1 year with the company.
• 3 weeks vacation.
• 500 dollars towards wellness expenses once every year.
• Tuition reimbursement.
• Personal obligation days consisting of 3 days.
• Opportunity to join an established organization within the distribution industry.
• Territory-focused position with significant opportunity for business development and account growth.
• And more!

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