Territory Sales Manager

Territory Sales Manager

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At Emerson, we are innovators and problem-solvers, focused on a common purpose: leaving our world in a better place than we found it. Each and every day, our foundational values integrity, safety and quality, supporting our people, customer focus, continuous improvement, collaboration and innovation inform every decision we make and empower our employees to keep reaching higher. As a global technology and engineering leader, we provide groundbreaking solutions for customers in industrial, commercial, and residential markets. Our Emerson Automation Solutions business helps process, hybrid, and discrete manufacturers maximize production and protect personnel and the environment while optimizing their energy and operating costs. Our Emerson Commercial & Residential Solutions business helps ensure human comfort and health, protect food quality and safety, advance energy efficiency and create sustainable infrastructure. Emerson, a Fortune 500 company with $15.3 billion in sales and 200 manufacturing locations worldwide, is committed to helping employees grow and thrive throughout their careers.
Whether you're an established professional looking for a career change, an undergraduate student exploring options or a recent MBA graduate, you'll find a variety of opportunities at Emerson. Join our team and start your journey today.

Description
The Territory Sales Manager is responsible for driving sales growth of Comfort Control residential HVACR portfolio through Comfort Control distributors and contractors. Comfort Control (White-Rodgers) has been a leading provider of heating and cooling solutions for residential applications, serving HVACR wholesale distribution for more than 75 years.
In this role you will develop long-term, value-add relationships with residential contractors and distribution partners, developing sales & marketing development plans to grow sales in your assigned territory.
Take advantage of this excellent opportunity to join Comfort Control, a business of Emerson, where you can excel in a fast-paced, performance-based, team atmosphere, delivering Comfort Control value into the HVACR wholesale distribution channel.
This position is home based and will require daily travel within the territory, averaging five or six (5 / 6) overnight trips per month. Primary Locations will be focused in Michigan / Northwest Ohio.
Emerson offers an excellent compensation package with competitive salary, comprehensive healthcare package, 401k (100% company match up to 5%), quarterly company funded retirement plan with an additional contribution of 2.5%, tuition assistance, flexible work schedule, paid time off (3 weeks + paid holidays) and ongoing Emerson-led training. #LI-Hybrid

Key Roles

• Focusing on residential HVAC contractors with key sales and product training to enhance their success with Emerson.
• Developing and strengthening partnerships with distribution accounts and national partners who do business in your territory.
• Represent Emerson Comfort Control at key trade show events and symposiums within your territory as well as other key locations with the Midwest region on an ad hoc basis.

As a Territory Sales Manager, YOU WILL:

• Develop & achieve annual sales plan with territory accounts across thermostats, heating & cooling controls

• Develop, build and nurture wholesaler and contractor business relationships, resulting in a mutual and beneficial partnering position.

• Demand creation - Develop pull-through sales process with territory contractors, delivering product & application knowledge and implementing Contractor Rewards Program.

• Identify and implement account-specific, training opportunities that enable teaching for differentiation centered around Comfort Control product portfolio

• Identify how, to whom, and when to provide merchandising, sales program, stocking programs and product training wholesaler and contractor customers resulting in offering valuable perspectives on the market & territory

• Develop sales, marketing and training plans at identified branch locations - open houses, lunch & learn sessions, trade show events, distributor ride-alongs; Develop shared performance metrics for identified branch locations

• Maintain up-to-date sales data and records from Sales & Marketing Plans by using the CRM system.
• Provide feedback to product & marketing teams for product enhancements driving portfolio growth.

REQUIRED EDUCATION, EXPERIENCES & SKILLS:

• BA/BS Degree prefer Business Administration, Marketing, Management & Leadership, Professional Sales

• 3+ years of proven sales experience (face-to-face/personal selling) working with existing and new customers. (Consideration provided to candidates with a strong marketing background in lieu of sales experience.)

• Verbal communication skills (in-person, conference calls, presentations) and business writing proficiency (transactional emails; informational - call reports, meeting minutes; persuasive - customer proposals)

• Computer literacy and proficient in software skills (Microsoft Office: Outlook, Word, Excel, PowerPoint)

• Ability to work independently, while being coachable in a remote virtual environment, utilizing technology to remain in touch
• Ability for daily travel within Territory, averaging 5 or 6 overnight trips per month

PREFERRED EDUCATION, EXPERIENCES & SKILLS

• 2+ years of sales experience supporting 2-step HVACR wholesale distribution, MRO, Plumbing channels, other technical sales/market experience

• Demonstrated performance in the 7 Territory Sales Manager Competencies

• Coachable learning agility from all aspects of the wholesale organization

• Ability to engage the sales process across all levels of the customer s organization

• High organization and planning skills including project management with customers

• Gains trust by quickly resolving customer problems & issues

• Passionate about delivering Comfort Control portfolio value to Distributors & Contractors

• Collaborates & networks with the wholesale team and customers remotely
• Comprehension of smart home technology product delivery & install across channels to homeowner

WHO YOU ARE

/ REQUIRED COMPETENCIES:

• Promotes & sells Comfort Control products, bridging from contractors to distributors. Attains sales objectives through planning & organizing. Manages & optimizes territory & key account coverage. Builds, actively manages distributor relationships. Helps contractors business grow & prosper. Trains & educates on Comfort Control products/solutions. Provides industry insight & product knowledge expertise
  
  • Action Oriented
  
  
  • Communicates Effectively
  
  
  • Drives Engagement
  
  
  • Persuades

Schedule
Our teams work together to ensure their chosen work schedules are supporting our customers. This role has a travel requirement of 15-20% of it's time.

About our Business Unit
Comfort Control, a business unit of Emerson Commercial & Residential Solutions, is headquartered in St. Louis, MO and is an industry leader in home energy management and comfort control. Our products monitor and control appliances that account for approximately 60% of the energy consumed in the average US household. By networking our products to the cloud, we are discovering new ways to help our customers reduce energy consumption, save money, and maintain comfort. And because our technology touches so much of the residential energy profile, our solutions are positioned to make a significant impact on our nations carbon footprint. If you want to be part of a collaborative, high energy, fast paced team, where your contributions can make a real impact on the world you have just found the place!

WHY EMERSON?

Our Commitment to Our People
We invest in our employees to ensure they have the marketplace knowledge, skills and competencies to compete and lead in a global economy. Our training programs focus on end-to-end development from onboarding through senior leadership.
Flexible and competitive benefits plans offer you the right options to meet your individual/family needs: medical insurance plans, dental and vision coverage, 401(k), tuition reimbursement, and more. We provide employees flexible time off plans including paid parental leave (maternal and paternal), vacation and holiday leave.
Our success is measured by the positive impact we make on people, our communities and the world in which we live.Learn more about us!.

Our Commitment to Diversity & Inclusion
At Emerson, we are committed to fostering a culture where every employee is valued and respected for their experiences and perspectives. We believe a diverse and inclusive work environment contributes to the rich exchange of ideas that inspires innovation and brings the best solutions to our customers. This philosophy is fundamental to living our company's values and our responsibility to leave the world in a better place.
Diversity and Inclusion at Emerson is about welcoming, respecting, and valuing the differences each employee possesses. Inclusion is creating a real sense of engagement, belonging and connection for all employees. Learn more about our Culture & Values and about Diversity & Inclusion at Emerson.

Work Authorization
No calls or agencies please. Emerson will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.

Equal Opportunity Employer
Emerson is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.
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ABOUT EMERSON
Emerson, a Fortune 500 company with $18.4 billion in sales, more than 20 Innovation, Solutions & Engineering Centers, and 200 manufacturing locations worldwide, is committed to helping employees grow and thrive throughout their careers. We are innovators, question-askers and problem-solvers. We don't settle for good enough or This is the way its always been done. Instead, we push ourselves and strive for the never been done before.
Our Automation Solutions business enables the greatest use of the world's most valuable resources, ensuring the performance and safety of industries that are the backbone of daily life.
Our Commercial & Residential Solutions business helps ensure human comfort and health, protect food quality and safety, advance energy efficiency and create sustainable infrastructure.

No calls or agencies please.