Regional Sales Manager - West
Sales and Business Development
Remote – United States
Job Code: 13002
Position Type: Full Time
The Regional Sales Manager - West will have the opportunity to grow a network of independent wholesale distributors in the Western region of the United States. This strategic leader will work collaboratively across the sales organization to launch this market and spearhead business expansion in the West. The Regional Sales Manager – West will be responsible for developing and executing a business strategy that leads to the achievement of revenue targets in product categories to include residential unitary, ductless, VRF, and light commercial equipment. We are looking for a builder, someone driven to maximize profits and increase market share and customer satisfaction.
Secure and develop relationships with independent wholesale distributors within the HVAC market space (to include residential, design-build LC HVAC and/or plumbing distributors).
Manage and coordinate activities with manufacturer’s rep agencies to develop relationships, grow distribution, and provide product support and training in all market areas.
Train customers on brand positioning and technology, including side discharge residential whole home systems, ductless mini-split systems, and light commercial/VRF systems.
Responsible for the achievement of planned residential and light commercial sales, margin dollars, market share through distribution development with assigned accounts.
Develop distributor and rep action plans focused on financial performance, business planning and strategy, territory coverage, succession planning, and sales competency development.
Coordinate with training, logistics, marketing, and service/support teams to ensure adequate inventory levels and the highest quality promotions, installations, service, and support.
Work with distributors to create contractor recruitment and sales plans that address the achievement of business objectives.
Schedule, coordinate and conduct distributor training with emphasis on product quality and features, consultative selling, digital implementation and selling strategies leading to profitable growth throughout the distribution chain.
Respond to the needs and expectations of assigned distributors directly and indirectly through product support teams.
Resolve distribution conflict issues efficiently and thoroughly, and develop loyal, long-term partnerships.
Communicate continuously with sales leadership and other regional sales managers to share best practices and, in turn, share with distribution partners.
5+ years outside sales experience.
Bachelor’s degree is required.
Experience working with Independent HVAC distribution within region is preferred.
Ability to travel up to 30-50% within the United States.
Expert at relationship building and the business planning process with distributors and markets.
Expert at in-person and remote presentations with the ability to inspire, persuade, and motivate others.
Motivated self-starter who can work independently while supporting key business and leadership objectives.
Demonstrated collaboration with functional departments as necessary (pricing, product, logistics, marketing, service, etc.).
Sales, operational, and technical knowledge of residential and light commercial HVAC products and services and the ability to train others.
Skilled at developing distributor growth strategies and measuring results.
Skilled at developing distributor territory managers for delivering our value-add message.
Ability to train, motivate, and lead manufacturers reps to grow sales in the region.
Strong communication skills, both written and oral.
Knowledge of and experience with two-step distribution, as well as the operational practices of residential HVAC contractors.
Proven experience developing and implementing winning business strategies with important accounts.
Effective in conflict resolution.
Strong financial acumen (i.e. validating credit line reviews, Distributor P&L, Contractor P&L).
Ability to determine true opportunity cost incorporating margin, advertising, rebates, concessions, etc. to enhance ability to sell beyond price.
Strong skills with Microsoft Office tools, such as PowerPoint, Excel, Word, Outlook, Teams.
To apply, please send your resume to firstname.lastname@example.org.
Hisense USA is an equal opportunity employer and does not discriminate against any employee or applicant for employment because of race, color, religion, sex, national origin, age, disability, or genetic information. We comply with all applicable laws regarding equal employment opportunity and affirmatively seek to recruit, develop, and promote qualified individuals from diverse backgrounds. Our company is committed to providing a work environment that is free from discrimination, harassment, and retaliation. We encourage applicants of all ages, races, ethnicities, religions, genders, sexual orientations, and abilities to apply for employment with our company.