Employment Type: Regular Full-Time Salary

Shift: 1st Shift

Work Status: Remote

Position Summary

The Area Sales Director, Wholesale is responsible for the sales of all products, services, and resources in the assigned area within the Wholesale Sales Channel.  They support the development and implementation of the National Sales Strategy to increase the sales, market share, new product, and new customer penetration, as well as to meet profitability and sales goals of Taco Comfort Solutions (TCS) in the designated area. They are responsible for channel partner selection based on core department criteria and continuously track their success in meeting assigned targets, margin objectives, and overall business objectives and strategies. The Area Sales Director, Wholesale also establishes and maintains relationships with channel partners, key distributors, trade channel contractors, engineering firms, and all other customers and business partners in their assigned area.

Measures of success:

• Achieve annual sales budget
• Achieve margin expectations by product line
• Execution and tracking of company initiatives to drive results and profitability
• Development and tracking of market share while meeting growth expectation
• Expansion of sales in new markets, expansion of product category sales in entire area to achieve full market penetration

Responsibilities

Responsibilities include but are not limited to:

• Grows existing sales and achieves business results within the area, including new business opportunities, technical trends and assessments in the market, and measuring all business analytics in their assigned area.
• Manages the sales of products, services, profitability, technical assessment and resources through wholesale channel partners and distributors to achieve sales, share, and revenue goals within the area by visiting and calling on present and potential customers and end-users.
• Develops key opinion leaders (KOLs) in entire area.
• Works in conjunction with our training team to effectively drive training content, programs, and attendee assessment and follow up.
• Tracks and measures designated wholesale channel partner effectiveness to meet Market Potential Portfolio and Sales (MPPS) targets.
• Supports the development of a detailed and accurate area forecast plan and delivers business performance reports on a timely basis.
• Supports the development of short and long-term sales strategies, technical updates and strategies, general business strategies and implementation of the area business plan for achieving Taco Comfort Solutions (TCS) sales and profitability goals.
• Drives and creates development of technical and business strategies along with the VP of US Sales Wholesale in order to drive Taco market penetration in assigned area.
• Supports, recommends, and assists in the development of channel sales programs to include competitive quote analysis (CQA) and all other applicable strategies with the Senior VP of US Sales and VP of US Sales Wholesale.
• Collaborates with the VP of US Sales Wholesale for channel partner selection, decisions, monitoring, and recommendations.
• Utilizes business intelligence software programs and supports market intelligence requests from VP of US Sales Wholesale, Corporate Marketing, Channel Management, and Business Units; analyzes market intelligence data and recommends action plans to achieve improved sales, margin and share performance in the wholesale channel by means of new product development, competitive activity and response, and product line enhancement activities.
• Monitors competitive activity and reports monthly.
• Supports and conducts Taco product and system training and seminars, including electronically controlled (EC) circulators, control and valve systems, wholesale and residential system design and BuyTaco. Supports and develops training aids and tools for use by Taco wholesale channel partners.
• Manages customer expectations and contributes to a high level of customer satisfaction by establishing and maintaining relationships with key wholesale channel partners and customers.
• Effectively supports the activities of the Business Development, Marketing and entire Sales teams.
• Tracks major market metrics and develops and directs initiatives to improve them.
• Performs other related duties as assigned.

Qualifications

Required:

• Master’s Degree in Business Administration, Mechanical Engineering or related field; significant applicable experience may be accepted in lieu of degree
• 10+ years of high-level sales experience with significant area responsibilities
• 5+ years of sales rep agency experience
• 5+ years of HVAC industry experience
• Multiple channel wholesale sales experience
• Proficient in Microsoft Office (Word, Excel and PowerPoint), Business Intelligence, and Dynamics
• Experience working with mechanical engineers and contractors at a senior level
• Ability to present technical aspects of complex products and troubleshoot product issues for clients
• High level of financial and business acumen, with the ability to translate corporate growth goals into area sales strategies
• Excellent verbal, written, and public presentation skills, particularly with C-Suite
• Ability to travel 70%+ required
• Must live and work in the assigned area of the United States
  • West: AK, AZ, CA, CO, HI, ID, MT, NV, NM, OR, Western SD, UT, WA, WY

Work Environment

This position works primarily in a home and/or office environment using computers and technology.  Verbal and auditory capability are required.  Occasional exposure in production plant where large equipment and noise are prevalent.  Safety gear is required in these areas.

This position is remote and extensive travel is required. Must be able to travel short and long distances as needed in various modes of transportation which may require sitting for long periods of time and/or being in confined spaces.

Management:

This position has no direct reports.