Scope of the position
Supply’s Residential Territory Manager (TM) is responsible for establishing and
promoting relationships with customers based on integrity, trust and
credibility to inspire mutual growth and profitability. Residential TM maintains the highest level of
service in each area of responsibility with the ultimate goal of selling
Residential and associated products, within the sales area assigned. The direct responsibility for supervision
comes from the Branch Manager and the Residential Product Manager. A harmony between the outside sales
responsibilities and day to day branch activities needs to be maintained in
coordination with the Branch Manager.
Duties and Responsibilities
Represent RSL in a professional manner at all times.
Participate with management in updating territory plan and
setting sales goals.
Determine sales potential for new and existing customers
through inquiry, observation and periodical research.
Call on established customers and develop new accounts by cold-calling.
Determine customer requirements and expectations in order to
recommend specific products.
Contact customers regularly to provide on-going information
on new equipment and products.
Identify trends in customer satisfaction and maintain and
improve customer relationships.
Gain and apply product knowledge to enhance sales and
personal professionalism. Remain current
on product and industry knowledge by attending sales meetings, vendor training
and trade shows, or reading trade journals.
Increase business and account base by finding and qualifying
new business accounts for Residential products (ductless, HRV’s, install materials,
Aftermarket parts, etc.) using sales techniques to cross sell and up-sell.
Maintain record of customer information and requests and assist
clients as required (supply information, resolve complaints, etc.)
Negotiate and establish pricing and terms according to Refrigerative
Supply’s requirements for customers and transaction profitability.
Know and understand the Residential Dealer Programs, with a
strong ability to explain and demonstrate how the programs will benefit the
customer to achieve maximum sales potential.
Visit customers on site to assist in trouble shooting,
address concerns, and to follow up on the progress of a job.
Keep all inside and outside sales staff in your region
informed in regards to the dealer base, pending jobs, market information, and
product or program changes.
Gather statistical information such as sales volume, gross
profit and sales forecast by customer.
Implement a regular weekly call schedule with Residential
dealers and potential new accounts.
Understand and implement marketing programs for residential
Coordinate Residential dealer programs and provide
assistance to best utilize co-op dollars made available to the dealer.
Coordinate and host dealer meetings; including the
preparation of program and pricing materials.
Provide sales and product training to key Residential dealer
personnel, as requested by the dealer or management.
Collaborate with staff to exchange information and assist in
branch operations as required.
Travel within the province as required.
Skills and Qualifications
Proven sales ability as demonstrated by using effective
Knowledge of HVAC/R systems and the ability to discuss with
Understanding of the process orders, quotes, credits, and
back orders on the computer.
Understanding of the basic inventory, warehousing and stocking
Ability to handle multiple tasks, prioritize and meet
Problem solving and analytical skills.
Demonstrated integrity and ethical standards.
Energetic and self-motivated.
Ability to work efficiently in a fast paced work environment.
Superior organization skills.
Effective listening, communication skills (verbal and
written) and negotiating skills.
Must be able to use a computer and software (web based or
otherwise) provided by management and our suppliers. E.g. Microsoft Office
applications (Word, Excel, PowerPoint), distribution software, manufacturer/supplier programs and websites.
Ability to travel within the province.
Access to own vehicle, valid Class 5 driving license and
clean driving record.
School Diploma/GED required (Bachelor’s degree preferred)
2 years in a similar position (3 years preferred)
2 years in progressive position (3 years preferred)
distribution experience required
Not just a job, a career opportunity!
Leading in the air conditioning, refrigeration, and heating sectors for more than 75 years, we know that talented people are essential to maintaining our success in the future. Refrigerative Supply Limited provides an environment where employees leverage their skills, talents, experience, and interests to grow professionally and build rewarding careers.
Refrigerative Supply Limited is an equal opportunity employer. We would like to thank all applicants for their interest; however, only those selected will be contacted.