Area Sales Manager/Territory Manager - Eden Prairie, MN

AREA SALES MANAGER/TERRITORY MANAGER has responsibility for the southern half of the US.

Compensation: base + bonus salary potential of $110,000 (uncapped bonus potential)

This could be the job you’ve been waiting for. As part of Pinnacle Climate Technologies team, you are working in an innovative, customer-driven, and highly collaborative team environment, focused on providing air quality, comfort, and safety solutions.

Work with us and take your career to new heights.

This position is flexible to be located in our Eden Prairie or Sauk Rapids, MN offices.

Why work at Pinnacle?

• We are a North American leader in air quality, comfort, and safety solutions
• We are industry visionaries
• We solve the big problems, advancing air quality, comfort and safety, through innovative technology and customer-driven features, performance, and designs
• We are committed to ensuring our products and services provide greater quality to our customers & greater environmental and social value to our planet
• We are curious problem solvers who strive to bring big ideas to life
• We are creative and scrappy, but can navigate the finer points of business with ease
• We are agile and adaptable, but work with precision to ensure we deliver top-notch customer experiences, above all else.

Position Summary:

The Territory Manager is responsible for generating budget-level revenues and profits on the sale of company products to Industrial/Commercial and Rental Division channel partners, Strategic and National Accounts, and end-users in the assigned geographical region. Key deliverables are revenues, profits, customer satisfaction, and sales mix. Primary focus is on growing volume with existing accounts and developing high-potential new accounts. Territory Manager serves as the key link between the market (channel partners, customers and prospects) and key functional areas within the company including Marketing, Customer Care, Product Management, and Accounting.

Primary Responsibilities

• Achieve assigned sales, profit and sales mix goals using company’s sales process “Action Selling”.
• Responsible for territory management to maximize productivity and results.
• Manage current dealer networks through various prospecting methods to include heavy phone use, personal visits, electronic media as well as trade shows, to strengthen the brand, enhance dealer relationships and grow P.C.T. sales.
• Create and execute an annual territory sales and marketing plan to be approved by Sales leader.
• Balance advocacy between company, channel partners, and end-user customers.
• Champion “Voice of Customer” throughout the company.
• Develop productive and enduring relationships with regional and district operations of key National Accounts.
• Develop new quality channel-partners or end-user customers in assigned industries, using product knowledge to sell product as well as analyze needs, advise on equipment purchases, answer technical questions, and recommend solutions to grow potential sales opportunities.
• Build strategic relationships with decision makers in assigned territories. Enhance relationships by actively engaging with our channel partners on their key business drivers and proactively identify and develop sales opportunities.
• Advise management of strengths and weaknesses of Company products compared to the competition.
• Maintain NetSuite CRM with all channel partners and end-customers information.
• Manage dealer orders with the support of Customer Care and Inside Sales in an efficient and thorough manner.
• Develop impactful sales presentations for various decision-making audiences to close new business.
• Prepare and submit monthly reports on activities, sales volume, expenses, etc.
• Maintain contracts for effective renewal and pricing policy changes.
• Attend regional and national trades shows, conferences and seminars as deemed necessary in assigned industries.
• Train channel partners on P.C.T. product line in the field and thru electronic media to assist in selling to the end-user.
• Research business opportunities in assigned industries, this includes but is not limited to new market and product niches.
• Partner with VP of Sales and Customer Care on sales responsibilities as well as various assigned projects.
• Other duties as assigned from time to time.

Qualifications and Skills

• Bachelor’s Degree in Science, Marketing or Business or equivalent education and experience
• 5+ years’ of sales experience
• Experience and success selling to large industrial and construction equipment distributors and major rental outlets
• Key account management/acquisition/retention
• Contract and price negotiation
• New business development
• Experience selling through sales rep agencies (preferred) and independent dealer networks (a plus)
• Strong analytical skills demonstrated by previous experience utilizing CRM systems for tracking and recording sales, effective business planning and data-driven strategy for maintaining current and securing new customers
• Strong communication and influence skills to negotiate and close sales deals
• Ability to develop strong relationships and build rapport across a wide range of customers along with senior leaders
• Must be proficient at utilizing business tools including PowerPoint, Excel, Word, NetSuite (CRM) System
• High level of integrity, sales drive, accountability, competitiveness, and judgment
• Well organized and self-directed
• Valid driver’s license
• Frequent travel required within assigned territory
• Legally able to work in the US

Reporting Relationship

• Reports to the National Sales Director – Industrial/Commercial/Rental
• Collaborate with Customer Care, Engineering, Operations, Purchasing, Marketing, and other internal functions

* Competitive base salary along with bonus opportunity. Excellent Benefit Program.