Job description

As a Commercial Territory Manager , you will drive sales growth by developing new business opportunities, strengthening relationships with existing customers, and delivering solutions that meet their needs. You will manage accounts and prospects within an assigned territory, with a focus on growing local market share and supporting key or strategic accounts as needed. Key Responsibilities • Drive Sales Growth: Identify and develop new business opportunities while expanding relationships and sales with existing customers. • Provide Product Solutions: Recommend the right products and solutions based on customer needs, product specifications, industry requirements, and applicable regulations. • Manage Commercial Terms: Negotiate pricing, terms of sale, and service agreements to achieve mutually beneficial outcomes. • Build Customer Relationships: Deliver a high level of post-sale support and customer satisfaction by fostering strong, long-term relationships that drive retention and repeat business. • Develop Territory Strategies: Create and execute annual, quarterly, and monthly account and territory plans designed to achieve sales and growth objectives. • Support Key Accounts: Manage a select group of key or named accounts, developing strategies to strengthen partnerships and maximize business opportunities. • Coach and Mentor: Provide guidance and mentorship to less experienced sales representatives as needed, sharing product knowledge, sales strategies, and best practices. • Bachelor’s degree in a related field, or an equivalent combination of education and relevant experience. • Minimum of 1 year of related sales or industry experience. • Proven ability to build and maintain strong customer relationships and understand customer needs. • Strong listening, communication, persuasion, negotiation, and time-management skills. • Knowledge of sales principles and practices, including sales strategies, product demonstrations, sales techniques, and account management. • Strong understanding of customer service principles, including assessing customer needs, meeting service expectations, and measuring customer satisfaction. • Excellent written and verbal communication skills with the ability to effectively communicate with customers and internal stakeholders. • Intermediate knowledge of industry products, solutions, and applications. • Proficiency with Microsoft Office Suite and Customer Relationship Management (CRM) software. • Ability to work independently, manage priorities, and effectively execute territory and account plans. Compensation : This is a salaried exempt role. The starting salary range for this role and market is between $101,600 - $133,350 annually. Factors that may affect starting salary include geography/market and the skills, education, experience, and other qualifications of the successful candidate. Under the plan, target compensation is anticipated to be 65% base salary and 35% commission. New hires are guaranteed to receive at least the target commission for six months. The competitive compensation plan also includes an uncapped bonus structure based on performance exceeding 100% of the plan across three individual categories. The bonus amount increases as performance surpasses quota, so the potential payout is not fixed and can grow as over-quota achievements increase. Benefits : Subject to applicable eligibility requirements, the following benefits are offered for this role: tuition reimbursement; medical, dental, and vision insurance; prescription drug coverage; 401(k) retirement plan; short-term disability insurance; 8 weeks paid birthing leave; 2 weeks paid bonding leave; life and long-term disability insurance. Depending on date of hire, and subject to applicable eligibility requirements, new employees in this role also receive up to: 12 days paid time off, 2 paid well-being days, 1 paid volunteer day, 12 paid holidays, and 3 floating holidays per year. Our Culture : At Lennox, our Core Values of Integrity, Respect & Excellence are ingrained in the fabric of the organization. They define our culture – which is about how we do business and how we treat others. Lennox is not just a workplace; we are a global community that values each team member’s contributions. As an equal opportunity employer, we are committed to recruit, develop, and retain talented individuals from a wide range of backgrounds, ensuring that everyone has the opportunity to succeed and contribute to our continued growth and success. At Lennox, you’ll take pride in our brands, knowing you are part of something special. Come, stay, and grow with us! Disclaimers: The compensation and benefits information is accurate as of the date of this posting. Lennox reserves the right to modify this information at any time, with or without notice, subject to applicable law. We may use automated tools, including artificial intelligence, to support parts of our hiring process, such as application review and interview scheduling. These tools assist our teams but do not replace human decision-making. If you need an accommodation or have questions, please contact CandidateAccommodations@Lennox.com. Lennox (NYSE: LII) Driven by 130 years of legacy, HVAC and refrigeration success, Lennox provides our residential and commercial customers with industry-leading climate-control solutions. At Lennox, we win as a team, aiming for excellence and delivering innovative, sustainable products and services. Our culture guides us and creates a workplace where all employees feel heard and welcomed. Lennox is a global community that values each team member’s contributions and offers a supportive environment for career development. Come, stay, and grow with us. We can recommend jobs specifically for you! Click here to get started.

Requirements

Must-haves

Drive Sales Growth: Identify and develop new business opportunities while expanding relationships and sales with existing customers.
Provide Product Solutions: Recommend the right products and solutions based on customer needs, product specifications, industry requirements, and applicable regulations.
Manage Commercial Terms: Negotiate pricing, terms of sale, and service agreements to achieve mutually beneficial outcomes.
Build Customer Relationships: Deliver a high level of post-sale support and customer satisfaction by fostering strong, long-term relationships that drive retention and repeat business.
Develop Territory Strategies: Create and execute annual, quarterly, and monthly account and territory plans designed to achieve sales and growth objectives.
Support Key Accounts: Manage a select group of key or named accounts, developing strategies to strengthen partnerships and maximize business opportunities.
Coach and Mentor: Provide guidance and mentorship to less experienced sales representatives as needed, sharing product knowledge, sales strategies, and best practices.
Bachelor’s degree in a related field, or an equivalent combination of education and relevant experience.
Minimum of 1 year of related sales or industry experience.
Proven ability to build and maintain strong customer relationships and understand customer needs.
Strong listening, communication, persuasion, negotiation, and time-management skills.
Knowledge of sales principles and practices, including sales strategies, product demonstrations, sales techniques, and account management.
Strong understanding of customer service principles, including assessing customer needs, meeting service expectations, and measuring customer satisfaction.
Excellent written and verbal communication skills with the ability to effectively communicate with customers and internal stakeholders.
Intermediate knowledge of industry products, solutions, and applications.
Proficiency with Microsoft Office Suite and Customer Relationship Management (CRM) software.
Ability to work independently, manage priorities, and effectively execute territory and account plans.
Disclaimers: The compensation and benefits information is accurate as of the date of this posting. Lennox reserves the right to modify this information at any time, with or without notice, subject to applicable law.
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Click here to get started.

Nice-to-haves

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Platform: icims
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Paid Time Off