Territory Manager
Ingersoll Rand - Grand Rapids, MI

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Primary Role:
Develop existing dealer accounts utilizing the Intentional Sales Call Process (ISP) and acquire new accounts using the Right New Dealer Acquisition Process (RNDAP) and create customer value that will drive 100% customer loyalty and satisfaction to achieve territory plan as assigned by the Dealer Sales Office.

Major Responsibilities:
•Generate budgeted sales, manage mix, and pricing to achieve margin goals in assigned sales territory
•Develop strong working relationships within all levels of existing customers
•Develop new customer base
•Know territory competition, utilities, builders and dealers
•Expand light commercial market penetration
•Work closely with inside sales team to assure complete customer coverage
•Territory planning & management of all accounts as assigned by the DSO office
•Enlisting participation of dealers in technical, sales, service and business development training
•Resolving dealer billing issues with assistance from Qwik-fix and DSO office personnel
•Implementation of DSO Marketing and Advertising Plans
•Acquiring competitive product & marketing information
•Development and maintenance of "Utility" and "Trade Association" relationships
•Implementation and promotion of DSO Consumer Sales Plans
•Development and execution of pricing strategies with assigned accounts
•If applicable, interface w/Trane Credit to resolve credit challenges
•Implementation of tactical business planning including development of competitive price studies
•Active participation in DSO Monthly Sales Meetings
•Active participation in quarterly SMS (Self-Management-System) presentations
•Execute "Owning the Sales Process" goals and strategies
•Deliver and execute consumer sales plans as directed by DSO leadership

Key Competencies:
•Demonstrated competency in consultative, relationship, listening, and selling skills
•Demonstrated proficiency in business and problem solving skills (including at the consumer level)
•Demonstrated knowledge of HVAC products and HVAC systems applications
•Highly self-motivated, goal oriented
•Strong communication and interpersonal skills
•Ability to work well in a team environment
•Demonstrated competence in computer usage. Knowledge of Microsoft Office preferred.
•Demonstrated proficiency in planning, organizing, and prioritizing
•Must have a valid drivers license and means to drive to customers

Residential Solutions, a business comprised of well-known brands like Schlage and Trane, delivers safety, comfort and efficiency to homeowners throughout the Americas and has recently expanded into India. Our quality products, services and solutions include mechanical and electronic locks, heating and air conditioning systems, indoor air quality solutions, advanced controls, portable security systems and remote home management through Nexia™ Home Intelligence.

We are committed to helping you reach your professional, personal and financial goals. We offer competitive compensation that aligns with our business strategies and comprehensive benefits to help you live your healthiest. We are committed to building an inclusive and diverse culture that engages as well as values the different backgrounds and experiences of our employee, which, in turn, spurs innovation, generates creative solutions and enhances our customer relations.

If you share our passion for inspiring progress—for bringing about bold shifts in how people, economies and societies operate—then you belong with Ingersoll Rand. Progress begins with you.

Ingersoll Rand is committed to a diverse workforce and is an Equal Opportunity Employer.

Ingersoll Rand - 19 months ago - save job
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Ingersoll Rand is a global diversified firm in which our people, our products, our systems and our services work together to inspire...