HVAC Mechancial and Refrigeration Territory Manager

Position Overview

The Territory Manager (TM) is responsible for driving sales growth, building strong contractor
relationships, and representing our full line of HVAC and refrigeration products. This role focuses on
supporting mechanical and refrigeration contractors by providing technical expertise, business
development support, and consistent engagement to ensure long-term partnerships and increased
market share.

Key Responsibilities

Contractor Engagement & Relationship Building
• Develop and maintain strong, trust-based relationships with mechanical and refrigeration
contractors, particularly those with established service fleets (10+ trucks).
• Act as the primary point of contact for contractor accounts, ensuring their business needs, product
requirements, and service expectations are met.
• Support contractors with sales tools, resources, and programs that help grow their business.

Sales & Business Development
• Drive sales of HVAC and refrigeration equipment, parts, and supplies by targeting key contractor
accounts.
• Identify, onboard, and grow new contractor relationships in coordination with the appropriate
internal teams.
• Monitor contractor purchasing patterns and proactively address gaps in product usage or missed
opportunities.
• Meet or exceed territory sales goals through effective territory planning and execution.

Technical & Product Support
• Provide contractors with technical knowledge on product applications, system design, and
installation best practices.
• Conduct in-field visits and ride-alongs to assist contractors with project bids, equipment selection,
and troubleshooting support.
• Deliver training sessions on new products, warranty procedures, and efficiency standards.

Program & Warranty Administration
• Communicate and promote contractor incentive programs, rebates, and financing opportunities.
• Guide contractors through warranty processes, ensuring equipment replacements and
reimbursements are handled efficiently.
• Track and follow up on program participation, rebate submissions, and performance-based
incentives.

Market Representation
• Represent the company’s product lines—including HVAC, refrigeration, and related
accessories—in the contractor market.
• Attend trade shows, industry events, and factory tours to strengthen brand visibility and credibility.
• Provide market feedback to leadership on competitor activity, pricing trends, and contractor needs.

Additional Job Information  

Qualifications

• 3–5 years of HVAC/refrigeration sales or technical experience, preferably with direct contractor
engagement.
• Strong knowledge of HVAC and refrigeration systems, applications, and industry best practices.
• Proven ability to build lasting contractor relationships and deliver business growth.
• Excellent communication, presentation, and problem-solving skills.
• Self-motivated, results-driven, and able to manage a large contractor territory with limited
supervision.

Performance Metrics
• Territory sales growth and revenue achievement.
• Number of new contractor accounts onboarded and retained.
• Contractor satisfaction and engagement levels.
• Increased product line penetration within contractor accounts.
• Warranty and rebate program compliance and utilization.

Benefits
• Blue Cross Blue Shield Health Insurance (after 90 days)
• Vision, dental and other ancillary programs through Mutual of Omaha (after 90 days)
• Employer Sponsored Life Insurance ($50,000) (after 90 days)
• Employer sponsored Long Term Disability
• 6 Paid Holidays
• Up to 15 days vacation and sick time
• 401k Plan (3% 100% match, 4-5% 50% match)
• Johnstone University online training
• Johnstone University off-site training