Now Hiring - BRS Sales & Marketing - Territory Sales Representative in Baltimore, MD MD

Full description of the position

With a legacy spanning more than 50 years, BRS Sales & Marketing has emerged as the most innovative sales and marketing partner in the HVAC/R and IAQ sectors in the mid-Atlantic and southeast regions. 

The Territory Manager - Maryland/Delaware will call on new and existing accounts in assigned territory. Key responsibilities include sales growth, building relationships with customers, new product introductions, problem resolution, and customer training. This role is responsible for territory saturation and sales growth through excellence in customer service and utilization of company sales tools and systems. This role calls on customers independently in person and via phone calls and video. 

Primary Duties

Territory Planning

     Develop thorough knowledge base of customers in the territory.

     Categorize and prioritize accounts and allocate time accordingly.

     Monitor competition by gathering current marketplace information on pricing, products, new products, and delivery schedules and merchandising techniques.

Sales Planning

     Develop and implement a sales plan in accordance with the overall sales goals and objectives of the company for the assigned territory.

     Track and monitor progress.

     Service and grow existing accounts and establish new accounts by planning and organizing daily work schedule.

Customer Engagement

     Initiate contact with customers and develop relationship with influencers and decision makers. Questions, listens, and observes to uncover customer needs.

     Take a consultative approach to sales by proposing products and marketing programs that are linked to customer needs. Articulates the value of programs in terms of resolving customer pain points and meeting customer needs.

     Establish strong relationships with customers by being visible and responsive through frequent in-person interaction.

     Provide insights about the market, industry, manufacturer marketing programs, and other opportunities available for customers.

     Provide training/presentations on a full range of agency product offerings to a broad range of customers (wholesalers, contractors, engineers, etc.).

     Develop a trusted business advisor relationship with customers.

     Serve as the main point of contact to resolve customer issues or problems. Resolve customer complaints by investigating problems, developing solutions, preparing reports, making recommendations to management.

Track and Report

     Maintain detailed account, customer and other pertinent information in the CRM, RepFabric.

     Keep management informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly/annual territory analyses through RepFabric.

Maintain Expertise

     Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing professional networks, participating in professional societies

     Collaborate with other BRS team members by sharing knowledge and seeking input on problems and ideas.

Represents BRS Sales & Marketing

     Serve as a representative of the company at trade association meetings, industry events, open houses, and other events at the customers requests.

All other duties assigned

Minimum Educational & Experience Requirements

     Bachelors degree in business, marketing, facilities management or related field

     Minimum 2 years of sales experience preferably in HVAC/R industry

     Successful history of obtaining and exceeding outside sales goals

     HVAC/R experience

     Valid drivers license

Minimum Skill Requirements

     Ability to travel (up to 75%) within territory and occasionally outside territory (by car or air)

     High degree of proficiency working within a CRM

      Strong organizational and time management skills with demonstrated ability to plan and organize daily activities

     High level of customer focus

     Exceptional interpersonal skills

     Strong analytical and problem solving skills

     Effective and professional verbal and written communications including presentations

     Goal oriented with a high degree of initiative

     Working knowledge of Microsoft Office (Word, Excel, PowerPoint, OneNote) and DropBox

     Requires strong self-governance, a proactive approach, personal accountability, and independence

Benefits

• Competitive base salary, incentive bonuses, annual bonus
• Vehicle reimbursement program
• Health insurance (includes vision)
• Dental insurance
• 401(k) with company contribution
• Paid time off
• 10 paid holidays
• Professional development opportunities

Physical Demands

In terms of an 8-hour workday, occasional equals 1% to 33%, frequent equals 34% to 66% and continuous equals 67% to 100%. However, some duties are performed monthly, annually or sporadically throughout the year and are essential functions. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions of the position.

     Continuous travel throughout territory

     Continuous remaining in a stationary position, particularly, but not limited to, at a desktop computer and in an automobile

     Frequent visual review of print and electronic documents

     Frequent repetitive use of hands/arms; particularly concerning typing, writing, phone & computer use

     Continuous communication: verbal and written, in-person, phone and electronic

Work Environment

     Travel to clients, prospects, and BRS facilities

     Office Environment