Territory Sales Manager – Eastern Ontario
Gustav Klauke
Richmond Hill, ON
Requisition ID: (18017946)
Primary Location: Canada-Ontario-Richmond Hill
Job Function: Sales
Job Posting Date: Dec 3, 2018, 8:45:04 AM

Emerson Commercial and Residential Solutions has an immediate opening for a Territory Sales Manager – Eastern Ontario reporting to the Executive Director. The Territory Sales Manager is responsible for driving sales growth of commercial & residential solutions HVACR portfolio through Emerson distributors and contractors. Emerson Commercial and Residential Solutions has been a leading provider of heating and cooling solutions for commercial & residential applications, serving HVACR wholesale distribution for more than 75 years. In this role you will develop long-term, value-add relationships with customers, developing sales, marketing and training plans to help your customers grow their business. Take advantage of this excellent opportunity to join Emerson, where you can excel in a fast-paced, performance-based, team atmosphere, delivering Emerson value into the HVACR wholesale distribution channel.

This position covers the Eastern Ontario Region. It is home-based and will require daily travel within the territory, averaging 6 - 12 overnight trips per month.

We are looking for a person that will fit perfectly with our very talented team of specialists, in an industry that has an incredibly bright future. The right individual will be in a work environment that provides continuous learning, coaching, development, collaboration opportunities, and will receive support from our dedicated, knowledgeable and diverse team.

About Emerson (NYSE: EMR)

At Emerson, we are innovators and problem-solvers, focused on a common purpose: leaving our world in a better place than we found it. Each and every day, our foundational values—integrity, safety and quality, supporting our people, customer focus, continuous improvement, collaboration and innovation—inform every decision we make and empower our employees to keep reaching higher.

As a global technology and engineering leader, we provide groundbreaking solutions for customers in industrial, commercial, and residential markets.

Our Emerson Automation Solutions business helps process, hybrid, and discrete manufacturers maximize production and protect personnel and the environment while optimizing their energy and operating costs. Our Emerson Commercial & Residential Solutions business helps ensure human comfort and health, protect food quality and safety, advance energy efficiency and create sustainable infrastructure.

Emerson, a Fortune 500 company with $15.3 billion in sales and 200 manufacturing locations worldwide, is committed to helping employees grow and thrive throughout their careers.

Whether you're an established professional looking for a career change, an undergraduate student exploring options or a recent MBA graduate, you'll find a variety of opportunities at Emerson. Join our team and start your journey today.

Emerson Commercial & Residential Solutions, a business segment of Emerson, is the world’s leading provider of heating, air conditioning and refrigeration solutions for residential, industrial and commercial applications. The group combines best-in-class technology with proven engineering, design, distribution, educational and monitoring services to provide customized, integrated climate-control solutions for customers worldwide. The innovative solutions of Emerson Commercial & Residential Solutions, which include industry-leading brands such as Copeland Scroll™, White-Rodgers™ and Sensi™. improve human comfort, safeguard food and protect the environment. For more information, visit EmersonClimate.com.

Territory Sales Manager – Wholesale Distribution Responsibilities/Objectives:

Develop & achieve annual sales plan with territory accounts across thermostats, compression, heating & cooling controls
Develop, build and nurture wholesaler and contractor business relationships, resulting in a mutual and beneficial partnering position
Demand creation - Develop pull-through sales process with territory contractors, delivering product & application knowledge and implementing Contractor Rewards Program
Identify and implement account-specific, training opportunities that enable “teaching for differentiation” centered around Emerson product portfolio
Identify how, to whom, and when to provide merchandising, sales program, stocking programs and product training – wholesaler and contractor customers – resulting in offering valuable perspectives on the market & territory
Develop sales, marketing and training plans at identified branch locations - open houses, lunch & learn sessions, trade show events, distributor ride-alongs; Develop shared performance metrics for identified branch locations.
Provide feedback to product & marketing teams for product enhancements driving portfolio growth

Territory Sales Manager Competencies:
Promotes & sells Emerson products, bridging from contractors to distributors
Attains sales objectives through planning & organizing
Manages & optimizes territory & key account coverage
Builds, actively manages distributor relationships
Helps contractors’ business grow & prosper
Trains & educates on Emerson products/solutions
Provides industry insight & product knowledge expertise

Basic Qualifications:
BA/BS degree – prefer Business Administration, Marketing, Management & Leadership, Professional Sales
3+ years of proven sales experience (face-to-face/personal selling) working with existing and new customers. (Consideration provided to candidates with a strong marketing background in lieu of sales experience.)
2+ years of sales experience supporting 2-step HVACR wholesale distribution, MRO, Plumbing channels, other technical sales/market experience
Verbal communication skills (in-person, conference calls, presentations) and business writing proficiency (transactional – emails; informational - call reports, meeting minutes; persuasive - customer proposals)
Computer literacy and proficient in software skills (Microsoft Office: Outlook, Word, Excel, PowerPoint)
Ability to work independently, while being coachable in a remote virtual environment, utilizing technology to remain in touch
Ability for daily travel within Territory, averaging 6 – 12 overnight trips per month

Preferred Competency Qualifications:
Demonstrated performance in the 7 Territory Sales Manager Competencies
Coachable – Learning agility from all aspects of the wholesale organization
Ability to engage the sales process across all levels of the customer’s organization
High organization and planning skills including project management with customers
Gains trust by quickly resolving customer problems & issues
Passionate about delivering Emerson portfolio value to Distributors & Contractors
Collaborates & networks with the wholesale team and customers remotely
Comprehension of smart home technology – product delivery & install across channels to homeowner

Working Requirements:
Must entertain and travel in the evenings, travel weekends or Sundays. Stress due to unavailable product, Wholesaler complaints and internal/external deadlines. A driver’s license is mandatory for employment. Responsibility for territory growth success. Travel required 50% to 85% of the time.

EEO Statement:
Emerson is an equal opportunity employer committed to providing a workplace free of any discrimination or harassment. We encourage all qualified applicants to apply including women, Aboriginal Peoples, members of visible minorities and persons with disabilities. Reasonable accommodations are available at all stages of recruitment, selection and employment. If you have an accommodation need, please contact Human Resources or Accessibility.Canada@Emerson.com to make appropriate arrangements.

If you feel that you have the skills and qualifications for this position and would like to become a member of the Emerson Canada Team, please apply through the Emerson Careers site.

We welcome and thank all applicants, but only those selected for an interview will be contacted.