Territory Sales Manager – Mechanical Systems (HVAC-R/Air Systems)

at  Lock Search Group

Kelowna, BC
Lock Search Group has partnered with a national leader, distributor and manufacturer within the HVAC-R segment to bring on a Territory Manager in Kelowna, BC to join their experienced Commercial Sales Team. The Territory Manager is accountable for managing assigned territory, by building strong relationships with existing and new clients across the Interior and Northern BC market. This role, outside of a key focus on new account acquisition, involves offering technical support for quotes, preparing and submitting proposals, processing and tracking orders, and resolving issues. Strong communication skills, self-motivation, and a willingness to learn are essential. The ability to adapt to shifting priorities and respond promptly and reliably is also required.

REQUIREMENTS:

• 3-5 years’ outside, business development experience, preferably selling in the HVAC-R space with related mechanical equipment (Commercial HVAC & Air System Distribution)
• Post secondary education (Degree or 2-year diploma) desired, but not required if industry sales experience is present within the HVAC-R sector.
• Working Knowledge of Microsoft Word, Excel, PowerPoint, Outlook & Internet Explorer.
• Understanding of how to read & interpret construction drawings.
• Positive attitude, exemplary attendance, ethical business practices, and a reliable team member.
• Initiative to prospect for new business with a track-record of success managing a key account book of business within a territory.
• Ability and successfully history selling a ‘value-proposition’ as well on ‘total cost of ownership’
• Possess the people-skills to build relationships within the industry – networking is important.
• Strong written and verbal communication skills
• Attend trade shows as requested.
• Ability to support demand and problem solve in a fast-paced environment.
• Excellent time and organizational skills – ability to juggle multiple ‘to do list’ items.
• Must possess a Valid Driver’s Licence

• Negotiate and secure work while staying informed about market trends.
• Provide feedback to the Estimating Team on bids and pricing, incorporating workload forecasting for managed projects.
• Offer design guidance to engineers on product selection and project layouts.
• Collaborate interdepartmentally with Project Coordinators & Sales Support team to issue submittals.
• Build lasting customer relationships through open communication and trust.
• Manage and process change orders and site instructions, including pricing.
• Resolve order discrepancies with customers or site contacts on behalf of the Project Coordinator/Sales Support.
• Provide quotes for jobs not listed on bid boards, including email requests.
• Train staff in all stages of the sales process to maintain consistent service levels.
• Deliver exceptional customer service, prioritizing a “Customer First” approach.
• Continuously improve service quality to meet client expectations, reduce costs, and enhance the company’s competitive edge.
• Ensure adequate service levels and conduct reviews to identify causes, effects, and corrective actions, holding team members accountable.
• Notify customers when orders arrive and arrange delivery if needed.
• Close out completed projects by ensuring full invoicing and submission of maintenance documentation.
• Stay up to date with product developments and software tools through self-education and manufacturer training visits (some travel required when safe).
• Represent the company at site meetings and events as needed.
• Assist with customer events such as open houses, sporting events, and lunches as required.