Commercial Territory Manager

Position Purpose:

The Regional Commercial Sales Manager for Heritage Pool is responsible for organizing, building, and managing a highly effective, growth-oriented sales team to serve the Heritage Commercial Sales division, focusing on both bid/spec and institutional direct markets. This role requires the individual to directly perform sales activities related to bid/spec projects and institutional direct commercial swimming pool equipment by conducting onsite visits with institutional aquatic facilities, commercial pool builders, and aquatic consultants. The successful candidate will establish and nurture customer relationships, lead the sales team to identify and develop new business opportunities, collaborate with vendors on sales promotions, and create and implement a comprehensive annual sales plan, reflecting the company's goals and market opportunities.

Key Responsibilities:

- Develop and implement targeted strategies to expand market presence and achieve revenue growth objectives within the assigned sales region.
- Lead and mentor a high-performing sales team, fostering a culture of accountability, collaboration, and excellence to meet and exceed sales targets in bid/spec and institutional direct markets.
- Drive business development initiatives by identifying and establishing relationships with key stakeholders in institutional aquatic facilities, commercial pool builders, and aquatic consultants.
- Collaborate with vendors to design and execute sales promotions and programs that enhance market competitiveness and align with company objectives.
- Conduct regular onsite visits to assess client needs, build strong customer relationships, and ensure high levels of customer satisfaction and retention.
- Analyze market trends and industry developments to identify new business opportunities and inform strategic decision-making processes.
- Develop and manage an annual sales plan, setting clear objectives and performance metrics to monitor progress and optimize sales operations.
- Report regularly on sales performance, providing actionable insights and recommendations to senior management to drive continuous improvement.

Direct Manager Direct Reports:

Regional Commercial Sales Manager - Heritage Pool

The Regional Commercial Sales Manager reports directly to the VP of Commercial Sales of Heritage Pool Supply. This position does not currently oversee any direct reports. The manager is responsible for organizing, building, and managing a growth-oriented sales team that targets bid/spec and institutional direct markets. This role encompasses personal performance in bid/spec project and institutional direct commercial swimming pool equipment sales, alongside future leadership capabilities within the specified region.

Travel Requirements:

The Regional Commercial Sales Manager in the Heritage Pool is required to travel extensively across the assigned region to conduct onsite visits with institutional aquatic facilities, commercial pool builders, and aquatic consultants, ensuring a consistent presence in the market and fostering key business relationships.

Physical Requirements:

The Regional Commercial Sales Manager position at Heritage Pool Supply involves a combination of office-based work and field activities inherent to the dynamic nature of the role. Standard office responsibilities include frequently using a computer for tasks such as developing sales plans, reporting, and communication, requiring prolonged periods of sitting. The role also demands regular travel for on-site visits with customers and partners, necessitating the ability to walk, stand, and move within a variety of environments, which may include swimming pool facilities and construction sites. Additionally, the position may involve lifting and carrying materials or equipment weighing up to 25 pounds.

We are committed to ensuring that this role is accessible to all qualified candidates and encourage individuals who require accommodations to reach out. Heritage Pool Supply is dedicated to providing reasonable accommodations that allow employees to perform essential job functions with efficiency and integrity, maintaining our commitment to diversity and inclusivity in the workplace.

Working Conditions:

As a Regional Commercial Sales Manager at Heritage Pool Supply, you will thrive in a hybrid work environment that combines the rigor of office-based collaboration with the flexibility of remote work capabilities. This role is embedded in a fast-paced, deadline-driven setting where multitasking and proactive problem-solving are pivotal. Balancing time between strategic planning in a professional office atmosphere and dynamic, remote customer engagements will be integral to your success. You will navigate shifting priorities and inherently complex project management tasks, supported by cutting-edge communication tools and technologies to foster seamless interactions with both internal teams and external partners. This role demands resilience and a high degree of adaptability, with a strong focus on results and exceeding performance targets to drive the company’s growth in the competitive POOL/AQUATICS market.

Minimum Qualifications:

- Bachelor’s degree in Business Administration, Marketing, or a related field, or equivalent experience
- Minimum of 5 years of experience in sales management within the pool/aquatics industry, particularly in a B2B setting
- Demonstrated expertise in managing and driving sales for a multi-million-dollar territory
- Strong experience in leading and developing high-performing sales teams
- Proven success in establishing and nurturing strategic relationships with institutional clients, including commercial pool builders and aquatic consultants
- Proficiency in crafting and executing strategic sales plans to meet and exceed sales targets
- In-depth understanding of bid/spec and institutional direct market dynamics and customer needs
- Advanced communication, negotiation, and interpersonal skills with a customer-focused mentality
- Exceptional organizational skills, with an ability to multitask and prioritize effectively in a fast-paced environment
- Proficient in Microsoft Office Suite and CRM software for sales tracking and management
- Ability to travel extensively within the assigned region to engage with clients and foster relationships
- Valid driver’s license and ability to pass a comprehensive background check, including criminal and driving history, as well as a pre-employment drug screening

Preferred Qualifications:

- Advanced Industry Knowledge: Extensive experience and profound understanding of the institutional and commercial pool supply sector, with the ability to navigate emerging trends and innovate within the marketplace.

- Leadership Excellence: Demonstrated experience in leading cross-functional teams with a focus on driving performance, fostering collaboration, and mentoring future leaders within a sales-oriented environment.

- Strategic Acumen: Proven ability to develop and implement data-driven sales strategies that align with corporate goals and drive significant territory growth and market share.

- Relationship Building: Exceptional proficiency in establishing and maintaining strong relationships with key stakeholders, including institutional aquatic facilities, commercial pool builders, and aquatic consultants.

- Analytical Skills: Strong analytical capabilities to assess market dynamics, identify opportunities for growth, and measure the effectiveness of sales initiatives for continuous improvement.

- Technological Proficiency: Familiarity with contemporary CRM software and related sales tools to support streamlined communication and reporting processes, ensuring data-driven decision-making.

- Negotiation Expertise: Skilled negotiator able to secure advantageous partnerships and contracts, maximizing value for both the company and its clients.

- Educational Background: Advanced degree in Business Administration, Marketing, or a related field is preferred, highlighting an academic foundation of business principles and market analysis.

Candidates who possess these preferred qualifications will be uniquely positioned to excel in guiding Heritage Pool Supply towards its ambitious sales and growth objectives.

Minimum Education:

Bachelor's degree in Business Administration, Marketing, Sales, or a related field from an accredited institution is required. An advanced degree or equivalent experience in the commercial sales sector is preferred.

Preferred Education:

A bachelor's degree in Business Administration, Marketing, or a related field is preferred, with an advanced degree or MBA considered advantageous.

Minimum Years Of Work Experience:

Minimum of 7 years of professional experience in a sales management role within the commercial sales sector, particularly within the pool/aquatics or related industry.

Certifications:

- While specific certifications are not explicitly required or preferred for the Regional Commercial Sales Manager position at Heritage Pool Supply, candidates with relevant industry certifications such as Certified Pool & Spa Operator (CPO) or Certified Building Professional (CBP) may be advantageous.
- Demonstrated expertise through relevant sales certifications or training programs in B2B sales management is also beneficial.

Please note that meeting eligibility for standard employment background checks and assessments, as outlined in the qualifications, is mandatory.

Competencies:

1. Strategic Relationship Building: Demonstrated expertise in establishing and nurturing both new and existing customer relationships. This includes fostering partnerships with institutional aquatic facilities, commercial pool builders, and aquatic consultants to drive business growth and customer loyalty.

2. Sales Leadership and Team Development: Proven ability in leading and developing a high-performing sales team. This involves guiding the team to identify and seize new business opportunities in the pool industry, ensuring consistent performance and development through mentorship and coaching.

3. Market Strategy and Sales Planning: Skill in crafting comprehensive annual sales plans tailored to the pool/aquatics market. This involves setting strategic objectives, aligning team efforts with business goals, and adapting strategies based on market trends to optimize sales outcomes.

4. Communication and Vendor Collaboration: Exceptional communication skills for effective collaboration with vendors, customers, and team members. Ability to negotiate, promote sales programs, and facilitate market promotions to enhance product visibility and customer engagement.

5. Organizational Skills and Territory Management: Expertise in managing a multi-million-dollar territory. This includes structuring and organizing sales activities, prioritizing tasks, and utilizing resources efficiently to maximize territory growth and achieve sales targets consistently.

6. Outcome-Oriented Problem Solving: Adept at analyzing complex scenarios and developing actionable solutions that drive sales and operational success. This competency supports adaptability and proactivity in addressing customer needs and overcoming market challenges.

7. Self-Motivation and Cultural Alignment: A self-starter mindset with the ability to work independently while aligning with the company's entrepreneurial and customer-centered culture. Commitment to embodying the corporate ethos of "Make Money and Have Fun!" to inspire team members and foster a positive work environment.

8. Veteran-Friendly Leadership: Ability to integrate leadership, teamwork, and integrity principles learned from military experience into corporate settings, enhancing performance and safety. This ensures a diverse and competent team dynamic aligned with organizational goals.

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