District Sales Manager

District Sales Manager

At Trane Technologies and through our businesses including Trane and Thermo King, we create innovative climate solutions for buildings, homes, and transportation that challenge what's possible for a sustainable world. We're a team that dares to look at the world's challenges and see impactful possibilities. We believe in a better future when we uplift others and enable our people to thrive at work and at home. We boldly go.

Thermo King Corporation is hiring a District Sales Manager to join our team in the East Region. In this role, you will be responsible for developing sales strategies, supporting, and coaching dealer representatives, and meeting financial targets for accounts within the district. We are seeking a results-driven District Sales Manager (DSM) to lead and manage the sales performance within a defined territory. The District Sales Manager (DSM) will be responsible for overseeing a network of dealers, implementing strategic customer plans, managing the product pipeline, and leading the forecasting process. This role requires strong leadership, analytical skills, and a deep understanding of sales processes to drive business growth and exceed sales targets.

Also, in partnership with the District Service Manager, your responsibilities and objectives will be to develop plans to secure revenue growth, improve Dealer performance, capture competitive accounts, and focus efforts on sales for new and existing product lines.

Thrive at work and at home:

• Benefits kick in on DAY ONE for you and your family, including health insurance and holistic wellness programs that include generous incentives – WE DARE TO CARE!
• Family building benefits include fertility coverage and adoption/surrogacy assistance.
• 401K match up to 6%, plus an additional 2% core contribution = up to 8% company contribution.
• Paid time off, including in support of volunteer and parental leave needs.
• Educational and training opportunities through company programs along with tuition assistance and student debt support.

Where is the work: This position has been designated as Remote from New York, New Jersey, Pennsylvania, Connecticut or Massachusetts. Estimated travel is 60-70%.

What you will do:

• In conjunction with the dealer representatives, develop and manage the annual operating plans for the district including a regular cadence for AOP updates and communication.
• Working through the dealer distribution channel in the district, develop profitable business with new and existing customers.
• Utilize solid understanding of the customer's business to assess needs and suggest solutions utilizing Thermo King products and services.
• Provide marketplace feedback, including competitive information, customer expectations, industry trends, etc. to internal stakeholders for continued market understanding and product development.
• Follow and coach the sales process to ensure excellent customer experience and develop/maintain pipeline and forecast management.
• Monitor KPIs and sales metrics to ensure targets are achieved or exceeded. Ie; Tableau
• Report regularly on district performance, pipeline health, and forecast accuracy to Regional Director.
• Train, coach, and develop dealers to ensure high levels of performance and customer satisfaction.
• In conjunction with dealer support, build strong relationships with the end users/owners.

What you will bring:

• Bachelor's degree in engineering, engineering technology, business or equivalent from a four-year college or university preferred, or equivalent combination of education and experience.
• Recommended three (3) years' experience in Refrigeration/HVAC sales.
• Knowledge of Salesforce preferred.
• Must possess a valid driver's license for a minimum of 12 months, with no major or frequent traffic violations.
• Proven communication and presentation skills.
• Proven negotiation and selling skills.
• Managing to Annual Operating Plans
• Developing and implementing tactical customer plans
• Directing and managing product pipeline and forecasting processes
• Sales Excellence coaching
• Product training experience
• Territory management & prioritizing key activities that drive revenue achievement
• Strong business and financial acumen experience

Compensation: Annual Pay Range: $96,000 - 224,000. Total compensation for this role is a mix of base salary plus an incentive plan. Disclaimer: This "range" could be a result of seniority, merit, geographic location where the work is performed, education, experience, travel requirements for the job, or because of a system the employer uses to measure earnings by quantity or quality of production.

Equal Employment Opportunity: We offer competitive compensation and comprehensive benefits and programs. We are an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.