Residential Territory Manager

RSL’S story:
Refrigerative Supply Limited is a family business owned by Alison Hamilton and Linda Gibbs. The business was founded by Peter Gibbs' and Alison Hamilton's parents, Jack and Elizabeth Gibbs. In 1949 they acquired the four-year-old Vancouver branch of an American-based company. From this modest beginning, the Company now has a Head Office in Burnaby, twenty-three Branches, and Four Distribution Centers spread across Western Canada. We are committed to remaining a family business and are proud to have the third generation working in the business. The company's mantra is to ‘inspire excellence and trust’ by providing creative solutions and unrivaled experiences, in-store and online, that make RSL the choice for customers, suppliers, and employees at every location. For more information, please visit: www.rsl.ca

RSL Mission
Our purpose is to provide the highest quality HVAC and Refrigeration experience in Canada.

RSL Vision
To be the environment that inspires excellence and trust within our community.

RSL Values
Gracious, Collaborative, Courageous, Innovative, Community Focused, and Exceptional Experience.

Great Place to Work
At RSL, we pride ourselves on fostering a dynamic and inclusive workplace culture. Our commitment to excellence and employee satisfaction has been recognized with the prestigious “Great Place to Work” certification for six consecutive years. This accolade reflects our dedication to creating an environment where every team member feels valued, supported, and empowered to achieve their best.

The Opportunity:

Scope of the position

Refrigerative Supply’s Residential Territory Manager (RTM) is responsible for establishing and promoting relationships with customers based on integrity, trust and credibility to inspire mutual growth and profitability. The RTM maintains the highest level of service in each area of responsibility with the ultimate goal of selling Residential and associated products, within the sales area assigned. The direct responsibility for supervision comes from the Branch Manager and the Channel Manager, HVAC Residential Unitary. A harmony between the outside sales responsibilities and day to day branch activities needs to be maintained in coordination with the Branch Manager.

Duties and Responsibilities

• Represent RSL in a professional manner at all times.
• Participate with management in updating territory plan and setting sales goals.
• Determine sales potential for new and existing customers through inquiry, observation and periodical research.
• Call on established customers and develop new accounts by cold calling.
• Determine customer requirements and expectations in order to recommend specific products.
• Contact customers regularly to provide ongoing information on new equipment and products.
• Identify trends in customer satisfaction and maintain and improve customer relationships.
• Gain and apply product knowledge to enhance sales and personal professionalism. Remain current on product and industry knowledge by attending sales meetings, vendor training and trade shows, or reading trade journals.
• Increase business and account base by finding and qualifying new business accounts for Residential products (ductless, HRVs, install materials, Aftermarket parts, etc.) using sales techniques to cross-sell and up-sell.
• Maintain a record of customer information and requests and assist clients as required (supply information, resolve complaints, etc.)
• Negotiate and establish pricing and terms according to Refrigerative Supply’s requirements for customers and transaction profitability.
• Know and understand the Residential Dealer Programs, with a strong ability to explain and demonstrate how the programs will benefit the customer to achieve maximum sales potential.
• Visit customers on-site to assist in troubleshooting, address concerns, and follow up on the progress of a job.
• Keep all inside and outside sales staff in your region informed in regard to the dealer base, pending jobs, market information, and product or program changes.
• Gather statistical information such as sales volume, gross profit and sales forecast by customer.
• Implement a regular weekly call schedule with Residential dealers and potential new accounts.
• Understand and implement marketing programs for residential products.
• Coordinate Residential dealer programs and provide assistance to best utilize co-op dollars made available to the dealer.
• Coordinate and host dealer meetings; including the preparation of program and pricing materials.
• Provide sales and product training to key Residential dealer personnel, as requested by the dealer or management.
• Collaborate with staff to exchange information and assist in branch operations as required.
• Travel within the province as required.

Competencies and Qualifications

• Proven sales ability as demonstrated by using effective selling methods.
• Knowledge of HVAC/R systems and the ability to discuss with customers.
• Understanding of the process orders, quotes, credits, and backorders on the computer.
• Understanding of the basic inventory, warehousing and stocking procedures.
• Ability to handle multiple tasks, prioritize and meet deadlines.
• Problem-solving and analytical skills.
• Demonstrated integrity and ethical standards.
• Energetic and self-motivated.
• Ability to work efficiently in a fast-paced work environment.
• Superior organization skills.
• Effective listening, communication skills (verbal and written) and negotiating skills.
• Must be able to use a computer and software (web-based or otherwise) provided by management and our suppliers. E.g., Microsoft Office applications (Word, Excel, PowerPoint), distribution software, manufacturer/supplier programs and websites.
• Ability to travel within the province.
• Access to own vehicle, valid Class 5 driving license and clean driving record.
• Education: High School Diploma/GED required (Bachelor’s degree preferred)
• Experience:
  • Minimum 2 years in a similar position (3 years preferred)
  • Minimum 2 years in progressive position (3 years preferred)
  • Product/applications experience required
  • Wholesale distribution experience required

What we offer:

It's not all about work. That's why we support and recognize our team members with a range of benefits:

• RSL is an entrepreneurial company - we don't micromanage.
• Embark on a continuous development journey. You have access to $3,500 annually to invest in your professional growth.
• Annual Bonus Program

• Vacation entitlement starting at three (3) weeks annually, with incremental increases based on years of service, up to a maximum of six (6) weeks.

• 3 personal obligation days.
• Wellness Account.
• Stay healthy with our rich benefits package.
• Protect your future with our Registered Retirement Savings Plan.
• Access a 24/7 Employee Assistance Program.

Refrigerative Supply Limited is an equal opportunity employer. We prohibit discrimination based on age, color, disability, national origin, race, religion, sex, sexual orientation, and any other legally protected class in accordance with applicable federal, provincial and local laws. We are also committed to creating and maintaining an inclusive and accessible workplace.