Territory Sales Manager, HVACR Tools & Test Instruments
Own Arizona and Nevada for the premium brand in professional HVACR diagnostic tools. Established distributor base, roughly 70 percent of accounts inside the Phoenix Valley, and a branded company truck.
The Opportunity
Our client manufactures professional test instruments and diagnostic tools for the HVAC and refrigeration trade, sold exclusively through wholesale distribution. The brand is the recognized leader in its category with the deepest distributor penetration in the space, and it wins on value rather than price. This search is for a Territory Sales Manager to own all of Arizona and Nevada from a home base in the Phoenix metro.
Roughly 70 percent of the accounts sit inside the Phoenix Valley. The remainder is split across Las Vegas, Tucson, Reno, and Lake Havasu. The territory carries an established book of business with a growth target that has averaged 15 percent year over year, so this is a growth seat rather than a cold start.
The motion is a genuine blend. The wholesale distributor relationships are largely maintenance and expansion work, because the brand already sits on the shelf at nearly every branch. The proactive selling happens at the contractor level: getting in front of the largest HVACR and refrigeration companies in the region, demoing tools, teaching technicians, and building demand that pulls product through distribution. This is a territory sales manager role in the truest sense, recruited through the Precision Sales Recruiting outside sales representative practice.
Why This Role
$130K at Plan, More When You Beat It
Base of $85,000 to $100,000 with variable at 30 percent of the package. Hit budget and total compensation lands near $130,000. Exceed it and the range moves to $140,000 or $150,000.
Most of the Territory Is in Your Backyard
About 70 percent of accounts are inside the Phoenix Valley, so most days end at home by five or six. The road time is concentrated in the remaining 30 percent.
You Sell the Brand Everyone Knows
The premium option in the category with the strongest brand recognition in the trade. You are not fighting for shelf space. You are teaching technicians why the tool is worth the investment.
Technical Trainers Work With You
Dedicated technical trainers who are recognized experts in the field give you roughly a week of support each quarter to open doors and run hands-on sessions at the largest contractors.
Branded Company Truck
A company-provided branded truck comes with the role. No allowance negotiation and no territory miles on your own vehicle.
You Touch Every Level of the Channel
Distributor branch managers, purchasing agents, and outside reps. Contractor owners and general managers. Service technicians and trade school instructors. The best people in this seat work all of it.
What You Will Do
- Own the full Arizona and Nevada territory, including every distributor branch and the contractor base those branches serve
- Maintain and grow an established book of distributor business against a target that has averaged 15 percent year over year
- Call proactively on HVAC and refrigeration contractors, the end users of the product, to demo tools, teach technicians, and build demand at the job level
- Ride along with distributor outside sales reps on contractor calls, since every transaction runs through distribution
- Communicate the value of a premium product against lower priced alternatives without discounting to win
- Coordinate technical trainer visits and deploy that quarterly support where it moves the most volume
- Build relationships with trade schools and instructors so the next generation of technicians learns on the brand
- Do your own research to identify the largest opportunities in the region, supported by internal sales tools
- Work alongside the regional manager and VP, who carry corporate-level initiatives at national accounts while you own the local relationship
Who We Are Looking For
This is a specific profile. The right person blends technical fluency in air conditioning and refrigeration with real outside sales experience inside a distribution channel.
- Five or more years of B2B sales experience in a distributor sales environment
- HVACR industry experience in air conditioning, refrigeration, or a closely related product line sold through the same channel
- Technical aptitude and the ability to demo product, answer technician questions, and teach in a hands-on setting
- Based in the Phoenix metro area
- Willing to travel roughly 33 percent with overnight stays in Las Vegas, Tucson, Reno, and Lake Havasu
- Valid driver license and an acceptable driving record; a company vehicle is provided with the role
- Existing relationships with the large HVACR and refrigeration contractors across Arizona and Nevada
- Existing relationships with wholesale distributor branches in the region, including purchasing, branch management, and outside sales
- Track record selling a premium, value-priced product against cheaper alternatives
- Comfort presenting to groups, including trade schools and instructor-led classes
- Outside sales representatives at HVACR wholesale distributors selling equipment or components to contractors
- Manufacturer representatives selling adjacent lines into the same channel: motors, controls, chemicals and cleaning agents, replacement parts, copper, filters, or other consumables
- Refrigeration product sales professionals calling on the same contractor base
- Field service or technical professionals who moved into a commercial role serving the same customers
You do not need to have sold this exact product. The strongest candidates typically sold something different to the same customers, which means the relationships and the credibility carry over on day one.
Compensation and Benefits
- Structure: 70 percent base and 30 percent variable, with the variable portion tied to territory budget attainment
- Track record: The company has hit or exceeded budget in the large majority of years, and the territory carries an established revenue base
- Vehicle: Branded company truck provided
- Benefits: Full benefits package; plan details, eligibility dates, and paid time off are reviewed directly during the interview process
Location and Schedule
This is a field-based role covering Arizona and Nevada, and the person in it needs to live in the Phoenix metro area. There is no daily commute into a facility. Travel averages roughly 33 percent and is seasonal rather than even, running closer to 50 percent in spring and dropping to around 10 percent in summer.
Roughly 70 percent of the accounts. Day trips out and back, typically home by five or six.
The bulk of the remaining accounts and where most overnight travel is concentrated.
The smallest piece of the territory at roughly 5 percent of the store count. Periodic trips.
About Precision Sales Recruiting
Precision Sales Recruiting is a veteran-owned manufacturing and industrial B2B sales recruiting firm based in Fort Worth, Texas. Every candidate presented for this search is evaluated through a structured, methodology-driven process built specifically for manufacturing and industrial sales roles. Explore more open roles on our jobs page or visit our candidates page to join our network.
Frequently Asked Questions
Submit Your Application
Upload your resume below. A Precision Sales Recruiting recruiter will reach out to schedule a 15-minute discovery call. All conversations are confidential.
Have Questions About This Role?
For questions about the position, the territory, or the search process, contact Precision Sales Recruiting directly.
Email Precision Sales Recruiting