Our client, a very substantial distributor of HVAC supplies servicing installers and contractors, is seeking a dynamic and results-driven Outside Sales Team Leader to launch and lead a new outside sales team. You will begin with hands-on territory sales to learn the company’s products and operations, and then take on a leadership role—hiring, training, and managing additional sales reps while continuing to drive new business.

This is a ground-floor leadership opportunity with a competitive base salary, uncapped commission, and significant growth potential in a rapidly expanding company.

Responsibilities:
Individual Sales & Training (Initial 6–12 Months):

• Undergo hands-on training to learn company operations, product offerings, and sales processes
• Actively prospect and secure new B2B HVAC customers within an assigned territory
• Develop strong client relationships and meet individual sales targets
• Provide feedback to leadership on how to refine the outside sales model based on field experience

Team Leadership & Business Development:

• Participate in the hiring and onboarding process for new outside sales reps
• Mentor and train new team members through ride-alongs and in-field coaching
• Lead by example, maintaining a personal sales pipeline and achieving growth targets
• Collaborate with the Sales Director to develop structured sales training programs and team KPIs
• Monitor team performance and assist in refining sales strategies

Qualifications:

• 3+ years of proven B2B sales experience, preferably in HVAC, building supplies, or related industries
• Prior experience mentoring or training junior sales reps strongly preferred
• Strong interpersonal skills and a track record of meeting or exceeding sales targets
• Self-motivated and entrepreneurial, with the ability to build a book of business from the ground up
• Willingness to travel within an assigned territory
• Experience with CRM tools and sales reporting a plus

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After reviewing several strategies and evaluating the best next steps, I want to proceed with a hybrid structure. This structure will include outside salespeople in each territory who will report directly to the team leader of the outside sales members. While in the branch, these outside sales team members will have access to training, and the branch manager will serve as a dotted-line manager.

Below is a description of what I am looking for in the Sales Manager role to lead this outside sales team:

Position Overview:
We are seeking a dynamic and results-driven Outside Sales Team Leader to play a critical role in building and leading our new outside sales team. This is a ground-floor leadership opportunity for someone who will first learn our company culture, products, and processes by actively working as a territory sales representative.

Initially, you will focus on personal business development and fully understanding our operations. Over time, you will participate in the hiring, onboarding, and training of additional outside sales team members, while continuing to drive new business yourself.

Key Responsibilities:
Phase 1 – Individual Sales & Training (Initial 6-12 Months):
Undergo hands-on training to learn company operations, product offerings, and sales processes.
Actively prospect and secure new B2B HVAC customers within an assigned territory.
Develop strong client relationships and meet individual sales targets.
Provide feedback to leadership on how to refine the outside sales model based on field experience.

Phase 2 – Team Leadership & Business Development:
Participate in the hiring and onboarding process for new outside sales reps.
Mentor and train new team members through ride-alongs and in-field coaching.
Lead by example, continuing to maintain a personal sales pipeline and achieving growth targets.
Collaborate with the Sales Director to develop structured sales training programs and team KPIs.
Monitor team performance and assist in refining sales strategies.

Let me know if you have any questions about this proposed structure or the Sales Manager description.

Thanks,
Ami