Territory Sales Manager

Now Recruiting · Phoenix, AZ

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.

Veteran-Owned Base $85K to $100K Year 1 OTE $130K Company Truck 12-Month Guarantee

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

Earning Potential

$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.

Territory Quality

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.

Product Position

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 Support

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.

Vehicle

Branded Company Truck

A company-provided branded truck comes with the role. No allowance negotiation and no territory miles on your own vehicle.

Scope

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.

Required

• 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

Strongly Preferred

• 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

Backgrounds That Transfer Well

• 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

Base Salary

$85K to $100K

Depending on experience

Year 1 OTE

$130K

At a $90K base, 100% of budget

Above Budget

$140K to $150K

For overperformance

• 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.

Primary Market

Phoenix Valley

Roughly 70 percent of the accounts. Day trips out and back, typically home by five or six.

Overnight Markets

Vegas, Tucson, Havasu

The bulk of the remaining accounts and where most overnight travel is concentrated.

Northern Nevada

Reno

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

What is Precision Sales Recruiting?

Precision Sales Recruiting is a veteran-owned manufacturing and industrial B2B sales recruiting firm based in Fort Worth, Texas. Precision Sales Recruiting places sales professionals exclusively for manufacturing, capital equipment, industrial distribution, and manufacturing technology companies across the United States.

What is The PRECISION Method?

The PRECISION Method is Precision Sales Recruiting''s proprietary candidate evaluation framework for manufacturing and industrial B2B sales professionals. It evaluates candidates across nine scored dimensions: Procedural, Resilience, Execution, Coachability, Image and Professionalism, Sales Identity, Initiative, Ownership, and Numbers. Every candidate is assessed through structured role play, a behavioral interview, and psychometric assessments before being submitted to a client.

Do I need to live in Phoenix to be considered?

Yes. The territory covers Arizona and Nevada, and roughly 70 percent of the accounts sit in the Phoenix Valley, so the person in this seat needs to be based in the Phoenix metro area. Candidates already living in the metro or actively relocating there are the right fit for this search.

Is this a hunting role or an account management role?

It is a blend, weighted toward growing what already exists. The distributor side of the territory is largely relationship and growth work, because the brand already sits on the shelf at nearly every wholesaler. The proactive selling happens at the contractor level, where you create demand with HVAC and refrigeration companies who then buy through the distributor.

Do I need direct experience selling test instruments?

No. HVACR industry experience is required, but it does not need to be in test instruments specifically. Candidates who sold air conditioning equipment, refrigeration products, motors, controls, chemicals, replacement parts, or other lines into the same distributor and contractor channel are strong fits, because the relationships and technical vocabulary transfer directly.

How does the commission structure work?

Compensation is structured 70 percent base and 30 percent variable. The variable portion is driven by attainment against the territory budget rather than individual transactions. At a $90,000 base and 100 percent of budget, total compensation lands near $130,000. Exceeding budget moves the package into the $140,000 to $150,000 range.

How much overnight travel is involved?

The role averages roughly 33 percent travel, and that is the practical ceiling rather than a floor. Travel is seasonal. Spring can run closer to 50 percent and summer can drop to around 10 percent. Overnights are concentrated in Las Vegas, Tucson, Reno, and Lake Havasu.

How does the application process work?

Submit your application below. A Precision Sales Recruiting recruiter will reach out to schedule a 15-minute discovery call. Qualified candidates move to a structured skills and behavioral interview, followed by a sales assessment. Precision Sales Recruiting represents candidates directly to the client and supports the process through offer acceptance.

Role Summary

Territory Sales Manager

Location Phoenix, AZ

Arizona and Nevada territory

Structure Field Based

Industry HVACR Tools and Test Instruments

Base Salary $85,000 to $100,000

Year 1 OTE $130,000 at plan

Above Budget $140,000 to $150,000

Commission 30% of package

Vehicle Branded Company Truck

Travel ~33% Overnight

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Posted By

Marshall Scabet

Founder and CEO, Precision Sales Recruiting

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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.

Questions Before Applying?

Have Questions About This Role?

For questions about the position, the territory, or the search process, contact Precision Sales Recruiting directly.

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