Area Sales Manager - West

Role Purpose

Drive sales execution and market growth by developing designated key accounts to the performance levels established by the Regional Sales Manager and converting qualified prospects in the new-customer pipeline into active ADP customers.

The Sales Manager is responsible for increasing ADP revenue and market share by developing designated key accounts in alignment with the growth expectations established by the Regional Sales Manager. The role translates regional strategy into focused account plans, identifies opportunities to expand product penetration and share of wallet, and coordinates the actions needed to move each account to its defined target level. The Sales Manager is also responsible for advancing qualified prospects within the new-customer pipeline and leading the onboarding process through a successful transition to an active ADP customer.

Working closely with the Regional Sales Manager, this role serves as ADP’s primary day-to-day contact for assigned key accounts and qualified new-customer opportunities. The Sales Manager builds relationships with customer decision-makers, develops and executes account growth plans, monitors progress against defined expectations, and coordinates internal resources to support customer needs. For new customers, the role manages the process from pipeline qualification through onboarding, ensuring pricing, products, programs, systems, and service requirements are aligned for a successful launch. The Sales Leader will set the strategic direction for both Key Accounts and New Customer development, partnering closely with Manufacturer’s Reps to ensure effective execution.

Key Responsibilities

Key Account Growth & Development

• Develop and execute account plans for designated key accounts based on growth expectations and priorities established by the Regional Sales Manager.
• Partner with Manufacturer’s Reps to execute account strategies, coordinate customer engagement, and drive progress against defined growth priorities.
• Build strong relationships with customer decision-makers and maintain a regular cadence of account reviews, opportunity discussions, and follow-up.
• Identify opportunities to expand product penetration, increase share of wallet, convert competitive business, and improve overall account performance.
• Track each key account’s progress toward its defined target level and adjust actions in partnership with the Regional Sales Manager.
• Translate customer needs and market insights into coordinated sales actions and timely internal follow-through.

New Customer Pipeline & Onboarding

• Partner with the Regional Sales Manager to prioritize qualified prospects within the new-customer pipeline.
• Develop and execute conversion plans with clear next steps, timing, ownership, and revenue potential.
• Partner with Manufacturer’s Reps to execute prospect-conversion strategies, coordinate customer engagement, and support a successful transition from prospect to active customer.
• Lead prospective customers through pricing, product selection, program alignment, account setup, and launch preparation.
• Coordinate with internal teams to ensure operational readiness and a smooth transition from prospect to active customer.
• Maintain accurate CRM records and provide reliable pipeline, onboarding, and forecast visibility to the Regional Sales Manager.

Cross-Functional Execution

• Coordinate account-growth and new-customer activities with the Regional Sales Manager, National Account Managers, and other sales partners.
• Partner with Business Development Managers to develop and convert qualified opportunities created through new verticals and demand-generation efforts.
• Coordinate with Product, Marketing, Application and Engineering, Customer Service, Operations, Finance, and other internal teams to support key accounts, complete onboarding requirements, and resolve priority customer needs.

Measures of Success

• Revenue and market-share growth across assigned key accounts
• Progress of key accounts toward target levels established by the Regional Sales Manager
• Expansion of product penetration and share of wallet
• Conversion of qualified pipeline opportunities into active customers
• Timely, accurate, and successful completion of new-customer onboarding
• CRM accuracy, forecasting visibility, and follow-through
• Responsiveness to customers and internal partners

Recommended Qualifications

• Bachelor’s degree or equivalent combination of education and relevant experience.
• 3+ years of B2B sales, channel sales, field sales leadership, or wholesale-distribution experience.
• Experience leading, coaching, or influencing independent sales representatives or external channel partners strongly preferred.
• Demonstrated ability to establish expectations, inspect execution, address performance gaps, and drive accountability without direct reporting authority.
• Strong coaching, relationship-building, presentation, negotiation, organization, and follow-through skills.
• Experience with distributors, contractors, technical products, or two-step distribution preferred.
• HVAC or related technical-product experience preferred.
• Proficiency with Microsoft Office and CRM systems.
• Ability to travel regularly throughout the assigned geography.

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Compensation:

This is a salaried exempt role. The starting compensation range for this role and market is between $104,720-$137,445 annually with an 80/20 base salary to commission split. Factors that may affect starting salary include geography/market and the skills, education, experience, and other qualifications of the successful candidate. Employees in this role are also eligible for an annual bonus in accordance with the terms of the Company’s applicable plan. Employees in this role are not eligible for overtime.

Benefits: Subject to applicable eligibility requirements, the following benefits are offered for this role: tuition reimbursement; medical, dental, and vision insurance; prescription drug coverage; 401(k) retirement plan; short-term disability insurance; 8 weeks paid birthing leave; 2 weeks paid bonding leave; life and long-term disability insurance.

Depending on date of hire, and subject to applicable eligibility requirements, new employees in this role also receive up to: 12 days paid time off, 2 paid well-being days, 1 paid volunteer day, 12 paid holidays, and 3 floating holidays per year.

Our Culture: At Lennox, our Core Values of Integrity, Respect & Excellence are ingrained in the fabric of the organization. They define our culture – which is about how we do business and how we treat others. Lennox is not just a workplace; we are a global community that values each team member’s contributions. As an equal opportunity employer, we are committed to recruit, develop, and retain talented individuals from a wide range of backgrounds, ensuring that everyone has the opportunity to succeed and contribute to our continued growth and success. At Lennox, you’ll take pride in our brands, knowing you are part of something special. Come, stay, and grow with us! 

Disclaimers: The compensation and benefits information is accurate as of the date of this posting. Lennox reserves the right to modify this information at any time, with or without notice, subject to applicable law.

We may use automated tools, including artificial intelligence, to support parts of our hiring process, such as application review and interview scheduling. These tools assist our teams but do not replace human decision-making. If you need an accommodation or have questions, please contact [email protected].

ADP (Advanced Distributor Products) is a Lennox International company and the #1 Producer of Residential Evaporator Coils in the USA. We are committed to providing quality solutions and true partnership to help our customers find matches that make their jobs and lives easier. ADP has been manufacturing products at our factory in Grenada, MS since 1992. Our innovative culture is fully supported by a research and development laboratory, which includes areas for testing, assembling, and designing future products.