Area Sales Manager

The Area Sales Manager is a pivotal growth driver within the Heritage Family of Companies, responsible for leading a defined geographic territory to achieve aggressive revenue targets and expand market share. This role demands a dynamic blend of strategic sales leadership, deep product knowledge, and relationship-driven customer engagement across the pool, spa, and landscape distribution sectors.

By coaching branch-level sales staff, cultivating high-value customer and contractor relationships, and partnering cross-functionally with operations and marketing, the Area Sales Manager will serve as the frontline champion of Heritage's value proposition delivering profitable growth while embodying the company's commitment to service excellence and its "Make Money and Have Fun!" culture.

Key Responsibilities

• Drive territory revenue growth by developing and executing a disciplined sales strategy, managing a defined book of business spanning contractors, dealers, and commercial accounts to consistently meet or exceed quota.

• Prospect, qualify, and close new business opportunities within the assigned territory, expanding Heritage's customer base through targeted outreach, job site visits, trade events, and referral networks.

• Build and maintain long-term, trust-based relationships with key accounts; including pool builders, landscape contractors, and retail dealers acting as a consultative partner to understand their business needs and position Heritage solutions accordingly.

• Conduct regular account reviews, identify upsell and cross-sell opportunities across Heritage's full product portfolio, and develop tailored proposals that drive incremental revenue and customer loyalty.

• Collaborate closely with Branch Managers and Regional Leadership to ensure seamless order fulfillment, inventory availability, and customer satisfaction, bridging the gap between sales commitments and operational execution.

• Monitor competitor activity, pricing trends, and market dynamics within the territory; provide actionable intelligence to leadership to inform product assortment, pricing strategy, and promotional planning.

• Leverage CRM tools and sales data to maintain accurate pipeline records, forecast revenue, track performance against KPIs, and prioritize activity to maximize territory ROI.

• Represent Heritage at industry trade shows, vendor events, and customer appreciation initiatives, strengthening brand visibility and customer partnerships.

• Support the onboarding and ongoing development of branch sales staff by sharing best practices, conducting ride-alongs, and delivering product and selling skills training in collaboration with branch leadership.

Minimum Qualifications

• Proven sales experience in distribution, wholesale, or a related field, preferably within pool/spa, landscape, irrigation, or building materials industries.

• Demonstrated history of meeting or exceeding sales quotas in a territory or account management role, with evidence of new business development and account retention.

• Working knowledge of pool, spa, aquatics, or landscape products, or demonstrated ability to quickly develop product expertise in a distribution environment.

• Proven ability to build/maintain productive relationships with contractors and customers across a defined geography.

• Proficiency in Microsoft Office (Excel, Word, Outlook, PowerPoint) and CRM platforms (Salesforce, HubSpot, or comparable).

• Exceptional verbal and written communication skills with the ability to deliver compelling product presentations, negotiate pricing and terms, and maintain professional customer correspondence.

• Enthusiasm for a sales culture centered on growth, accountability, and enjoyment, consistent with Heritage's "Make Money and Have Fun!" ethos.

• Contractor Network: Established relationships with pool builders, landscape contractors, or related trade professionals within the target territory.

• Sales Coaching Acumen: Track record of informally mentoring or developing junior sales staff, sharing best practices, or leading product training sessions.

• Vendor and Stakeholder Engagement: Experience partnering with vendor reps and manufacturer partners to coordinate co-selling activities, joint customer calls, and product promotions.

• Project Management Skills: Demonstrated ability to manage complex customer projects or seasonal sales initiatives from planning through execution.

• Financial Acumen: Understanding of gross margin, pricing strategy, and cost-of-sale dynamics to optimize deal profitability and contribute to branch financial performance.

• Problem-Solving Orientation: Proactive approach to identifying customer pain points and crafting tailored solutions that differentiate Heritage from competitors.

Education & Work Experience

• A high school diploma or equivalent OR Bachelor's degree in Business Administration, Marketing, Sales Management, or a related field is highly desirable.
• Minimum of three (3) years of professional outside sales, territory management, or account management experience in distribution, wholesale, or a related trade industry is required.
• Prior experience calling on contractors, dealers, or commercial accounts is strongly preferred.

The base salary for this position typically falls within the range of $97,000.00 to $128,400.00 annually. Starting wage may vary based on a number of factors including, but not limited to, the position being offered, location, education, training, and/or experience. SRS Distribution offers additional competitive and non-financial benefits. Depending on the role, associates may also be eligible for performance-based bonus programs, commissions, profit-sharing programs, car allowance or automobile and fuel program, and reimbursement for travel expenses in accordance with company travel policy.

Heritage Pool Supply - Santa Ana

201 E Stevens Ave Santa Ana, CA 92707

As an Equal Employment Opportunity (EEO) employer SRS Distribution Inc., including all its subsidiaries, provides job opportunities to qualified individuals without regard to actual or perceived race, color, creed, religion, national origin, sex, gender, age, disability, gender identity, sexual orientation, citizenship status, uniform service, veteran status, marital status, genetic information, physical or mental disability, or any other characteristic in accordance with applicable federal, state, and local EEO laws. If you are an individual with a disability or a disabled veteran and require a reasonable accommodation in applying for any posted position, please contact Human Resources at US: 855.556.3221, or by email to: [email protected] with the nature of your accommodation request and include the Business name, location and title of the job opening. Please allow one (1) business day for a reply. All employment offers are contingent upon successful completion of a background check and drug screen, as permitted by law.

Competitive weekly/bi-weekly pay, discretionary bonuses, 401(k) with company match, Employee Stock Purchase Plan, paid time off (vacation, sick, volunteer, holidays, birthday, floating), medical/dental/vision, flexible spending accounts, company-paid life and short-term disability, plus optional long-term disability, and additional life insurance. All benefits subject to eligibility.

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Should a Candidate be submitted to fill a position by a recruiting or staffing services agency (“Agency”), the Company has no obligation to pay the Agency any fee for submission, offer, placement or any service without a fully executed contract of service covering the engagement.