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Area Sales Manager

Fujitsu General America
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Job Title:

Area Sales Manager (ASM)

Department:

Sales

Location:

TBD

Reports to:

Regional Sales Manager, Sales Engineer, Business Unit Director

FLSA Status:

Exempt 

Position Type:

Full Time

Revision Date:

July 2025

 

The Opportunity:

Fujitsu General America, Inc. (FGAI) offers an exciting opportunity in the rapidly growing HVAC industry. We are seeking a results-driven Area Sales Manager (ASM) to support and grow our dealer network. In this role, the successful candidate will work closely with a base of contractors and dealers, providing education, guidance, and strategic support to drive mutual business growth and market expansion.

 

Role Description – Area Sales Manager (ASM)

The Area Sales Manager (ASM) is responsible for promoting, selling, and supporting our products within an assigned region. The ASM plays a critical role in driving revenue growth by identifying new business opportunities, developing strong relationships with key stakeholders, and providing strategic leadership and support to Dealers. This role involves direct interaction with both new and existing customers to grow sales of products and services. The ASM will research and profile potential targets, build a sales pipeline, and apply proven sales techniques to generate revenue. Responsibilities also include delivering compelling presentations, troubleshooting sales issues to ensure a seamless customer experience, and maintaining an in-depth understanding of company offerings, industry trends, and competitor positioning.

Major Duties and Responsibilities:

1. Sales Generation

  • Develop and execute a strategic plan for the assigned region.
  • Work closely with assigned contractors and identify new opportunities for growth.
  • Support dealers in implementing and understanding Dealer-based programs.
  • Coordinate with distribution partners to align contractor-facing initiatives.
  • Create enthusiasm and loyalty within the Dealer network.
  • Consistently meet or exceed sales targets and KPIs.

2. New Business Development

  • Identify and act on market opportunities to drive regional growth.
  • Analyze sales and market data to uncover potential or emerging opportunities.
  • Research customer needs and market dynamics to shape targeted outreach strategies.
  • Build a strong pipeline through proactive lead generation (e.g., cold calls, referrals, networking, events).
  • Collaborate with Regional Sales Managers and Sales Engineers to develop and expand the Dealer network.
  • Design and execute comprehensive strategies to increase market share.

3. Solution Presentations and Demonstrations

  • Prepare and deliver compelling business proposals tailored to customer needs.
  • Conduct engaging product presentations and technical demonstrations to highlight the value of Fujitsu’s HVAC offerings and channel strategy.
  • Communicate effectively with executive-level stakeholders.
  • Translate technical features into business benefits for non-technical audiences.

4. Relationship Building

  • Establish and nurture relationships with key decision-makers and influencers across the HVAC industry.
  • Maintain and grow existing customer accounts with a proactive engagement plan.
  • Collaborate with internal teams (Product Development, R&D, Product Management, Operations, and IT) to deliver optimal customer solutions.

5. Technical Expertise

  • Maintain up-to-date knowledge of Fujitsu HVAC products, applications, and sales channels.
  • Stay informed on industry trends, emerging technologies, and the competitive landscape.
  • Develop a technical foundation to support consultative selling and problem-solving.

6. Sales Reporting and Forecasting

  • Accurately record sales activities, customer interactions, and opportunity tracking in CRM systems.
  • Generate regular reports on sales performance, forecasting, and key metrics.
  • Work with sales leadership to analyze data, refine strategies, and optimize performance.

Required Skills and Abilities

  • Solid understanding of the North American HVAC distribution model.
  • Ability to develop strong technical knowledge of HVAC systems and applications.
  • Exceptional communication and presentation skills.
  • Demonstrated success in building and maintaining long-term customer relationships.
  • Proactive, self-motivated, and results-driven approach.
  • Strong organizational skills and ability to work both independently and collaboratively.
  • Willingness and flexibility to travel as needed.

 

Education and Experience

  • Bachelor’s degree in business administration, Marketing, Mechanical Engineering, Supply Chain Management, or a related field. Equivalent industry experience with proven success and leadership will also be considered.
  • 2–4 years of relevant sales, business development, or technical sales experience, ideally within the HVAC or related industries.

 

Physical Requirements: 

  • This role requires regular physical activity, including bending, sitting for extended periods, lifting moderate loads, and frequent driving.
  • As this is a field-based sales position, extensive travel is required to meet with customers, dealers, and partners across the assigned region.
  • Must be able to accommodate a flexible schedule and travel demands as business needs dictate

 

What We Offer:

  • Work for a large successful global organization that is considered an innovative leader in HVAC
  • Casual Work Environment
  • Comprehensive health and dental plan, life, and disability insurance
  • 401(k) program with company match
  • Paid Time Off and Holidays

 

 

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change, or new ones may be assigned at any time, with or without notice.

 

FGAI is an equal opportunity employer to all employees and applicants regardless of a person’s race, color, religion (including religious dress or grooming practices), creed, national origin (including language use restrictions), citizenship, uniform service member or veteran status, ancestry, disability, physical or mental disability (including HIV/AIDS), medical condition (including cancer and genetic characteristics), genetic information, request for protected leave, marital status, sex, pregnancy, age (over 40), sexual orientation, gender, gender identity or expression, political affiliation, or any other characteristic protected by law. The Company will comply with all federal and state regulations and statutes pertaining to individuals with disabilities.