Territory Sales Manager - Southern CA

OUR MISSION SPAN IS ENABLING ELECTRIFICATION FOR ALL ⚡ WE ARE A MISSION-DRIVEN COMPANY DESIGNING, BUILDING, AND DEPLOYING PRODUCTS THAT ELECTRIFY THE BUILT ENVIRONMENT, REDUCE CARBON EMISSIONS, AND SLOW THE EFFECTS OF CLIMATE CHANGE.

• Decarbonization is the process to reduce or remove greenhouse gas emissions, especially carbon dioxide, from entering our atmosphere.
• Electrification is the process of replacing fossil fuel appliances that run on gas or oil with all-electric upgrades for a cleaner way to power our lives.

• Deliver clear, tailored pitches that highlight SPAN’s product value and program benefits, adapting your discussions based on the customer’s needs and business opportunities.
• Lead onboarding and activation calls for newly authorized partners with your strong communication skills and business acumen.
• Enable existing installer & distribution partners to deepen their engagement and increase their SPAN sales volume.
• Participate in key market visits (~8-15 days/month) to support field events, trade shows, trainings, sales calls, partner ride-a-longs, or site visits.
• Data-Driven Decision Making - Use Salesforce to track engagement, funnel conversion, and activation status in your territory.
• Regularly analyze pipeline and territory-level metrics to identify top opportunities and bottlenecks, applying strategic thinking and keen business acumen.
• Maintain clean, accurate CRM data and contribute to team-level forecasting, showcasing excellent planning and priority setting.
• Measure on-going performance and use sales data, to course correct as needed.
• Business Planning and Execution - Develop territory and channel business plans, collaborating closely with leadership to align on strategic targets and local priorities, that drive increased demand for SPAN products.
• Contribute to team enablement efforts—sharing feedback, identifying blockers, and supporting continuous improvement.
• Manage inventory turns in market to ensure territory business plan success.
• Partner with Channel Program Leads to leverage expertise and optimize sales impact of channel programs.

Skills

Perks

Benefits

• Highlight your Salesforce mastery by attaching a short video (2‑3 min) showing a real‑life pipeline you built: include custom fields for “electrification project stage,” automated lead‑to‑opportunity conversion, and a dashboard that tracks Southern CA territory KPIs (quota, carbon‑reduction metrics, win‑rate).
• Create a one‑page “Electrification Sales Playbook” in Google Sheets that maps key accounts (homebuilders, EV‑charging installers, utility partners) to specific SPAN product bundles, includes formulas for ROI & carbon‑savings calculations, and links to relevant case studies—attach it to your application to prove you can design data‑driven sales strategies.
• In your cover letter, reference SPAN’s mission by quantifying a personal impact (e.g., “I helped a California home‑builder retrofit 150 homes, cutting CO₂ emissions by 12 t/yr”), and tie that result to the metrics you would replicate in the Southern CA territory.
• Prepare a remote‑work “day‑in‑the‑life” slide deck: show your home office setup, time‑zone coordination tools (e.g., Calendly, Slack), and a weekly schedule that dedicates 2 hrs to prospect research, 3 hrs to virtual demos, and 1 hr to post‑call analytics in Excel. Interviewers will look for self‑discipline and clear communication.
• During the interview, ask data‑focused questions that demonstrate strategic thinking, such as “What’s the average sales cycle for a residential electrification project in LA County, and which pipeline stage has the highest attrition?” This shows you’ll use Salesforce analytics to optimize the funnel.
• When discussing compensation, reference the cost‑of‑living index for Southern CA and the added value you bring via proven electrification sales results; request a base‑plus‑commission package with a performance accelerator tied to carbon‑reduction milestones (e.g., extra % of quota for every 10 t CO₂ saved).